Corporate Sales Professional - Employee Benefits

Company:

Description:

Corporate Sales Professional - Health & Benefits

What can you expect?

• To actively add value to the winning of new business to support MMB in achieving its new business target for Corporate segment

• Building internal relationships across the group; embedding yourself in client facing teams to act as an ambassador of MMB and identify new cross sell opportunities

• Maintain a sales funnel based on meaningful opportunities with a target market of prospects, with the aim of winning new business from companies that have all the attributes of a profitable MMB client.

• Ownership of long term prospect relationships, understanding their industry, key client needs and business drivers to identify potential MMB solutions and differentiate our proposition

• Having broad ranging and conceptual conversations with prospects and clients collaboratively with colleagues across MMC and within MMB, to bring the whole breadth and depth of our firm to clients.

• Play an active and collaborative role within the Corporate sales team, sharing knowledge and experiences for the continued success of the team as a whole.

• Participation and/ or leadership of MMB growth initiatives such as campaigns, industry verticals, initiatives and client events

• Ownership of complex multi-service deals including RFP’s, across a broad range of clients and industries, from large global multinationals to mid-market UK employers

• We are looking for candidates based ideally in London but can be from any of our UK offices

What’s in it for you?

• Being part of a highly driven and successful sales team for the leading employee benefits broker and consultancy globally

• Exposure to leading blue chip organisations, their senior decision makers and MMC’s global client teams

• Good work/life balance, hybrid working and work flexibility

• Comprehensive benefits programs including: excellent pension contributions, private health insurance, , Group Life Assurance, Group Income Protection and a full suite of flexible benefits

• Opportunities for personal development and career progression. Continual learning and exposure to wider MMC solutions and services

• Very competitive, uncapped sales bonus plan

• Employee networks, volunteer opportunities, rotation plans and a range of other programs available for MMB employees to access

• We offer and embrace a hybrid working model that nurtures a collaborative working environment in the office 3 days per week allowing 2 days per week to be spent working on a remote basis.

​We will count on you to:

Operational

• Identify opportunities across MMB health and benefits services for example DC Pension, Risk, Healthcare, Workplace Health and technology.

• Ensure that MMB have a head start in the event of business being put out to tender by building a nurtured relationship at key buyer influence level

• Fully understand the prospect companies business and structure and ensure that the prospect client view MMB as an automatic choice by understanding fully our services and offerings and how these services can assist their business.

• Work collaboratively with other sales and consulting colleagues to ensure the client receives the best from MMB.

• Lead the bid team to convert new business opportunities into MMB revenue

• Fully qualify opportunities to assess the true nature of the opportunity and our likelihood of success

• Work with the Growth Leader, Marketing colleagues and supporting colleagues (Business Development Analyst) to identify and develop sales and marketing initiatives.

• Drive development of any local/market sales and marketing plan in conjunction with the local market leader and be seen as the pivotal supporter of the local group.

• Be instrumental in creating a sales focus and culture within any aligned local office and market.

• For those target market organisations not segmented as prospect, ensure that comprehensive marketing activity is taking place in conjunction with the Business Development Analyst.

• Ensure all sales protocols are adhered to including the bid alert, ‘go/ no go’ and ‘win/ loss debrief’.

• Adherence to the pitch protocols to include taking the lead on preparation for all pitches and ensuring that the proposal has a compelling proposition, the right style and content.

• Act as a project manager or directly support the project management of the pitch

• Where necessary coach the presentation team, with support and peer review by the Growth Leader.

• Work with the Business Development Analyst to ensure that data is captured in a timely manner and entered into Mercerforce

• Provide a service compliant with all procedures and Mercer Code of Professional Conduct and the FCA

• Participate in appropriate internal forums

• Maintain required industry and technical knowledge

• Compliance with Mercer and MMB systems

• Compliance with sales process and robust use of the sales effectiveness tools (mandatory).

Clients

• Identify top prospects within your market and develop and deliver account plans to progress prospects to wins

• Attendance at presentations where appropriate

• Build relationships with key decision makers

• Ensure all clients have compliant engagement documentation, in line with agreed process

• Achieve target for meetings with prospect clients

Financials

• Own personal sales target (financial and pipeline) for a portfolio of clients

People

• Act as role model with integrity and professionalism

• Network both internally and externally

• Maintain technical knowledge to the required standard

• Work with client consulting team to deliver a profitable seamless service

• Network with peer groups internally and externally and been seen as a high-quality ambassador for Mercer & MMB services and brand

What you need to have:

• Financial and Commercial acumen (including fee negotiation skills)

• Related business experience

• Achievement orientated

• Sales skills

• Ability to question and probe very effectively around technical areas

• Independent and self-motivated

• The ability to have conceptual discussions with client and prospects

• An enquiring mind and the ability to embrace the key themes are impacting the industry and our clients

• Exceptional communication and influencing skills at c-suite level

• Adept at building and sustaining internal and external relationships

• Working knowledge of Microsoft Office

What makes you stand out?

• Strong sales experience and commercial acumen

• Good emotional intelligence and the ability to build relationships with a range of internal and external stakeholders

• The resilience and persistence required to perform in a highly competitive market environment and a successful sales team

Mercer believes in building brighter futures by redefining the world of work, reshaping retirement and investment outcomes, and unlocking real health and well-being. Mercer’s more than 20,000 colleagues are based in 43 countries and the firm operates in over 130 countries. Mercer is a business of Marsh McLennan (NYSE: MMC), the world’s leading professional services firm in the areas of risk, strategy and people, with more than 85,000 colleagues and annual revenue of $23 billion. Through its market-leading businesses including Marsh, Guy Carpenter and Oliver Wyman, Marsh McLennan helps clients navigate an increasingly dynamic and complex environment. For more information, visit mercer.com. Follow Mercer on LinkedIn and X.

Marsh McLennan is committed to embracing a diverse, inclusive and flexible work environment. We aim to attract and retain the best people and embrace diversity of age background, civil partnership status, disability, ethnic origin, family duties, gender orientation or expression, gender reassignment, marital status, nationality, parental status, personal or social status, political affiliation, race, religion and beliefs, sex/gender, sexual orientation or expression, skin color, or any other characteristic protected by applicable law.

We are an equal opportunities employer. We are committed to providing reasonable adjustments in accordance with applicable law to any candidate with a disability to allow them to fully participate in the recruitment process. If you have a disability that may require reasonable adjustments, please contact us at [email protected]”

Marsh McLennan is committed to hybrid work, which includes the flexibility of working remotely and the collaboration, connections and professional development benefits of working together in the office. All Marsh McLennan colleagues are expected to be in their local based teams will identify at least one “anchor day” per week on which their full team will be together in person. office or working onsite with clients at least three days per week. Office-based teams will identify at least one “anchor day” per week on which their full team will be together in person.