Position Summary

Responsible for managing all aspects of prospect development from pre-sale through closing. This includes developing referral sources, identifying new clients that match the Marsh Consumer & Commercial client profile and ensuring a consistent flow of new revenue for the practice.

Responsibilities

Identifies and actively pursues potential new business opportunities. Leads the coordination of organizational resources necessary to

drivea sale to completion.

Develops sales strategies for increasing target market sales and manages the execution of these strategies.

Identifies potential referral sources and develops relationships through personal contact and presentation of the practice's resources.

Qualifies prospects based on practice's guidelines for new business.

Generate additional revenue opportunities by introducing and leveraging other Marsh products and services as appropriate.

Identifies external and internal referral sources and partners closely with those sources. Leads in the creation of sales proposals / presentations

and, working with the referral source partner, coordinates the delivery of these presentations to prospects.

Transitions a qualified prospect/new client to an Account Executive. As appropriate, supports the Account Executive in implementation those

new business deals and transitioning client to account management status.

Utilizes information sources internally and externally to gather appropriate data to properly position Marsh C&C to prospect.

Incorporates and regularly practices techniques introduced through Sales Training to continuously enhance skills and related performance.

Ensures that up-to-date prospective client information is maintained in the pipeline report.

Ensures that all regulatory requirements are met and complies with all internal policies and procedures.

Other duties as assigned.

Experience

A minimum of five years of demonstrated experience with new business development, ideally with some large group insurance experience/exposure.

Proven insurance industry experience with individual and group insurance products, preferably within the Life & Health and Disability arenas.

Demonstrated ability to negotiate with multiple decision makers in the executive suite on complex sales within large organizations. (5,000+ employees).

Demonstrated track record in consistently achieving aggressive sales objectives.

Preferred experience in ability to market products in a dual role of business-to-business as well as business to consumer.

Bachelor's degree strongly preferred.

Attributes

Proven business development and negotiation skills with the demonstrated ability to effectively originate their own new business, develop and leverage

referral sources, and convert a cold lead into a qualified prospect.

Proficiency in the independent initiation of new opportunities. Strongself-starter.

Effective leadership qualities to guide a team of internal colleagues through the new business development cycle and ensure process integrity and

timeliness in our response to prospects/ clients.

Ability to function in a highly structured sales management environment

Ability to assess financial attractiveness of new leads to ensure profitability.

Demonstrated ability to function effectively as a team-oriented leader in a high visibility client environment. Must be able to work independently but

also lead in a highly matrixed environment.

Proven ability to exercise sound judgment and strong problem solving skills.

Must demonstrate professional and ethical business practices, adherence to company standards, and a commitment to personal and professional

development.

Skills

Effective written and verbal communication skills, including the ability to communicate internally as well as externally with remote locations, external

partners and clients, and vendors. Demonstrated ability to deliver highly technical information to less technical individuals.

Proven time management skills are necessary. Must demonstrate the ability to manage multiple priorities, deliver timely and accurate work products with a

customer service focus, and respond with a sense of urgency as required.

Must demonstrate strong active listening and follow-up skills.

Must be highly proficient in the use of personal computers and supporting software in a Windows based environment, including MS Office products (Word,

Excel, PowerPoint) and Lotus Notes. Should be knowledgeable in the use of intranet and internet applications.

Must have appropriate licenses for position which include obtaining Life & Health within first quarter of initial hire.