Sales & Account Management Consultant

Company:Mercer

Description:

Mercer’s Career business helps organisations design and execute sophisticated workforce strategies, whether it’s for a multinational organisation or a local company attempting to grow within its market. We provide best-in-class consulting, rigorous analytics, and data-driven insights that help organisations make fact-based decisions.

Mercer's Reward & Talent (R&T) practice sits within the UK Career team. Reward and Talent supports clients through three core areas: strategic consulting, productised solutions and products including a range of surveys, software and tools that ensure HR professionals can provide a first class service to their organisation. In order to drive growth, we require an experienced candidate who will be able to manage and grow existing client relationships and develop new business through product sales and creating opportunities within our products and productised solutions suite of services. Our products span the globe and cross most industries, providing our clients with robust, relevant data to manage their workforce.

• Join our specialist Career Products team in a relationship management role to promote our suite of career products, such as remuneration data on salaries and benefits, global mobility products and data-driven publications.
• You will primarily be targeted on managing a portfolio of clients, managing client requests and renewing our contracted clients. There is an expectation that, through regular interactions with your client portfolio, timely renewals and forecasting will occur as well as the opportunity to expand and grow the portfolio through cross selling and collaboration with other lines of business within MMC.
• Mercer Career is at the forefront of the market within salary benchmarking and data provision.

 We will count on you to:

New business

• Mercer has over 10,000 clients across the UK. Many of these are not currently purchasing R&T products or productised solutions. We require a self-starter who will engage with these existing Mercer clients and leverage their relationship with other Mercer LOB's in order to develop new business for R&T.
• New business development may be direct to the client or may involve using Mercer client and sales managers as a sales channel.
• The expectation is that the role holder will spend the majority of their time with clients.
• Attendance at Mercer & non-Mercer events to network, win new business and develop long standing client relationships is also expected.

Increase spend from current R&T clients

• The R&T business in the UK has a number of existing membership clients. We expect this role to maintain an ongoing commercial relationship with the client with the express outcome of increasing their annual spend with Mercer, through the diversification of product/productised solution sales.

Cross Line of Business relationships

• We believe the role holder will be more successful by leveraging relationships both within and outside of the R&T/Career business. Interaction with relevant colleagues across Mercer LOB's will be key

In order to achieve this leverage, it will be imperative that the role holder develops, retains and grows an internal network across LOB's and across Mercer's UK offices

• Conduct sales presentations to other colleagues in Mercer’s offices and LOB’s.
• Develop complex and effective sales proposals and sales presentations for prospect accounts.
• Close sales deals by negotiating values and basic pricing structures to best serve both the business and client needs.
• Conduct thorough due diligence research leveraging various resources and channels of information to identify or understand prospect accounts or target sales expansion opportunities.
• Participate and shadow a Senior Sales Professional in client and prospect meetings as appropriate to gain insight as to large or complex accounts, specializations and all general aspects of the sales process.
• Maintain account relationships and work to ensure the business is viewed as a preferred vendor.
• Oversee the sales process from start to finish to ensure service quality and general transactional satisfaction.
• Belong to various professional organizations and grow a large professional network to benefit and represent the business.
• Participate in sales training events and other professional development courses.

What you need to have: 

• Proven sales ability with a track record of success.
• Excellent client relationship building and networking skills.
• This role holder is expected to develop a deep knowledge of Career R&T products and productised solutions, as well as the UK compensation & benefits industry. In doing so they are expected to manage relatively senior relationships with large Mercer clients.
• Consideration will be given to all applications from candidates with sales experience within professional/financial services or consulting.  Experience /knowledge of career products is not essential as training will be provided. 

What makes you stand out:

• Experience of selling to C Suite level / HR Director level prospects.
• Experience of selling HR consulting/Products.
• In house HR/Reward experience

Mercer, a business of Marsh McLennan (NYSE: MMC), is a global leader in helping clients realize their investment objectives, shape the future of work and enhance health and retirement outcomes for their people. Marsh McLennan is a global leader in risk, strategy and people, advising clients in 130 countries across four businesses: Marsh, Guy Carpenter, Mercer and Oliver Wyman. With annual revenue of $24 billion and more than 90,000 colleagues, Marsh McLennan helps build the confidence to thrive through the power of perspective. For more information, visit mercer.com, or follow on LinkedIn and X.Marsh McLennan 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 McLennan 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 McLennan 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.