Job Title Regional Sales Lead West (Wealth)

Career Level E : Business/Function Retirement

Segment : Region / Market Growth Markets/ IMETA/India

POSITION SUMMARY

The role is Sales oriented and based out of Mumbai. The purpose of this position is to lead Business Development in the western region. The person would be required to lead identifying new business opportunities and prospects for selling Mercer Wealth solutions. The job duties would include identifying new potential prospects, identify new solution opportunities and ensure closure of warm leads by making best use of social media such as LinkedIn, run email campaigns, database calling and establish contact with key stakeholders in corporate Finance and HR space.

ESSENTIAL JOB RESPONSIBILITIES

Responsibility % of time spent

1 A. Business Development :

- Achieve individual sales targets.

- Generate, track and follow up on sales leads and opportunities.

- Identify prospects and connect with right contacts/decision makers such as CFO, CHRO, Financial Controller etc.

- Special focus on Conglomerates & companies with multiple entities

- Effectively communicate the Wealth value proposition over call/meetings and understanding client requirements, following up with personal meetings

- Prepare sales proposals and client presentation decks in timely manner

- Extensive use of digital marketing/social media such as LinkedIn & regular emailer campaign promoting Mercer solutions

- Attend network events, strengthen Mercer brand positioning and identify business opportunities

- Address all incoming client requests being via email or via phone

- Engage closely with other lines of Mercer businesses and other operating companies within MMC, for cross sell opportunities

- Collect strategic information on clients company, competitors and opportunities for Mercer

- Work on client contracts along with legal and compliance team and ensure to reach consensus with client for signing off

80%

2 B. Operational Hygiene

- Prepare MIS(Weekly Report) on activities, leads generated and conversion

- Timely entry of all potential opportunities in Mercer internal system 20%

POSITION SCOPE

- Revenue generation / asset management accountability Individual revenue accountability (i.e., personal revenue goal) Yes

- Team revenue accountability (i.e., total revenue for team(s) under the position's management)

- Management responsibility (i.e., hiring, coaching, scheduling / delegating work, performance reviews) Number of direct reports None

- Project management (i.e., indirect management of project teams) Typical project team size

- Manages multiple projects? (Yes/No) No

- Percentage of time spent on project management NA

KNOWLEDGE, SKILLS AND ABILITIES :

- Education (degree / diploma) MBA (Specialization in Marketing preferred)

- Experience 8-10 years of total Sales experience, post MBA. Sales experience in Mumbai geography is must. The overall experience includes-

- 5-6 years of Corporate Sales experience

- 3-4 years of working with insurance companies/pension funds/consulting companies and selling Group Retirement products such as Group Gratuity/Superannuation products

- Prior experience of selling to CFO's, CHRO's, Financial Controller's

- Proven successful sales track record

- Knowledge and skills (general and technical) - Strong self-starter with good analytical and time-management skills.

- Excellent communication(spoken and written English) and influencing skills

- Keen to explore new ideas/solutions and unexplored territory

- Ability to go beyond comfort zone

- Good presentation skills

- Intellect and curiosity with drive to learn

- Client focused and service minded.

- Target/goal orientated

- Highly collaborative and team player

- Attention to details

- Ability to Multi-task

Other requirements (licenses, certifications, specialized training) - High Proficiency in MS Office

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