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Posted: Thursday, June 29, 2017 12:45 AM

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Sales Professional - 1 - Rochester, NY

Rochester, NY 14604

Identify, qualify and sell new client engagements across their Health & Wealth solution portfolio offerings, to target organizations in the 300 5,000 life market to achieve or exceed annual produced revenue goal (revenue from a sold engagement), focusing on:



Client engagements that provide:

Annuity revenue over a defined multi-year contract period

Ongoing consulting work within a specific line of business over a period of time, according to a pre-agreed goal within an agreed time period

One-time projects representing a finite revenue opportunity

Multi-year engagements and one-time projects for other Mercer lines of business (Career)



Achieve stated growth sales/growth goals by:



Building effective and collaborative relationships with the key decision-makers within the target organizations

Driving broad-based needs analysis within target organizations across the Health-Wealth-Career solution spectrum to identify potential opportunities for their solutions

Developing compelling client value propositions and business cases for their solutions

Participating in sales demonstrations of their proprietary products

Conducting a minimum number of face to face meetings with prospects

Organizing and executing a multi-faceted sales plan such as direct prospect outreach, demand generation follow-up, direct marketing campaign optimization, etc. to effectively make direct contact with prospects.

Participating in professional organizations and informal networks to develop, build and sustain a network to obtain prospects, as well as utilizing their prospect database to identify and research potential organizations

Work with Marketing & Sales leadership to organizing and execute marketing seminars and roundtables in order to identify and engage targets and build the their brand in the marketplace

Maintaining an adequate and transparent pipeline to ensure revenue targets are met

Understanding the short and long-term needs and challenges of targets and how the their Value proposition and industry best practices can solve their problems, improve their competitive position and move their business forward .



Be proficient in and a champion of their tools and processes, sales



effectiveness techniques and best practices such as Asking Effective Questions/Helping Clients Succeed, Miller Heiman Strategic and Conceptual Selling, and entering & maintaining accurate account, contact and opportunity data in their salesforce automation/CRM solution. Mentor more junior level Sales Professionals, and advise on cross-LOB sales processes as needed.



Qualifications:



Education



Bachelors degree preferred



Experience



Eight or more years of relevant sales experience and/or industry experience required.

Proven track record of consistently achieving or exceeding annual sales



Identify, qualify and sell new client engagements across their Health & Wealth solution portfolio offerings, to target organizations in the 300 5,000 life market to achieve or exceed annual produced revenue goal (revenue from a sold engagement), focusing on:



Client engagements that provide:

Annuity revenue over a defined multi-year contract period

Ongoing consulting work within a specific line of business over a period of time, according to a pre-agreed goal within an agreed time period

One-time projects representing a finite revenue opportunity

Multi-year engagements and one-time projects for other Mercer lines of business (Career)



Achieve stated growth sales/growth goals by:



Building effective and collaborative relationships with the key decision-makers within the target organizations

Driving broad-based needs analysis within target organizations across the Health-Wealth-Career solution spectrum to identify potential opportunities for their solutions

Developing compelling client value propositions and business cases for Mercer solutions
<br>Participating in sales demonstrations of Mercer proprietary products

Conducting a minimum number of face to face meetings with prospects

Organizing and executing a multi-faceted sales plan such as direct prospect outreach, demand generation follow-up, direct marketing campaign optimization, etc. to effectively make direct contact with prospects.

Participating in professional organizations and informal networks to develop, build and sustain a network to obtain prospects, as well as utilizing their prospect database to identify and research potential organizations

Work with Marketing & Sales leadership to organizing and execute marketing seminars and roundtables in order to identify and engage targets and build the their brand in the marketplace

Maintaining an adequate and transparent pipeline to ensure revenue targets are met

Understanding the short and long-term needs and challenges of targets and how the their Value proposition and industry best practices can solve their problems, improve their competitive position and move their business forward .

Required Experience, Knowledge and Skills:

1. Bachelors degree preferred

2. Eight or more years of relevant sales experience and/or industry experience required.

3. Proven track record of consistently achieving or exceeding annual sales targets selling to new accounts

4. Successful business to business sales experience (professional services preferred)

5. Successful experience selling to executive/senior level employees

6. Ability to work both independently (initiate/qualify prospects) and as a member of a team (developing proposed solutions)

7. Strong consultative sales and solution selling skills. Expert listening and needs analysis/diagnosis skills. Ability to translate client challenges/pain points into solutions and compelling value messages.

8. Extensive communications skills (written, verbal and presentation skills)

9. Very Strong organization and time management capabilities

10. Ability to learn, understand and champion their sales processes (Miller Heiman), sales campaigns, and tools (including M-Drive)

11. Demonstrate appropriate and professional conduct and appearance at all times

12. Ability to learn, understand and apply the their value proposition

13. Ability to learn and understand their business and other lines of business within the company

14. Ability to quickly learn and develop understanding of multiple industries.

15. Ability to engage in client-focused critical thinking

16. Required to obtain and maintain appropriate licenses, as required by their policies and State/local regulations

17. Present Salary?

18. Salary Expectation?

19. Must be a US Citizen or Green Card holder.

Apply Online

or contact us at bp+19816691@jobvertise.com


• Location: Rochester

• Post ID: 23963700 rochester
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