Working at Lockton
At Lockton, we’re passionate about helping our people achieve their ultimate potential. Our people are curious, action-oriented and always striving to make ourselves and those around us better. We’re active listeners working to ensure understanding and problem solvers developing innovative solutions. If you can see yourself delivering excellent service to clients, giving back to our communities and being a part of our caring culture, you belong here.
Secondary Locations
Houston, Dallas, St. Louis
Business Unit
Northeast Series
Salary
$165,000-$190,000
Schedule
Full-time
Job Type
Standard
Workplace
Hybrid
Your Responsibilities
About this role: The Regional Business Development Lead is part of a team which will help define and execute strategies to grow Lockton’s Global People Solutions (Benefits) portfolio of business in the Central Region. This role will report directly to the Head of Business Development for Global People Solutions. This role will partner with Producers to enable the sales process but is not a pure production role.
We are seeking a senior level client management professional to lead certain multi-office initiatives (referred to as “Series”) for the Global People Solutions National Practice in the US. The Series Lead will be responsible for overseeing and managing the entire new business development and RFP process specific to Global Benefits to their assigned Series. This person will be the go-to person and SME for the respective Series, with an emphasis on the top Producers. In addition to organic business that Producers will bring to us, the role will also proactively drive evaluating Lockton’s US legacy book-of-business (within a respective Series) to identify, create a business case, and proactively engage the Producer specific to new Global Benefits sales opportunities. The Series Lead will be accountable for the revenue reporting and forecasting of opportunities for their respective Series within Salesforce. In addition, the Series Lead will drive assigned project-related items, such as market research which may be specific to identifying new markets / industries we could serve, creation of verticals based on our existing experiences, and searching out new revenue opportunities to name a few.
Role Expectations (in addition to what is mentioned above):
- Act as a Global Benefits Ambassador to key stakeholders, both internal and external to the respective Series.
- Learn Lockton’s Global Benefits services and provide value to both internal and external stakeholders specific to business development activities.
- Focus on serving our internal clients and increasing client satisfaction (client relationships).
- Represent Global Benefits services and our value proposition to Producers, Lockton US Teams, Clients and Prospects.
- Own the respective pipeline of opportunities.
- Provide regular business development updates.
- Travel is required.
Essential Job Duties, Responsibilities & Other Matters:
- Point-person for Lockton Producers, US Teams and Global team members as it relates to business development and customer relations activities.
- Responsible for end-to-end delivery of Global RFPs and eventual engagement documents in partnership with key stakeholders.
- Manage the listing of all active Global Benefits prospects within the respective Lockton Series.
- Develop strong relationships with the respective Lockton Series Producers.
- Prepare monthly reports for Global leadership.
- Knowledgeable about Global Benefits services such as global benefits management, renewals, benchmarking, market trends, governance, etc.
- Attend prospect meetings with Producers if needed.
- Ability to communicate difficult messages to clients / prospects and successfully manage escalations if needed.
- Ensure a clean hand-off to the Global Benefits Service team specific to the negotiated scope, client contact information, etc.
- Seek out reasons from clients as to why we won or why we lost certain business opportunities.
- Drive continual feedback around improvement ideas specific to our library of answers for RFP questions.
- In collaboration with the entire Business Development team, participate in the creation of marketing and presentation materials, developing broad based marketing plans, assisting in new product designs and rollouts, and event management.
Primary Internal Stakeholders:
- Global leadership team members.
- Intellectual Capital team members.
- Regional Global leaders and their teams.
- Series leadership teams.
- Producers.
Qualifications
- Bachelor’s Degree required.
- Minimum of 7 years of consulting experience and/or brokerage experience in the broad-based benefits insurance industry and/or the Global Benefits space.
- Strong client-facing and prospecting skills; ability to articulate and negotiate pricing matters.
- SME in Global Benefits and articulate why Lockton Global can help to add value to Clients.
- Strong project management skills.
- Strong knowledge of Microsoft Office Suite.
- Strong verbal, written, and interpersonal communication skills required.
- Strong executive presence.
- Strong analytical mindset.
- Ability to identify and implement various initiatives.
- Ability to learn and be proficient with Salesforce.
- Ability to travel by automobile and aircraft.
- Legally able to work in the United States.
Equal Opportunity Statement
Lockton Companies is proud to provide everyone an equal opportunity to grow and advance. We are committed to an inclusive culture and environment where our people, clients and communities are treated with respect and dignity.
About Lockton
Lockton is the largest privately held independent insurance brokerage in the world. Since 1966, our independence has allowed us to serve our clients, take care of our people and give back to our communities.
How We Will Support You
At Lockton, we empower you to be true to yourself in all that you do. Your success is our success, and we provide opportunities to help you grow and create a rewarding career path, however you envision it.
