Mercer Market Sales Leader

The Market Sales Manager (MSM) is integral to the furtherance of sales activity in a local geography. The purpose of this role is to increase overall sales success by managing and supporting the sales professionals reporting to one/more offices, coaching consultants in sales pursuits, and driving execution of sales processes in a given office(s). In addition, the MSM is the local lead in identifying, developing and supporting marketing activities including seminars, roundtables, and other speaking opportunities. To fulfill this role, the Market Sales Manager will:

  • Achieve growth goal for territory through close coaching/ management of Sales Professionals (SP) toward individual sales goals and coaching Consultants in support of their growth goals
  • Drive execution of sales process, including SP meetings, Consultant Client Growth & Retention discussions, utilization of Miller Heiman techniques, daily SP and Consultant sales coaching
  • Execute weekly SP activity reviews, quarterly pipeline reviews and semi-annual Consultant CG&R monthly staff meeting progress to goal reporting
  • Report sales activity weekly to Market Sales Leader and Office Business Leader, including market trends/updates
  • Review monthly progress to goals and pipeline activity
  • Build sales culture through execution of in-office wins recognition, monthly reporting at staff meetings, active participation in consultant team meetings and client growth/development initiatives
  • Develop solid relationships with all local channels to maximize sales effectiveness; meet monthly to sustain success
  • Implement market sales strategy and lead local sales/marketing efforts in collaboration with Office Leadership; execute marketing calendar at local level
  • Monitor CRM/Pipeline data monthly for accuracy in reporting
  • Ensure active participation in identified associations, industry groups, etc in support of local branding efforts
  • Build/maintain local network for SP candidate pipeline
  • Work with Consultants to increase the sales won (stage 4) by 10% per year including 1 on 1 meetings with Consultants every 6-8 weeks to review pipeline activity

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