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Health & Benefits Middle Market Leader
Willis Towers Watson
St. Louis, MO, United States
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Willis Towers Watson is a leading global advisory, broking and solutions company that helps clients around the world turn risk into a path for growth. With roots dating to 1828, Willis Towers Watson has 40,000 employees serving more than 140 countries. We design and deliver solutions that manage risk, optimize benefits, cultivate talent, and expand the power of capital to protect and strengthen institutions and individuals. Our unique perspective allows us to see the critical intersections between talent, assets and ideas – the dynamic formula that drives business performance. Together, we unlock potential. Learn more at willistowerswatson.com.
The Business
Our Health and Group Benefits business helps large and mid-size clients control health and welfare plan costs, improve health outcomes and promote employee engagement through broad-based, state-of-the-art interventions. We provide solutions encompassing creative plan design, vendor evaluation and management, pricing and funding strategies, data analytics, valuation support, compliance and governance strategies. We also provide Specialty consulting services including clinical/health management program design, pharmacy solutions, disability/absence management strategies and claims audit services. Product based solutions such as our pharmacy purchasing coalition round out our broad-based suite of offerings.
The Role
Willis Towers Watson has a unique leadership opportunity for the person who has specific qualifications in Health and Benefits strategy and consulting, management, recruiting and leadership experience, and a desire to be part of building a sustainably growing region.
The primary focus for the H&B Kansas City Market Leader will be on H&B Market P&L – i.e. revenue growth, direct H&B cost management, and profitability.
Overview and Accountabilities:
• Drives H&B’s growth and profitability, particularly in the mid-market client segment
• Creates sales strategy for the Market
• Oversees assignment of all H&B resources across the LOB. Establishes and monitors best in class client service deliverables, processes and procedures to meet and exceed client expectations.
• Develops business plan and sales strategy for segment that ensures attainment of short- and long-term sales growth goals and profitability (aligned with region and geography goals)
• Proactively plans and participates in cross-selling and multi-LOB business development opportunities
• Leads strategic efforts that define new opportunities for achieving competitive advantage
• Analyzes and predicts the competitive and market forces that will shape the future of the H&B business
• Inspires commitment to and leads development and implementation of key practice initiatives that have long-term impact for H&B
• Coordinates with H&B Region Leader, H&B Producers, local H&B consultants, other LOBs and CRDs to develop prospect relationships and opportunities
• Personally develops own opportunities, determines pursuit strategy, participates in the sale and closing of the deal
• Maintain a current knowledge of H&B intellectual capital
• Demonstrates in depth knowledge of the employee benefits industry and current issues and is able to conduct an initial dialogue with targeted organizations to establish contacts, build a buyers map, and identify entry points to a more significant technical or strategic discussion
• Demonstrates knowledge of the local marketplace, informed by data sources including Judy Diamond and FreeErisa, and is responsible for overseeing an accurate database of contacts and sales pipeline
• Oversees talent pool pipeline within Market: Collaborates with other leaders to develop and execute on strategic staffing plans, including all people processes (recruiting, deployment, performance management, development and engagement)
• Oversees assignment of mid-market resources to projects/client teams across the LOB; including large market, specialty practices (full-time and rotational positions), and initiative staffing. Works with Operations Leader to ensure workload is redistributed to allow sufficient capacity and focus for new responsibilities and performance goals are updated accordingly.
• Participates in recruiting, hiring and onboarding of H&B Producers
• Provides regular coaching and mentoring to Producers to build motivation and selling skills
The Requirements
• Minimum 10+ years’ experience
• BS/BA Degree
• State Life and Health license
• Advance Knowledge of: (1) insurance products, (2) bid preparation and analysis, and (3) claim resolution, specifically including:
• HMO, PPO, and Indemnity forms of Health, Dental, and Vision plans
• Consumer-driven healthcare
• Wellness, disease management
• Current employee benefit trends
• Regulatory environment of employee benefits plans, PPACA
• Ancillary lines including. life , LTD, STD, and state-required disability plans
• Expert level knowledge in two or more functional areas
• Basic underwriting concepts
• Basic funding concepts
• Strong verbal and written communication skills
• Ability to handle and resolve client related issues
• Ability to work in a fast-paced environment juggling multiple priorities
• Excellent verbal & written communication skills
• Advanced presentation skills
• Project management skills
• Ability to influence and negotiate
• Computer skills, including proficiency with MS Word, Excel, and PowerPoint, as well as Internet navigation
• Occasional air travel for client meetings or training or seminars may be required
• Day travel to clients required
Any unsolicited resumes/candidate profiles submitted through our web site or to personal e-mail accounts of employees of Willis Towers Watson are considered property of Willis Towers Watson and are not subject to payment of agency fees. In order to be an authorized Recruitment Agency/Search Firm for Willis Towers Watson, any such agency must have an existing formal written agreement signed by an authorized Willis Towers Watson recruiter and an active working relationship with the organization. Resumes must be submitted according to our candidate submission process, which includes being actively engaged on the particular search. Likewise, for our authorized Recruitment Agencies/Search Firms, if the candidate submission process is not followed, no agency fees will be paid by Willis Towers Watson.
Willis Towers Watson is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to, among other things, race, color, religion, sex, sexual orientation, gender identity, national origin, age, status as a protected veteran, or disability.
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