Sales Leader

Marsh & McLennan Companies

Chicago, IL (Local candidates only)

At Mercer, we make a difference in the lives of more than 110 million people every day by advancing their health, wealth, and careers. We’re in the business of creating more secure and rewarding futures for our clients and their employees — whether we’re designing affordable health plans, assuring income for retirement or aligning workers with workforce needs. Using analysis and insights as catalysts for change, we anticipate and understand the individual impact of business decisions, now and in the future. We see people’s current and future needs through a lens of innovation, and our holistic view, specialized expertise, and deep analytical rigor underpin each and every idea and solution we offer. For more than 70 years, we’ve turned our insights into actions, enabling people around the globe to live, work, and retire well. We embrace a culture that celebrates and promotes the many backgrounds, heritages and perspectives of our colleagues and clients. At Mercer, we say we Make Tomorrow, Today.

Mercer LLC and its separately incorporated operating entities around the world are part of Marsh & McLennan Companies, a publicly held company (ticker symbol: MMC).  

 

Position Summary

Mercer is a market leader in the provision of advice and solutions to the global Defined Contribution market.

In the US market, we are a leading provider of investment consulting, plan design and record keeper benchmarking services as well as a leader in the provision of delegated (OCIO) services. Mercer has over $2.5trn in DC assets under advice and over $60bn in multi-manager DC assets under management globally. We are seeking to aggressively expand these institutional services across market segments into individually focused financial services and solutions via our financial wellness platform.

A key part of our strategy is to sell bundled 401(k) solutions This solution will facilitate access for our 401K clients and prospects to a fully out-sourced 401K solution, supported by open-architecture, highly-rated providers. Building upon our investment heritage and scale, Mercer will act as 3(16) and 3(38) Fiduciary, mitigating client’s risk and reducing costs as a result of our global scale.

We are seeking senior 401K consultants and sales professionals to bring this continuum of DC services to the market. The purpose of this position is to initiate, qualify, and close business with target organizations to meet or exceed pre-agreed upon production revenue goals within a specific target market. Reporting to the DC National Sales Leader, the Sales Professional will create external demand for DC and financial wellness opportunities and drive selling efforts with the client team at all organizational levels where the solution(s) is purchased.

 

Responsibility

FINANCIAL – SALES:  

  • Identifies and cultivates prospective clients, prepares and delivers new business presentations, and closes the sale of DC products and services.
  • Partners with local and market leadership to maximize opportunities for driving innovation and distribution opportunities.
  • Assists LOB consultants in developing opportunities and corresponding strategy; assists in the preparation and execution of proposal process
  • Proactively moves sales activity through pipeline; accurately forecasts revenue expectations; communicates sales results and progress to market and local leaders
  • Leads local business development efforts to grow revenue, including multiple lines of business – client contacts, sales proposals, presentations, conferences, speaking engagements

PEOPLE:

  • Contributor to recruiting efforts within market and nationally; helps build a diverse network of internal and external candidates
  • Demonstrate best practice business development and communication skills; mentors consultants and junior sales colleagues and leads by example in all situations
  • Builds trust and respect with Mercer colleagues within LOB, market and nationally
  • Committed involvement in the community (e. g. through BRGs, charitable organizations, industry associations and centers of influence)

PROCESS:

  • Develops territory business development strategy to include clear objectives and goals, planning for medium and long-term growth requirements and communicates to market leadership
  • Exhibits solid understanding of the DCFW scope of services, deliverables and pricing strategies; clear understanding of cross-LOB opportunities
  • Ensures consistent compliance and professional standards into all business development processes including transparency and peer review
  • Exhibits appropriate use of Mercer tools (such as MercerLink, WebTime, MercerForce, ScopeIt) and input data accurately and on time

 

Education

  • BA/BS

Experience

  • 8-10+ years’ DC industry, sales experience

Knowledge and skills

  • BA/BS degree
  • 8-10+ years or more experience with retirement plans; Defined Contribution and 401(k) plan experience essential – Experience with 403(b) – Non-Profit Organizations and 457 – Government plans an added benefit, but not required.
  • Demonstrated success in a business development role, able to set and deliver sales strategy and results; professional attitude; able to evaluate issues, objections, competition; excellent personal, consultative and communication skills, etc.
  • A high energy-level with the ability to influence and lead. Ability to work self-directed and also be a contributing team member
  • Knowledgeable about group variable annuity retirement plan products, mutual fund and investment firm retirement plan products, and Third Party administrator/recordkeeping service providers.
  • Familiarity with fiduciary issues related to the establishment, operation and maintenance of retirement plans under ERISA; legal and regulatory issues relating to compliance with IRS and DOL requirements for retirement plans.
  • Familiar with defined contribution and financial wellness trends and products, competitive and product landscape, best practices and market needs
  • Strong presentation skills; Polished, professional countenance.

 

Other requirements

  • FINRA Securities licenses: Series 6 or 7, Series 63, and Series 65 or 66 as appropriate. Life and Health licenses with variable annuity authority. If all required licenses are not held, willing to sit for examinations and licensing.
  • Clean Form U-4 with FINRA. No “Yes” answers on Form U-4.

Marsh & McLennan Companies offers competitive salaries and comprehensive benefits and programs including: health and welfare, tuition assistance, pension and 401K, employee assistance program, domestic partnership benefits, career mobility, employee network groups, volunteer opportunities, and other programs. We embrace a culture that celebrates and promotes the many backgrounds, heritages and perspectives of our colleagues and clients.