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• Work with the world’s leading companies and organizations to help them meet their most critical business challenges – Mercer counts 9 out of 10 Fortune® 100 companies among its clients
• Work for a company where diversity and inclusion are guiding principles – Mercer provides a supportive environment that encourages different approaches and different points of view. Our corporate culture respects and thrives on the individual cultures of our employees
• Work with the best and brightest individuals, colleagues who are committed to exceeding the high standards set by our clients – and by ourselves
• Work for a company that offers a vast array of learning and development opportunities
• Work for a company that conducts business with the very highest standards of integrity

• Company Name:
  Mercer
• Location:
  Washington, DC 20037
• Status:
  Full Time, Employee
• Reference ID:
  WAS000EU

The Sales Professional will assume responsibility for initiating and developing new clients that meet Mercer Health & Benefits' ideal client profile ensuring a consistent flow of new revenues to the company as stated in the annual individual sales goal.  The Sales Professional will spend at least 90% of their job initiating new business.  This position will report to the Market Sales Leader and will have the following responsibilities:

• Identifies through personal research prospects that might meet Mercers' ideal client profile.


• Effectively uses direct mail, brochures and other Mercer sales tools to make initial contact with qualified prospects.


• Set appointments and personally meets with prospects and clients, conducts in depth dialogue and develops a positive business relationship built on mutual trust.


• Engages the appropriate Consultants or Mercer resources with the assistance of the Sales Leader and Segment Leaders to offer best in front resources for each prospect.


• Partners across the firm and MMC to utilize appropriate resources for initial and ongoing prospect sales meetings and proposals.


• Partners effectively with Marsh and Mercer HR resources to maximize cross selling opportunities.


• Confers with the client service team (typically a Consultant or Senior Consultant) and office leadership regarding prospective client needs and pricing strategy.


• Meets prospects needs by offering innovative solutions, providing customer support and introducing Mercer resources as appropriate.  Presents proposals reflecting the above. 


• Supports sales efforts by adhering to department operations and providing timely and accurate prospect data in order to track and monitor activities for management reporting and sales forecasts.  This includes but not limited to prospect lists, M-drive, and sales activity reports. 


• Keeps up to date on prospects' current issues and researches new information on prospects.


• Ensures timeframes and deliverables are met in the sales process; and ensures that post-sales teams provide quality service to all assigned clients.


• Transitions new accounts to the client team seamlessly.


• Develops and maintains effective network within the business community and industry.


• Attends regularly and actively participates in scheduled office sales meetings, seminars and events.  Participates in sales training events and other professional development courses to enhance sales skills.


• Arranges and conducts regular seminars to assist in branding Mercer H&B as a thought leader in the community.


• Creates annual individual business development plan.

• Bachelor's degree or equivalent work experience.


• Minimum of three years health benefit experience required
  


• Possesses excellent and proven business skills with emphasis in organizational selling.


• Demonstrates sales aptitude, communication skills, building and maintaining relationships, coordinating others, business acumen, strategic reasoning and a results focus.


• Demonstrates proficiency in the use of company sanctioned email, word processing and spreadsheet software as well as navigation with the Internet.


• Possesses fundamental knowledge of office databases and company sanctioned sales technology tools. 


• Is appropriately licensed and has a working understanding of Mercer and MMC resources, services and solutions.