Multinational Practice People Solutions Sales Director

Responsibilities

• Originate, nurture, and close multinational People Solutions opportunities that contribute substantial revenue for Lockton.
• Serve as a trusted market leader and strategic advisor to multinational employers, leveraging expertise in global employee benefits, benefits financing, governance, and workforce strategies to build executive‑level relationships.
• Demonstrate how Lockton's multinational capabilities align with clients' business realities and priorities to deliver meaningful outcomes and foster long‑term partnership opportunities.
• Advance Lockton's Multinational Practice growth by identifying new‑to‑Lockton opportunities, developing executive relationships, and leading strategic pursuits among large multinational organizations.
• Establish and execute sales strategies for targeted prospects, accelerate short‑term conversions, increase participation in multinational RFP opportunities, and maintain a sustainable pipeline of future opportunities.
• Work closely with the Multinational Sales Operations team, Client Directors, and consulting teams to lead pursuit strategy, support solution design, participate in scoping and pricing discussions, and ensure a smooth transition from prospect acquisition to delivery.
• Act as an ambassador for Lockton's multinational capabilities by promoting the firm's expertise through thought leadership, market engagement, industry events, Global Client Forum activities, and strategic marketing initiatives.
• Establish market credibility and a proven ability to originate new business, with established relationships inside large multinational organizations and a reputation as a trusted voice in the multinational employee benefits marketplace.

Requirements

• Proven success originating and closing large, complex business opportunities.
• Significant experience or deep understanding of multinational employee benefits, global benefits management, benefit financing, or related advisory services.
• 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 organizations.
• Strong commercial acumen and strategic thinking capabilities.
• Recognized market credibility and professional reputation.
• Fluency or professional proficiency in a foreign language is desirable.
• Other professional qualifications or training are advantageous.
• Highly goal‑oriented and willing to monitor progress throughout the year.
• Assertive and competitive, with a client‑centric approach.
• Curious with extensive knowledge of local, territory, or industry marketplaces and deep product knowledge.
• Ability to build and sustain relationships with a large, diverse network for business opportunities and referrals.
• Strong organizational skills and time management; treats time as a valuable resource.
• Willingness to own mistakes and share credit for successes, with an optimistic outlook.
• Effective communication to influence stakeholders and deliver results.

Technologies

• Salesforce

Benefits

• Health insurance
• Wellbeing options

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 to meet new business and revenue targets.
• Foster strategic relationships with large multinational employers and key decision‑makers.
• Develop and execute targeted business development plans that drive sustainable revenue growth and market expansion.
• Lead complex sales pursuits and large multinational opportunities across the full scope of Multinational Practice and People Solutions capabilities.
• Prioritize opportunities by revenue potential to meet annual goals across central and local services, placements, and advisory engagements.

Market Leadership & Brand Development

• Act as a visible advocate and external ambassador for Lockton's Multinational Practice, People Solutions.
• Clearly articulate the value proposition, highlighting specialized expertise, actionable insights, tailored outcomes, and globally integrated delivery.
• Promote multinational capabilities through thought leadership, industry forums, Global Client Forum activities, marketing initiatives, LinkedIn engagement, and strategic partnerships.
• Maintain external credibility within the multinational employee benefits community.
• Provide market intelligence and client insights to support ongoing proposition development and growth initiatives.

Strategic Sales Execution

• Develop and implement winning strategies for targeted opportunities aligned with client priorities and business goals.
• Partner with Business Development Operations, Consulting teams, and subject matter experts throughout the sales cycle.
• Support qualification, pursuit strategy, pipeline governance, and sales process execution.
• Maintain accurate Salesforce records to ensure tracking, forecasting, and reporting.
• Collaborate with practice leadership to drive pipeline performance, sales effectiveness, and pursuit prioritization.
• Lead or assist with responses to RFPs, RFIs, finalist presentations, and complex proposals.
• Continuously refine messaging, presentations, and strategies based on client feedback and market trends.

Client & Solution Leadership

• Engage executive stakeholders to understand business priorities, workforce strategies, challenges, and growth objectives.
• Lead strategic discussions linking employee benefits and workforce programs to governance, risk management, talent strategy, and financial sustainability.
• Participate in 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 to develop commercially viable and differentiated solutions.
• Act as an executive sponsor for strategic multinational pursuits and key prospective client relationships.
• Manage expectations regarding scope, deliverables, implementation needs, and future service opportunities.

Leadership & Collaboration

• Model client‑facing professionalism and Lockton's values, serving as a trusted advisor and ambassador for the Multinational Practice, People Solutions.
• Foster collaboration across consulting, placement, client service, multinational, and business development teams to achieve outstanding client outcomes.
• Provide market insight and subject matter expertise to support planning, proposition development, and practice strategy.
• Contribute to growth, innovation, and ongoing development of the Multinational Practice and its market proposition.
• Support a culture of accountability, teamwork, continuous improvement, and client excellence.