Employment Spot

Job Description

Identifies and pursues leads resulting from solicitation of clients by sales professionals, referrals and marketing. Manages all aspects of prospect development from pre-sale through close.  This includes developing referral sources, identifying new clients that match the Marsh client profile, and ensuring a consistent flow of new revenue for the practice. Closes sale through face-to-face presentations and other various forms of communication.  Possesses extensive product knowledge to differentiate our product from competitors and convince the client/prospect to purchase.

• Identifies and actively pursues potential new business opportunities.  
• Leads the coordination of organizational resources necessary to drive a 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.
• Generates 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 and presentations and works with the referral source partner to coordinate the delivery of these presentations to prospects.
• Transitions a qualified prospect or new client to a client executive and supports the client executive in implementation of new business deals and transitions client to account management status.
• Utilizes information sources internally and externally to gather appropriate data to properly position Marsh 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 database.
• Ensures that all regulatory requirements are met and complies with all internal policies and procedures.
• Completes outbound follow up calls and makes cold calls.
• Other duties as assigned.

Job Requirements

• Bachelor's degree strongly preferred.
• Minimum of five years experience with new business development required, ideally with some large group insurance experience.
• Proven insurance industry experience with individual and group insurance products.
• Demonstrated ability to negotiate with multiple decision makers on complex sales.
• Demonstrated track record in consistently achieving aggressive sales objectives.
• Experience in marketing products in a dual role of business-to-business as well as business to consumer preferred.
• Business development and negotiation skills with the ability to effectively originate new business, develop and leverage referral sources, and convert a cold lead into a qualified prospect.
• Ability to self-start and independently initiate new opportunities.
• 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 and clients. 
• Ability to function in a highly structured sales management environment.
• Ability to assess financial attractiveness of new leads to ensure profitability.
• Comfortable with up to 25% travel. 
• Demonstrated ability to function effectively both independently and 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. 
• 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.
• Effective written and verbal communication skills to communicate with colleagues, clients, and vendors.
• Ability to deliver highly technical information to less technical individuals.
• Proven time management skills to manage multiple priorities and deliver timely and accurate work.
• Must demonstrate strong active listening and follow-up skills.
• Strong computer skills and the ability to navigate through multiple systems without assistance.
• Proficient in Microsoft Office.
• Current License in Property & Casualty is required for this role, or ability to obtain within first 30 days of employment.