Canadian Practice Leader

2 weeks ago

Toronto, Canada WTW Full time

Lead Willis Personal Lines LLC to achieve planned revenue growth, profitability, and client retention goals.

**Duties and responsibilities**

**P&L Management**
- Meet financial targets for revenue and EBIT.
- Ensure an adequate spread between revenues and expenses.
- Control salary and benefit costs in order to execute against EBIT objectives.
- Embrace operational efficiency initiatives
- Forecast revenue accurately.

**Sales Leadership & Recruiting**
- Create and implement growth strategies for the business. Author an annual organic growth plan focused on these key growth strategies.
- Actively lead and participate in sales efforts including aggressive management of a sales pipeline for the collective team, personal and joint sales calls and prospective client presentations with team members.
- Review sales pipelines with Sales Director/Producers monthly.
- Provide continuous coaching to ensure that each business leader/producer is competently utilizing all available tools and processes.
- Meet with each direct report at least monthly to drive and measure growth and sales activity.

**Leadership**
- Promote ‘The Willis Cause” and “Willis Values” by example.
- Drive a performance culture of accountability - ensure the completion of annual appraisals, quality feedback discussions and the timely setting of business-relevant goals.
- Drive a culture of learning and recognition - ensure that each associate has an active development plan in place aligned with documented performance and behaviors. Celebrate success (individual and team) and champion individual development.
- Ensure an ethical, positive work environment which embraces diversity.****:

- Attend and actively participate in all leadership and management meetings. Cascade key company messages to Associates on a timely basis.
- Serve as the portal for the company’s global capabilities. Know each of the company’s segment/industry/product leaders and their value proposition.

**Client Retention**
- Foster a personal relationship with top client accounts representing a substantial portion of the business’ revenue. Act as Advocate Partner where appropriate.
- Implement and actively manage an early warning system for at-risk clients.
- Lead cross-selling efforts.

**Legal and Compliance**
- Ensure strict adherence to WEM and AOD compliance.
- Be knowledgeable in the legal dimensions of employment decisions and adhere to Willis Legal Department protocols.

**Education and/or Experience**
- College degree required
- Insurance designation a plus
- Minimum 10 years of experience in the financial services or insurance brokerage sector, with at least 5 years in a P&L / Sales leadership role.

**Competency inventory**

**Strategic Skills**
- Business Acumen
- Decision quality; intellectual horsepower; dealing with ambiguity
- Strategic agility

**Operating Skills**
- Priority setting; organizing; time management
- Directing others
- Informing

**Courage**
- Command skills
- Conflict management
- Hiring; sizing-up people; confronting direct reports

**Energy / Drive**
- Action-oriented
- Drive for results

**Personal / Interpersonal Skills**
- Approachability; interpersonal savvy; self-knowledge
- Customer focus
- Fairness in dealing with others; motivating others; building effective teams
- Managing with vision and purpose
- Ethics / integrity / trust
- Composure; listening

Equal Opportunity Employer

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