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Job Summary:
The Sales Director for the Multinational Practice within People Solutions is responsible for originating, developing, and securing multinational People Solutions opportunities that drive significant revenue growth for Lockton. Serving as a trusted market leader and strategic advisor to multinational employers, this role leverages expertise in global employee benefits, benefits financing, governance, and multinational workforce strategies to build meaningful relationships with executive stakeholders. Through a deep understanding of clients' business realities, strategic priorities and challenges, the Sales Director demonstrates how Lockton's multinational capabilities can help organizations achieve meaningful outcomes while creating opportunities for long-term partnership and growth.
The role is accountable for advancing Lockton's Multinational Practice growth agenda by identifying and converting new-to-Lockton opportunities, developing executive-level relationships, and leading strategic pursuits among large multinational organizations.
This individual will establish and execute sales strategies for targeted prospects, drive short-term sales conversion, increase participation in multinational RFP opportunities, and build a sustainable pipeline of future opportunities. Working closely with the Multinational Sales Operations team, Client Directors and consulting teams, the Sales Director will lead pursuit strategy, support solution design, participate in engagement scoping and pricing discussions, and ensure a seamless transition from prospect acquisition to client delivery.
The Sales Director also serves as an ambassador for Lockton's multinational capabilities, promoting the firm's expertise through thought leadership, market engagement, industry events, Global Client Forum activities, and strategic marketing initiatives. Success in this role requires strong market credibility, a proven ability to originate new business, established relationships within large multinational organizations, and a reputation as a trusted voice in the multinational employee benefits marketplace.
Multinational Practice, People Solutions proposition:
• Global Benefits Management
- Global Benefits Management (GBM), aligned to client segmentation and delivery models
• Strategic Advisory Services
-Benefits strategy and governance
-Benefits financing and funding strategies
-Global mobility solutions
- Global M&A
- People Risk & Wellbeing strategies
- Employee Assistance Programs (EAP)
- Employee engagement and benefits communication
Business Development & Revenue Growth
• Originate, develop, and convert high-value multinational People Solutions opportunities from the external marketplace.
• Build, maintain, and actively manage a robust pipeline of qualified prospects sufficient to achieve agreed new business and revenue objectives.
• Cultivate strategic relationships with large multinational employers, and key industry decision-makers.
• Develop and execute targeted business development strategies that drive sustainable revenue growth and market expansion.
• Lead complex sales pursuits and large multinational opportunities across the full spectrum of Multinational Practice, People Solutions capabilities.
• Prioritize target opportunities, defined by revenue, to meet annual revenue goals across central and local services, placements, and advisory engagements.
Market Leadership & Brand Development
• Serve as a visible advocate and market ambassador for Lockton's Multinational Practice, People Solutions.
• Articulate and champion the practice's value proposition, including specialized expertise, actionable insights, tailored client outcomes, and globally integrated delivery.
• Promote Lockton's multinational capabilities through thought leadership, industry forums, Global Client Forum activities, marketing initiatives, LinkedIn engagement, and strategic partnerships.
• Maintain a strong external presence and professional credibility within the multinational employee benefits community.
• Provide market intelligence and client insights to support ongoing proposition development and strategic growth initiatives.
Strategic Sales Execution
• Develop and execute winning strategies for targeted opportunities, ensuring alignment with client priorities and business objectives.
• Partner with Business Development Operations, Consulting teams, and subject matter experts throughout the sales lifecycle.
• Support opportunity qualification, pursuit strategy, pipeline governance, and sales process execution.
• Maintain accurate and timely Salesforce records to ensure effective opportunity tracking, forecasting, and reporting.
• Collaborate with practice leadership to drive pipeline performance, sales effectiveness, and pursuit prioritization.
• Lead or support responses to RFPs, RFIs, finalist presentations, and complex proposal development processes.
• Continuously refine sales messaging, presentations, and pursuit strategies based on client feedback, competitive intelligence, and market trends.
Client & Solution Leadership
• Engage executive stakeholders to understand business priorities, workforce strategies, organizational challenges, and growth objectives.
• Lead strategic discussions that connect employee benefits and workforce programs to broader business outcomes, governance, risk management, talent strategies, and financial sustainability.
• Participate in the scoping and design of multinational engagements and solution strategies.
• Ensure proposed solutions align with client objectives, delivery capabilities, and commercial requirements.
• Partner with consulting and client leadership teams to develop commercially viable and differentiated solutions.
• Act as an executive sponsor for strategic multinational pursuits and key prospective client relationships.
• Manage client expectations regarding scope, deliverables, implementation requirements, and future service opportunities.
Leadership & Collaboration
• Demonstrate role-model behaviors with clients, prospects, and colleagues while exemplifying Lockton's values and culture.
• Act as a trusted advisor to clients and an ambassador for the Multinational Practice, People Solutions.
• Foster collaboration across consulting, placement, client service, multinational, and business development teams to deliver exceptional client outcomes.
• Contribute to the ongoing growth, innovation, and development of the Multinational Practice and its market proposition.
• Provide market insight and subject matter expertise to support business planning, proposition development, and practice strategy.
• Support a culture of accountability, collaboration, continuous improvement, and client excellence.
Requirements:
• Demonstrated success originating and closing large, complex business opportunities.
• Significant experience and/or strong understanding of multinational employee benefits, global benefits management, benefit financing, or related advisory services.
• Proven ability to establish credibility with senior executives in multinational organizations.
• Experience managing sophisticated sales cycles involving multiple stakeholders and geographic markets.
• Established network of senior contacts within large multinational organization
• Strong commercial acumen and strategic thinking capabilities
• Recognized market credibility and professional reputation
• Fluency or professional proficiency in a foreign language is desired.
• Any other professional qualifications or training are also an advantage.
• Highly goal-oriented and willing to monitor progress throughout the year.
• Assertive and competitive; a desire to win but always put clients' interests first.
• Curious and have amassed extensive knowledge of their local, territory and/or industry marketplaces. They have deep product knowledge.
• Can build and maintain relationships with a large, diverse group of people to whom they go for business opportunities, referrals, and information.
• Organized in both their personal and professional lives. They have a system of good habits. They treat their time like it's a precious resource.
• Quickly accept responsibility for their mistakes and graciously accept credit for their successes. They tend to be more optimistic than pessimistic.
• Communicates effectively to influence others and deliver results.
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