Associate Manager - Business Development

The Role

The role is part of the Health & Benefits (H&B) business development team in the Philippines and reports to the Head of Business Development, Health & Benefits. The Associate Manager is an individual contributor who owns an assigned sales pipeline and personal revenue target, independently progresses standard to moderately complex opportunities, and coordinates internal resources to deliver high-quality pursuits. The role supports team capability through project-based coaching and knowledge sharing, while complex commercial decisions, strategic portfolio direction, formal people management and overall team governance remain with the Manager or Head of Business Development. 

Key responsibilities:

• Build, maintain and actively progress an assigned sales pipeline across H&B Philippines products and solutions, with accurate next steps, timelines and opportunity records.
• Achieve the assigned personal sales target through acquisition of new clients and development of defined opportunities within approved profitability and pricing guidelines.
• Independently manage standard to moderately complex pursuits from prospect research and needs analysis through proposal coordination, presentation, follow-up and handover.
• Build productive relationships with client stakeholders, insurers, partners and internal colleagues to gain access to target accounts and advance opportunities.
• Maintain current working knowledge of the employee benefits market and use relevant insight to support client conversations and opportunity development.
• Develop strong knowledge of local H&B products, solutions and technology, with awareness of relevant regional and global capabilities; seek specialist or senior guidance for non-standard solutions
• Identify cross-LOB and cross-product opportunities and coordinate with Lead Relationship Managers, Global Client Relationship Managers and relevant specialists.
• Prepare buyer-focused proposals, presentations and sales materials that clearly connect client needs with WTW value propositions
• Work with Marketing on agreed campaigns, workshops, seminars and thought-leadership activities; follow through on assigned leads and track outcomes.
• Use mandated sales tools consistently and maintain complete, timely and reliable pipeline information
• Coach junior colleagues through specific projects, pursuit activities and learning sessions, without holding primary accountability for formal performance management or overall team deployment.

Performance Objectives:

Financial

• Identify, prospect and close assigned new business opportunities to achieve personal annual revenue goals within profitability guidelines.
• Apply agreed client segmentation and solution-based selling approaches to progress opportunities.
• Contribute to assigned cross-LOB and cross-product sales targets.
• Maintain disciplined opportunity qualification, forecasting and sales-tool hygiene for the assigned pipeline.
• Coordinate with sales, client relationship management, consulting and placement colleagues to develop and close opportunities.

Clients

• Create and progress business opportunities within assigned accounts or market segments.
• Conduct prospect research and needs analysis with the appropriate stakeholders before recommending solutions.
• Use WTW intellectual capital and approved value propositions to engage clients and prospects.
• Deliver assigned pursuit activities against agreed quality standards, budgets and timelines.
• Escalate complex, high-risk or non-standard client and commercial matters to the Manager or Head of Business Development.

Excellence

• Contribute ideas, market insight and research that strengthen the specialty area and business development approach.
• Perform quality and technical reviews of own work and peer outputs within the Associate Manager’s area of competence; obtain senior review for significant or non-standard work products.
• Contribute to improvements in sales tools, templates, client materials and working practices.
• Complete compliance, contracting and approval requirements accurately and on time in accordance with WTW guidelines.
• Use regionally mandated sales tools consistently and maximize their use for assigned opportunities.

People

• Build effective relationships and collaborate across functions, practices and regions to deliver assigned pursuits.
• Provide project-based coaching, guidance and knowledge sharing to junior colleagues.
• Coordinate workstreams and clarify deliverables for colleagues supporting assigned pursuits, escalating resource or performance concerns to the relevant people manager.
• Act as a positive role model for professional conduct, accountability, collaboration and continuous learning.
• Maintain self-learning through WTW and external publications, learning platforms and relevant learning sessions.

The Requirements

• Bachelor's degree in a relevant field of study
• A minimum of 5 years’ relevant experience in employee benefits, insurance brokerage, consulting or B2B solution sales.
• Proven track record in B2B sales, including independently progressing opportunities, generating profitable revenue and meeting assigned sales targets.
• Demonstrated ability to build relationships with key stakeholders and contribute effectively to senior client engagements.
• Ability to manage standard to moderately complex pursuits and coordinate cross-functional contributors within agreed timelines and governance requirements.
• Sound commercial judgment, with the discipline to work within approved pricing and profitability parameters and escalate non-standard matters.
• Ability to coach and guide junior colleagues through projects and learning activities; formal people-management experience is not required unless separately specified for the position.
• Strong business acumen and ability to learn WTW capabilities, strategic priorities and business objectives.
• Executive presence, with the ability to network, influence and collaborate across a range of interpersonal styles within WTW, client organizations and partner, vendor and carrier organizations.
• Strong interpersonal and team skills.
• Polished written and verbal communication, presentation and facilitation skills.
• Strong analytical, organizational and creative problem-solving skills.
• Working knowledge of Microsoft Office, including Excel, Word and PowerPoint.
• A strong commitment to the highest standards of professional conduct.

WTW is an Equal Opportunity Employer