Job Information
Milliman, Inc Director of Sales, CRM Strategy, & Operations in Seattle, Washington
Description The Life Technology Solutions (LTS) practice is both a product business and a professional services/consulting business. Integrate is a cloud-based, licensed product that represents a paradigm shift in the delivery of actuarial software, technology, and solutions for the life insurance industry. Integrate offers operational and professional services support for building and utilizing actuarial models. The Role The Director of Sales, CRM Strategy, & Operations at Life Technology Solutions (LTS) is responsible for supporting profitability and growth through strategic packaging of software and services, driving new business and client relationships, and managing the execution of CRM strategies. This role involves managing a team of direct reports and growing the sales and marketing staff, providing high-level support to the global team, and developing third-party relationships to enhance LTS' capabilities and resources. Your Responsibilities: Support profitability and growth through strategic packaging of software and related services by: Building internal consensus on target market(s) and market segmentation. Establishing appropriate levels of product 'tiers' and/or packages based on value creation, and map prices accordingly. Developing a rhythm of continuously assessing our packaging and pricing strategy against external and internal changes and adjusting as appropriate. Drive new business and client relationships by: Managing specific client relationships and driving measurable outcomes including: retention, client satisfaction, and revenue growth, with an immediate focus with The Phoenix Group. Supporting the formulation and execution of the LTS sales strategy by identifying, developing and closing new sales opportunities. Partnering with relevant Milliman offices to develop and drive a sales strategy for international markets. Planning and executing communication of the strategy in a way that is simple and resonates across a variety of stakeholders both internally and externally. Driving the execution and follow-through of the LTS sales and CRM strategy by partnering with the relevant internal business areas and ensuring internal capabilities, activity, tools, incentives, and communication are consistent with the LTS sales strategy. Establishing a program to continuously assess and adjust strategy and execution relative to changes in the external environment, including target market, competition, industry trends, client personas, technology and client needs/wants. Exploring and developing third party relationships as needed to round out gaps in LTS capabilities and resources. People management: Providing immediate and high-level support to the UK team with an objective of identifying and developing the long-term leader of the team. Managing and growing sales and marketing staff. Job Knowledge, Experience Skills Job Knowledge and Experience Required: An undergraduate degree in business management, actuarial science, or a similar program of study relevant to our business. A Masters degree, specifically an MBA, is preferred. A background in the insurance industry with a focus on actuarial and risk management. 15+ years of experience in a professional services role, with responsibility for business development and execution of business development strategy. Experience managing a team of professional staff and successfully leading professional development, performance feedback, and review discussions. Other Desired Skills: Expertise in building and maintaining relationships at all levels of seniority with the ability to collaborate with and influence key stakeholders. Ability to build relationships with clients, negotiate scope of work and deadlines, and ensure a high degree of client satisfaction. Sharp critical thinking skills, sound judgment, and