Business Development Manager - National Accounts

The Role

Lead Generation:

• Research and identify potential clients within the target market segments, working closely with our Marketing and Global Sales Operations team.


• Qualify leads based on predefined criteria and ensure they meet the company's ideal customer profile.


• Identifies and cultivates a robust pipeline of new business opportunities through proactive outreach, referrals, and leveraging your existing network.

Outreach and Prospecting:

• Use various channels such as cold calling, email outreach, social media, and networking events to generate leads.


• Initiate contact with leads through personalized outreach campaigns.


• Engage with prospects to understand their needs, challenges, and pain points related to compensation management.


• Effectively communicate the value proposition of WTW's compensation surveys and software solutions.


• Aligns closely with marketing and product leaders time effective outreach and delight potential prospects with insights.


• Manage sales campaigns and other outreach initiatives, creating effective outreach messaging that effectively addresses prospect needs and appropriately communicates our value proposition.

New Client Acquisition:

• Qualifies prospects based on business criteria and develops and articulates an understanding of the prospect’s unique compensation data needs.


• Conducts sales calls with prospective clients and positions the unique value proposition of our offerings, providing proof points and product demonstrations as needed.


• Brings in colleagues as needed when adjacent opportunities such as software, consulting or global data agreements are uncovered.


• Create, negotiate, and execute sales proposals across our full suite of products.


• Ensures a smooth handover to Client Care for client onboarding and account management.

Pipeline Management:

• Maintain accurate and up-to-date records of all lead generation activities in the CRM system.


• Track progress of leads through the sales funnel and provide regular updates to the sales team.


• Identify opportunities for process improvement and optimization of lead generation efforts

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Market Research:

• Stay informed about industry trends, market developments, and competitor activities related to compensation surveys and software.


• Provide feedback to the sales and marketing teams based on insights gathered from prospect interactions.


• Identifying and evaluating emerging client or market needs.

Key Metrics

• Lead generation and qualification


• Pipeline development 


• New Business Originated

Top Competencies Required

• Persistence and Resilience


• Goal Orientation


• Excellent written and verbal communication


• Active Listening


• Relationship Building 


• Growth Mindset