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Marsh & McLennan Companies

Global Sales Leader MMB International

Mercer Marsh Benefits (MMB) provides clients with a single source for managing the costs, people risks, and complexities of employee benefits.Mercer Marsh Benefits is a combination of Mercer, Marsh and JLT local offices round the world, plus country correspondents who have been selected based on specific criteria. Our benefits professionals, located in 135 countries and servicing clients in more than 150 countries, are deeply knowledgeable about their local markets. Through our locally established businesses, we have a unique common platform which allows us to serve clients with global consistency and locally unique solutions.With a proactive approach to client relationships, we are committed to taking the time and energy to understand our clients’ business, respond to their requests and provide them with the insights and information they need to make the right decisions.

DIMENSION & SCOPE

We are currently seeking a suitably qualified and experienced candidate for the Global Sales Leader position for the MMB organization.  The purpose of this position is to drive activity that will deliver the business in the region, within International resulting in increased revenue growth of $2.5m after 2 years.

In this role, the Global Sales Leader will be responsible for the global proposition and strategy, financial strategy, revenue generation and for creating a more efficient process globally that will generate more opportunities, in addition to specific initiatives including cross selling and training. The candidate will be responsible for the development, delivery and execution of the solutions that will differentiate Mercer Marsh Benefits across International. These solutions and propositions are not exclusive to insurance programs but may also lead to the development of value proposition for SME and other consultative solutions such as flexible benefits, wellness, big data and analytics, self-insured proposition and so on.

The position requires the candidate to understand the global market place in addition to both regional and local market client value proposition; Must have a good understanding of EH&B products and services offered across International within Mercer Marsh Benefits and across our competitors

The leader will be responsible for setting the digital health strategy and prioritizing countries in terms of client need for digital health solutions, types of solutions most appealing in country and availability of quality solutions.  The candidate will need to work closely with in country CEOs and EH&B market leaders to jointly establish the products and solutions for local market consumption as well as the strategy.

PRINCIPAL DUTIES & RESPONSIBILITIES

·         Development of EH&B Proposition Strategy

o    Oversees the development and execution of worksite based products and solutions for EH&B through strategic discussions with regional and leaders.

o    Works collaboratively with regional team members (Operations, SME) to drive efficient process and products to the markets.

o    Works jointly with Mercer colleagues on product development and distribution across the JV markets.

·         Execution of the EH&B Value Proposition (including distribution)

o    Develops a considered approach for the execution of the value proposition, including product design, and sales and marketing strategy and tracks and reviews on an ongoing basis, the success measures of the strategy.

o    Works with regional marketing and communications, together with local teams in country, to deliver the sales and marketing plan, and reviews success in terms of increased revenue.

o    Works closely with regional and local operations team in terms of delivery and efficiency in processes, in line with the operating model per region and local markets’ target operating model.

o    Has revenue responsibility and oversight in delivery of projects in line with these initiatives.

·         Drive key initiatives which will include:

o    Creation of internal infrastructure to assess vendors and network of client facing individuals in country to champion solutions and assess market needs

o    Exploration, negotiation and execution of partnership opportunities. New partnerships will require special attention to ensure success and the successful candidate will need to play a very active role in working through growing pains, sponsoring key opportunities, addressing/resolving administrative/operational/commercial needs/issues.

·         Represent Mercer Marsh Benefits externally (with large clients, conferences, venture capital firms, insurers, other key vendors), helping to build our brand as a high quality curator of digital solutions.

·         Support adjacent initiatives (e.g., establishment of health innovation infrastructure, data analytics, co-creation with clients).

OTHER FUNCTIONS & ROLES

·Collaborate with marketing leaders and support sales and marketing activities in markets

·Support top line revenue growth targets, by setting sales targets that reconcile of global and regional new revenue targets with market and individual sales goals in relation to the value proposition, and product.

·Work with Market Business Leaders’ to support development of key segments of focus by market, as appropriate.

·Support the management and recruitment of sales channel members & partners where required

·Work with team members on the ground through sales opportunities including the development of sustainable sales strategies and tactics

·Partner with Marketing to integrate marketing strategies locally and regionally in pursuit of sales goals.

·Guide the activities of the Market Business Leaders to ensure they are integrated where appropriate and the segment development activity is focused on distribution.

·Plan and execute a consistent schedule of sales meetings for those leading sales or are responsible for the delivery of the value proposition, and product/solutions.

·Coordinate with the Regional Business Leadership, Market Business Leaders and Marketing on the execution of the sales strategy.

·Represent Mercer Marsh Benefits in speaking engagements and promoting its capabilities, thought leadership and professionalism in the public forum.

QUALIFICATIONS

·         Has experience working in a global role, in a matrix reporting format.

·         Has experience in Employee Health & Benefits, and proven track record in delivering sales/revenue from the initiatives.

·         Strong understanding of Employee Health & Benefits products and solutions.

·         Strong Leadership and influence skills

·         Excellent strategic planning, business acumen and sales aptitude

·         Has an excellent communication and leadership skills while consistently driving for results.  

·         Demonstrates coaching, motivational and management skills. 

·         Demonstrates ability to influence and persuade diplomatically with Employee Health and Benefits colleagues, Mercer Marsh Benefits and across businesses.

·         Excellent abilities in prioritizing and creating an infrastructure

·         Strong understanding of digital health trends

EDUCATION

Degree (Health, Engineering, Data Science or Business) is required.  An advanced degree will be viewed as a plus.

COMPANY BACKGROUND/CULTURE

Marsh & McLennan Companies is a premier global professional services firm that dates back to 1871. They provide advice and solutions in risk, strategy and human capital. Through their market leading brands, Guy Carpenter, Mercer, and Oliver Wyman, they have colleagues in more than 100 countries. Marsh & McLennan Companies' common stock (ticker symbol: MMC) is listed on the New York, Chicago and London Stock Exchanges.

MMC

More Than 75,000 Colleagues Enabling Enterprise All Over the World: Marsh & McLennan Companies is a professional services firm like no other — a global network of more than 75,000 experts in risk, strategy, and people, united by an unusually collaborative culture that transcends business units and borders. We bring the best people together to help clients discern new possibilities and pursue them with success.

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