Sales Executive- Global Risk Management - Marsh - Chicago Job ...

As the world's leading insurance broker and risk advisor, Marsh is devoted to finding the opportunity in risk. Companies look to us to help them navigate the daunting global risk landscape, seeing risks others don't and unlocking opportunities others can't. With 25,000 employees and annual revenues approaching $5 billion Marsh serves more clients in more industries worldwide than any firm in our industry. We are looking for talented professionals to join our team.

The successful candidate will exemplify Marsh?s IGNITE Operating Principles, the behaviors that guide our conduct and growth - In Touch: Get out in front by being informed and being connected; Genuine: Be authentic with clients and each other; Nimble: Be flexible and move quickly to deliver quality results; Inclusive: Be open to diverse ideas, experiences and backgrounds; Trusted: Stand for integrity and ethical behavior; and Engaged: Actively participate in making Marsh extraordinary.

We are seeking a Sales Executive in our Global Risk Management department.

General Summary

Primarily responsible for the personal initiation of significant prospect sales opportunities and facilitating other colleagues in their efforts to initiate and close both new and expanded sales opportunities. Plays a leadership and mentoring role in the Sales Practice; may have management responsibility of a small team of Sales Professionals.

Essential Functions

Client:

• Cultivates C-level relationships in Fortune 1000-size prospect organizations across the zone (or nationally in the case of National Producer Group members) for purposes of introducing Marsh and MMC capabilities and solutions.
• Assesses complex risk issues in large account situations, and oversees the process of development and presentation of solutions that address these identified issues. Works in a team effort with Client Executives and Risk Practice professionals at all times in this process.
• Leverages relationships and/or skills to facilitate other colleagues in their efforts to initiate and close new and expanded business opportunities.
• Partners across the firm to utilize all applicable resources to facilitate the development of creative options and sales strategies.
• Builds credibility at an expert level in the applicable industry (e.g., leadership positions in key industry associations in the zone and nationally, publication in trade journals). Is recognized as an expert in their designated industry segment(s), within the Zone and/or nationally.
• Takes a leadership role in perpetuating Marsh?s professional image in the assigned territory, including organizing and driving public relations, sponsorships, and corporate citizenship.
• Transitions new accounts to the client team seamlessly, while remaining connected to clients over time for purposes of generating active referrals.
• May be assigned as Senior Relationship Officer (SRO) on certain accounts.

Financial:

• Creates and manages an individual annual sales plan that includes financial oals, specific prospects, and sales strategies.
• May lead or participate in growth-related initiatives and projects.

Colleague Capability:

• Attends regularly and actively participates in scheduled sales and growth meetings, seminars and events.
• May participate in the recruitment, coaching, mentoring, training and development, motivating, and evaluation of Sales Professionals. May have direct responsibility for managing a team.

Process:

• Confers with the appropriate Pricing of Services (POS) committees to establish appropriate pricing on targeted accounts.
• Provides timely and accurate prospect information and sales activity data required for purposes of management reporting and sales forecasting.

Scope

Sales Executive I
Allocates approximately 90% of available time to personal and joint production of new and expanded opportunities. The balance of time is allocated to client management, leadership of industry practices, mentoring and/or managing salespeople, and other responsibilities. Expected to personally initiate profitable new client revenues in excess of 1x salary in first 18 months, in excess of 2x salary in first 24 months, and in excess of 4x salary on an annual basis thereafter. In addition, after the 1st 18 months, is expected to support other colleagues in the production of opportunities that generate no less than $2M in additional profitable new and/or expanded business revenues.

Sales Executive II
Allocates approximately 75% of available time to personal and joint production of new and expanded opportunities. The balance of time is allocated to client management, leadership of industry practices, mentoring and/or managing salespeople, and other non-selling responsibilities. Expected to personally initiate profitable new client revenues in excess of 4x salary on an annual basis. In addition, is expected to support other colleagues in the production of opportunities that generate no less than $2M in additional profitable new and/or expanded business revenues.

Miscellaneous

Client Development Profile:

• INTERNAL FACING
• EXTERNAL FACING

Strategically Transforms and Optimizes:

• Aligns to and supports the business model.
• Works through unnecessary complexity and bureaucracy to improve the speed of responsiveness and deliverables to clients.
• Demonstrates commitment to "One Firm" by securing the best global solutions for clients.
• Works across geographies and practices.
  Innovates
• Is creative and stimulates institutional innovation.
• Provides client feedback on new solutions and unmet needs to facilitate the development and application of complementary solutions.
• Possesses broad knowledge of business, risk management, and issues important to clients.
• Develops specialized industry knowledge.
• Develops and maintains the skills and knowledge necessary for successful performance.

Promotes our Culture and Brand:

• Develops commitment to service excellence among client teams.
• Listens intently to colleagues, and identifies what they are passionate about.
• Takes personal responsibility for client problems and solutions.
• Appropriately uses negotiation and persuasion.
• Possesses a command of facts that will contribute to successful influence.
• Uses collaboration and constructive conflict for better client solutions.
• Seizes Growth Opportunities
• Ensures we are pursuing the right industries, clients and opportunities. Builds deep understanding of clients through research, planning and discovery.
• Positions Marsh as a strategic partner relative to the risk needs of clients.
• Builds and maintains strong working knowledge of Marsh and MMC services available to clients.
• Builds strong networks and relationships with technical experts throughout Marsh and MMC.
• Creates new ways to share and apply our institutional knowledge to client issues.

Produces Outstanding Results:

• Delivers on aggressive growth and profitability goals for client revenue
• Demands thoughtful analysis, planning and preparation for client interactions.
• Demonstrates successful problem-solving across a wide range of situations.
• Balances the interests of the client and the firm in all business situations.

Advances our Market Reputation:

• Establishes Marsh as the risk thought leader.
• Humbly, confidently, and intensely goes the extra mile for clients.
• Uses discovery to understand client issues and priorities.
• Listens intently and responds appropriately to the messages and interests behind the words.
• Writes and speaks clearly, concisely and persuasively.

Inspires and Motivates (Manages Talent):

• Understands the strategic objectives of Marsh and clients.
• Serves as a role model in leading and motivating teams in the matrix and/or virtual environments.
• Places the best talent on client teams based on industry knowledge, requisite skills and client fit.
• Facilitates teamwork by ensuring that all stakeholders have meaningful input.
• Coaches and develops team members.
• Delivers Superb Client Service & Solutions
• Leads services and solutions to enhance client satisfaction and commitment.
• Develops, maintains and expands strong, trusted client relationships with multiple decision-makers.
• Understands the environment of industries in which clients operate.
• Understands the business and risk issues of clients.
• Evaluates client needs and applies solutions that create material value.
• Translates the value of solutions into client metrics.
• Executes Flawlessly
• Seamlessly integrates and collaborates to add value and accelerate client solutions. Delivers on time.
• Offers clear direction and guidance to client teams. Takes accountability.
• Plans and manages staff, deliverables and timelines. Follows up and adjusts project plans. Uses technology to manage execution.
• Plans budgets, and monitors client revenue, profitability, and forecasting.
• Uses data and knowledge to solve problems and make decisions.
• Leads Profession
• Exemplifies the highest standards of client service.
• Is recognized by clients as a thought leader.
• Knows and uses the very best practices to solve client problems.
• Is attuned to the changing nature of the clients? industries and client needs.
• Develops self through assessment, setting goals, and looking for opportunities to grow.

FOUNDATIONAL:

• Lives the Values
• Acts with integrity above all else.
• Demonstrates a high level of consistency between words and actions.
• Accepts responsibility for the client results, whether positive or negative.
• Sets the example for MMC values and professional ethics.
• Is viewed as firm but fair.
  

Requisition #: CHI0024A

Source: http://jobs.insurancesalesweb.com/c/job.cfm?site_id=1636&jb=10830109

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