Marsh & McLennan Companies

Company:

Marsh

Description:

At Mercer Marsh Benefits (MMB) we have an exciting opportunity for a Sales Leader for Asia to drive new business growth covering 11 markets across the region. The role will be based in Singapore, Hong Kong or Shanghai.

Sales Leader, Asia, Mercer Marsh Benefits

What can you expect?

This role is responsible for the development and execution of sales strategies that achieve MMB Asia’s new business revenue growth, covering 11 markets across the region. New business revenue is defined as revenue generated from new business from new clients (“New new revenue”) or new business from expanded clients of Mercer, Marsh and other MMC Businesses (“New expanded revenue”). The successful candidate will report to the Regional Mercer Marsh Benefits Leader for Asia and will have matrix reporting responsibilities for individual market sales leaders and senior sales professionals within the Mercer Marsh Benefits business across the Asia region.

This opportunity requires a senior Employee Benefits sales executive with strong, visible and reputable stakeholder management capabilities in the marketplace with the ability to win new business, along with the commercial acumen, knowledge and experience in the Employee Health & Benefit space in Asia, a deep understanding of the sector and outstanding team and stakeholder management along with the ability to take accountability for the sales of a significant revenue line within the Mercer Marsh Benefits Asia organization. 

We will count on you to:

• Oversee the development and execution of the MMB annual sales plan for the region and for individual markets including Southeast and North Asia.
• Collaborate with Marsh McLennan’s regional sales leader in Asia, to support sales and marketing activities in all businesses.
• Support top line revenue growth targets, by setting sales targets that reconcile global and regional new revenue targets with market and individual sales goals.
• Develop and nurture a sales culture across the organization that instils the importance of profitable growth to the business.
• Work with responsible Business Leaders to support the development of key segments of focus by market, as appropriate.
• Support the management and recruitment of sales channel members & partners.
• Personally lead sales team members in the pursuit of large and/or strategically importantly new business opportunities (new and expanded).
• Coach sales team members through individual sales opportunities.
• Coach market sales leaders in the development of sustainable sales strategies and tactics for their markets of responsibilities.
• Partner with Marketing to integrate marketing strategies locally and regionally in pursuit of sales goals.
• Lead strategy to enhance awareness and visibility of MMB’s intellectual capital through sales channel and to optimize sales and marketing activity across the region.
• Guide the activities of the Market Business Leaders to ensure they are integrated where appropriate and the segment development activity is focused on distribution.
• Oversee the effective management of sales professional development by developing a sustainable program in training, recognition and evaluation of sales leaders, sales professionals, channel members & partners.
• Take leadership in developing and executing the strategy for cultivating relationships with key centers of influence for large accounts.
• Plan and execute a consistent schedule of sales meetings for those leading sales in the respective regional markets.
• Coordinate with Regional Business Leadership, Market Business Leaders and Marketing on the execution of marketing and public relations efforts. This includes, but is not limited to, surveys, sales campaigns, direct mail, client forums, seminars, press releases, information on new products/solutions, competition, markets, and trends.
• Coordinate the development and execution of performance recognition events and programs.
• Oversee the development and distribution of sales reports and the appropriate utilization of MarshForce, MercerForce, MPower and tools (prospect list, funnel, dashboard, and sales activity reports)
• Work with the Global Sales Leader, other Regional Sales Leaders & Market Sales Leaders in MMB to develop and execute regional and Market sales practice initiatives.
• Coordinate MMB activities across Marsh & McLennan businesses to maximize cross selling opportunities.
• Represent Mercer Marsh Benefits in speaking engagements and promoting its capabilities, thought leadership and professionalism in the public forum.

What you need to have:

• Experience leading sales teams & selling at Marsh or Mercer and/or a similar professional services firm business-to-business setting.
• Experience working across a variety of markets in the Asia region.
• Fluent in written and spoken English, other Asia language skills are desirable.
• Strong understanding of Mercer and Marsh & McLennan Companies resources preferred. 
• Bachelor’s degree in a relevant discipline or equivalent work experience. 
• Proven strategic planning skills, business acumen, and sales aptitude. 
• Excellent communication and leadership skills with an ability to consistently driving for results. 
• Demonstrated coaching, motivational and management skills. 
• Ability to influence and persuade diplomatically with colleagues across the segment as well as across business units. 

What makes you stand out?

• Strategic Leadership. Defines, evaluates, and communicates long and medium-term objectives for defined clients. Focuses activities on the achievement of a vision or desired long-term outcome. 
• Results Focused. Expertise in delivering quality and consistently strong results.
• Communication and Influence. Conveys written and verbal messages effectively to various audiences, adapting approach as appropriate. Displays sound listening and comprehensive skills.
• Innovation. Develops new and alternative approaches to existing practices, creates new or improved processes, solutions, products, and services. Maintains an openness to experiment with alternative approaches. 
• Collaboration. Acts as a connector across the organization, bring colleagues together to bring the best of the enterprise to client solutions.
• Decision Making. Identifies and understands issues, problems, and opportunities. Compares data from different sources to draw conclusions. Uses effective approaches for choosing a course of action or developing appropriate solutions. Takes action that is consistent with available facts, constraints, and probable consequences.

Marsh McLennan is committed to embracing a diverse, inclusive and flexible work environment. We aim to attract and retain the best people regardless of their sex/gender, marital or parental status, ethnic origin, nationality, age, background, disability, sexual orientation, gender identity or any other characteristic protected by applicable law.

About Us

Marsh McLennan

Marsh McLennan (NYSE: MMC) is the world’s leading professional services firm in the areas of risk, strategy and people. The Company’s 85,000 colleagues advise clients in 130 countries. With annual revenue of over $20 billion, Marsh McLennan helps clients navigate an increasingly dynamic and complex environment through four market-leading businesses. Marsh advises individual and commercial clients of all sizes on insurance broking and innovative risk management solutions. Guy Carpenter develops advanced risk, reinsurance and capital strategies that help clients grow profitably and pursue emerging opportunities. Mercer delivers advice and technology-driven solutions that help organizations redefine the world of work, reshape retirement and investment outcomes, and unlock health and wellbeing for a changing workforce. Oliver Wyman serves as a critical strategic, economic and brand advisor to private sector and governmental clients. For more information, visit mmc.com, follow us on LinkedIn and Twitter.