The purpose of this role is to execute on Global Production activities for multinational accounts/prospects within the People Solutions Enterprise Practice - create demand, originate, shape and close appropriate Global People Solutions opportunities and support to maintain and expand client relationships in terms of quality and value.
The impact of this role is to significantly contribute to the Lockton People Solutions growth agenda through sales to multinational organisations. The role requires self-contribution and impact through other senior business development and production stakeholders.
Success in the role will depend on the ability to sell large-scale, long-term annuity business, projects and specialist services to multinational prospects and clients – either through competitive GBM-style sales processes or by local country or other client relationships and projects which expand over time.
Key tasks and duties are summarised below and are focused on experienced sales professionals who can identify opportunities to add value for multinational clients and across the Lockton People Solutions business. This role has a focus on effectively selling and transitioning to client delivery teams, managing workload effectively, being a role model and someone who develops the wider team to deliver excellent client service in a way that adds value and is commercially viable.
SALES LEADERSHIP
- Provide input to, and execute on, sales processes and practices of the People Solutions Enterprise Production team
- Contribute to the go-to-market strategy to position Lockton as a People Solutions partner of choice for multinationals.
- Execute sales strategy in line with Lockton’s market segmentation and target markets.
- Identify and focus on key target clients within identified markets.
- Maintaining and advancing a global pipeline monitored and measured within the CRM system.
- Adhering to, and providing input to, Lockton’s Go/No Go validation.
- Engage with marketing and other commercially orientated central support functions.
- Growth planning with Head of Sales.
- Input and support in global delivery model development (including globally consistent Value Proposition, Scope/Pricing, Contracting, Lockton Global Partner management, Talent Mobility, Marketing and Client Forums).
- Proactively liaise on Global prospecting and sales activity with regional Lockton Global offices, partners, and producers.
MAKING EFFECTIVE CONNECTIONS
- Develop relationships with the Lockton Global Partner offices, peers and other business service groups (IT, Office Services, Information Processing, Accounting, local offices, etc.) to support our ability to effectively sell and deliver.
- Proactively liaise with regional delivery teams and local Lockton Global offices and partners to understand environments and sales themes when needed to increase our chance of sale.
Desired skills & knowledge:
- Strong experience and proven track record of success in a sales role which reflects the skills and client management experience
- Excellent communication skills – both written and verbal
- Proactive and commercial approach to client, including sales management
- Strong client & commercial track record working with multinational clients
- Broad knowledge of all People Solutions facets with expert understanding of multinational demands.
- Broad understanding of general business commercial challenges, opportunities, and financial reporting.
- Ability to execute strategic direction by understanding a client's business, sector, possible challenges and opportunities.
- Ability to demonstrate thought leadership.
- Highly professional and tactful negotiation and persuasion skills to achieve production objectives.
Further experience, skills, or knowledge
- Fluency or professional proficiency in a foreign language is often helpful
- Any other professional qualifications or training are also an advantage
- Experience working or living abroad is helpful although not required.