Sales Executive

Company:

Description:

The Sales Executive is responsible for identifying new sales opportunities, managing sold accounts, cultivating centers of influence and participating in Sales & Marketing events to grow Marsh McLennan Agency’s (MMA) market share in the under 100 employee lives segment. This Producer will play a critical role in collaborating with the Enterprise Sales and Account Management team on the overall new business development and client retention strategies. The Producer will report to the Enterprise Sales Manager and must meet or exceed annual sales and revenue goals. The sales territory includes Western Pennsylvania.

ESSENTIAL DUTIES AND RESPONSIBILITIES include, but are not limited, to the following:

• Becoming a Strategic Resource to prospective and current clients;
• Identifying critical business issues and devising targeted solutions to solve a prospect or client’s core concerns;
• Forming partnerships between MMA and prospects and clients to strategically advance and develop mutually beneficial, long-term business strategies;
• Working at the prospect’s or client’s executive level, and being engaged in mutually strategic activities to advance each other’s businesses;
• Researching and gathering critical information about a target account or opportunity, and then developing and working with coaches to understand the potential Business Fit between MMA and target prospects and clients;
• Developing strategies for gaining access to the executive-level decision makers who are empowered to buy the value MMA offers;
• Handling and disarming gate keepers;
• Delivering high-impact business presentations to decision makers and right party contacts;
• Gaining early and continued access to the decision maker in the sales process;
• Participating in MMA’s Enterprise Producer in Training, Operation Validation, and Accelerate sales training;
• Cultivating and maintaining an effective Center of Influence network within the business community and industry;
• Partnering with the Market Client Leader, Client Service Manager, Account Manager, and validated Producers as necessary;
• Exploring cross-sell opportunities with MMA Retirement and Business Insurance teams;
• Collaborating with MMA Marketing on targeted sales campaigns;
• Co-producing opportunities in the Core and Consulting segments as they surface;
• Becoming an employee benefits subject matter expert;
• Joining regular sales meetings to review sales performance against objectives;
• Providing timely and accurate prospecting and sales data to track and monitor activity for management reporting and forecasting capabilities, such as call activity, pipeline updates and lead generation results;
• Understanding and complying with department operations and other MMA standards.

REQUIRED EDUCATION AND EXPERIENCE:

• Bachelor’s degree in Business, Marketing, Management, other related field or equivalent work experience required
• Minimum of 3 years’ experience in a professional services, solution services, and/or B2B sales environment
• Proven history of successful sales generation and retention experience
• Excellent communication skills including articulation, grammar and persuasion
• Aptitude for, or demonstrated working knowledge of sales force automation technologies and the ability to apply these technologies in the sales process
• Working knowledge in Client Relationship Management (CRM) software and the Microsoft Office Suite, including Word, Excel, PowerPoint, and Outlook.
• Experience within an employee benefits, health and welfare, or financial services industry is preferred.

KNOWLEDGE, SKILLS AND ABILITIES

• Possesses excellent and proven business skills with emphasis in organizational selling;
• Demonstrates sales aptitude, ability to build and maintain relationships, ability to coordinate others, strong business acumen, strategic reasoning, and a results focus;
• Excellent interpersonal and organizational skills, ability to handle diverse situations, multiple projects, and rapidly changing priorities;
• Excellent phone presence and effective communication skills (written, verbal, and listening);
• Strong creative problem-solving and analytical skills;
• Ability to work well independently and as a team member.
• Ability to follow through on and successfully execute tasks while adhering to specified quality standards;

WORK LOCATION

• Work is typically performed in a hybrid manner based out of our Pittsburgh, PA, office.

Who you are is who we are.

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, disability, ethnic origin, gender orientation or expression, marital status, nationality, parental status, personal or social status, political affiliation, race, religion and beliefs, sex/gender, sexual orientation or expression, skin color, veteran status (including protected veterans), or any other characteristic protected by applicable law.  If you have a need that requires accommodation, please let us know by contacting [email protected]

Marsh McLennan and its affiliates are EOE Minority/Female/Disability/Vet/Sexual Orientation/Gender Identity employers.

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