International Affinity, Chief Commercial Officer (CCO)

Company:Marsh

Description:

International Affinity Chief Commercial Officer (CCO)

Job Description
Role Purpose

The International Affinity CCO is accountable for accelerating profitable growth across the International Affinity portfolio by continuously learning from partner feedback and market signals to build deep strategic alignment with priority partners, translating partner needs into actionable commercial plans, and mobilizing cross-business teams to improve conversion, retention, geographic expansion, and new product launches. This role drives a data-informed, customer-centric commercial agenda and establishes clear value propositions for strategic segments.

Key Responsibilities
Partner Strategy and Insight

·         Develop a strategic understanding of each priority partner's goals, priorities, and success metrics, and translate these into clear commercial objectives and partner plans.

·         Establish an executive-level view of partner opportunities and risks, including market dynamics and emerging digital/insurtech trends that may shape affinity propositions.

·         Test and validate emerging partnership models and digital/insurtech propositions with priority partners, capturing learnings to inform scaled rollouts.

Partner Planning and Performance Management

·         Lead partner planning focused on prioritizing actions that improve conversion, retention, geographic expansion, and new product launches, ensuring plans are measurable and outcome-oriented.

·         Define and monitor performance metrics and KPIs to track progress toward commercial outcomes and drive accountability across stakeholders.

Cross-Business Mobilization and Collaboration

·         Mobilize and coordinate collaboration across relevant businesses and teams (including MMB, Oliver Wyman, and Sales) to deliver integrated partner solutions and accelerate execution.

·         Ensure alignment between sales and marketing motions to improve client/partner experience and optimize the handoff from demand generation to conversion.

·         Foster a culture of cross-functional learning by capturing best practices, partnership wins, and market learnings across geographies and teams, and scaling successful approaches.

Pipeline Development and International Growth

·         Proactively develop and test a pipeline of cross-country and international opportunities, identifying scalable plays and repeatable partnership models.

·         Drive geographic expansion strategies by prioritizing markets and activation plans that align to partner priorities and commercial return.

Value Proposition and Segment Strategy

·         Define clear value propositions for strategic segments, using customer/partner insights and data-driven approaches to differentiate MMC's offering and improve commercial performance.

·         Champion governance and quality of commercial information used for decision-making (e.g., customer data, performance reporting), supporting the organization's ability to operate with a consistent 'single view' of partners and opportunities.

Capabilities and Leadership Attributes

·         What 'good' looks like:

·         Customer-centric mindset and strong relationship-building with senior partner stakeholders.

·         Commercial depth and financial acumen (ability to evaluate investment trade-offs and ROI).

·         Strategic vision paired with pragmatic execution; ability to act as a catalyst for change across countries and teams.

·         Strong executive communications; able to align stakeholders around priorities and decisions.

·         Data-informed approach to driving conversion/retention improvements, including establishing and using KPIs and performance dashboards.

·         Growth mindset and intellectual curiosity: Demonstrates openness to new ideas, comfort with ambiguity, and willingness to challenge assumptions. Learns from setbacks and treats obstacles as opportunities to innovate and improve.

·         Adaptability and resilience: Thrives in a dynamic, fast-changing international environment. Pivots strategies based on market feedback and performance data without losing sight of long-term vision.

·         Coaching and development orientation: Invests in developing teams' capabilities by sharing learnings, creating psychological safety for experimentation, and modelling a learning mindset.

Success Measures

·         Examples:

·         Improved conversion and retention outcomes in priority partners/markets.

·         Increased number and value of cross-country opportunities progressed through the pipeline.

·         Successful launches of new products and expansions into new geographies aligned to partner strategies.

·         Strong cross-business engagement evidenced by joint plans, coordinated execution, and measurable partner outcomes.

·         Demonstrated learning velocity: Rapid iteration on partnership models, with documented improvements in approach based on feedback and performance data. Evidence of scaling what works and phasing out what doesn't.

·         Cross-functional capability building: Measurable improvement in team capability and decision-making quality through knowledge sharing and collaborative problem-solving.

Marsh (NYSE: MRSH) is a global leader in risk, reinsurance and capital, people and investments, and management consulting, advising clients in 130 countries. With annual revenue of over $27 billion and more than 95,000 colleagues, Marsh helps build the confidence to thrive through the power of perspective. For more information, visit marsh.com, or follow us on LinkedIn and X.

Marsh is committed to embracing a diverse, inclusive and flexible work environment. We aim to attract and retain the best people and embrace diversity of age background, civil partnership status, disability, ethnic origin, family duties, gender orientation or expression, gender reassignment, marital status, nationality, parental status, personal or social status, political affiliation, race, religion and beliefs, sex/gender, sexual orientation or expression, skin color, or any other characteristic protected by applicable law. We are an equal opportunities employer. We are committed to providing reasonable adjustments in accordance with applicable law to any candidate with a disability to allow them to fully participate in the recruitment process. If you have a disability that may require reasonable adjustments, please contact us at [email protected].

Marsh is committed to hybrid work, which includes the flexibility of working remotely and the collaboration, connections and professional development benefits of working together in the office. All Marsh colleagues are expected to be in their local office or working onsite with clients at least three days per week. Office-based teams will identify at least one “anchor day” per week on which their full team will be together in person.