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Sales Professional (Defined Benefit, Defined Contribution)

Washington, District of Columbia, United States
November 15, 2016

Identifies and actively pursues potential new business opportunities.

Leads the coordination of organizational resources necessary to drive a sale to completion.

Identifies potential referral sources and develops relationships through personal contact and presentation of the practice’s resources.

Qualifies prospects based on practice’s guidelines for new business.

Identifies external and internal referral sources and partners closely with those sources.

Leads in the creation of sales proposals and presentations and works with the referral source partner to coordinate the delivery of these presentations to prospects.

Transitions a qualified prospect or new client to a client executive and supports the client executive in implementation of new business deals and transitions client to account management status.

Utilizes information sources internally and externally to gather appropriate data to properly position business to prospect.

Develops sales strategies for increasing target market sales and manages the execution of these strategies.

Generates additional revenue opportunities by introducing and leveraging other business products and services as appropriate.

Incorporates and regularly practices techniques introduced through sales training to continuously enhance skills and related performance.

Ensures that up-to-date prospective client information is maintained in the database.

Ensures that all regulatory requirements are met and complies with all internal policies and procedures.

Completes outbound follow up calls and makes cold calls.


Bachelor’s degree strongly preferred.

10+ years of sales experience with expertise in the sale of Defined Benefit (DB), Defined Contribution (DC), and/or Health & Benefits (H&B) services to large and mid-market clients

Proven insurance industry experience with individual and group insurance products.

Experience in marketing products in a dual role of business-to-business as well as business to consumer preferred.

Demonstrated ability to negotiate with multiple decision makers on complex sales.

Demonstrated track record in consistently achieving aggressive sales objectives.

Business development and negotiation skills with the ability to effectively originate new business, develop and leverage referral sources, and convert a cold lead into a qualified prospect.

Ability to self-start and independently initiate new opportunities.

Effective leadership qualities to guide a team of internal colleagues through the new business development cycle and ensure process integrity and timeliness in our response to prospects and clients.

Ability to function in a highly structured sales management environment.

Ability to assess financial attractiveness of new leads to ensure profitability.

Demonstrated ability to function effectively both independently and as a team-oriented leader in a high visibility client environment. Must be able to work independently but also lead in a highly matrixed environment.

Ability to exercise sound judgment and strong problem solving skills.

Must demonstrate professional and ethical business practices, adherence to company standards, and a commitment to personal and professional development.

Effective written and verbal communication skills to communicate with colleagues, clients, and vendors.

Ability to deliver highly technical information to less technical individuals.

Proven time management skills to manage multiple priorities and deliver timely and accurate work.

Must demonstrate strong active listening and follow-up skills.

Strong computer skills and the ability to navigate through multiple systems without assistance.

Proficient in Microsoft Office.

Appropriate license must be obtained if necessary for the position.

Core competencies include:

Communicating with Impact


Planning and Organizing

Professional/Technical Knowledge

Life, health and ltc licenses, as required in the states where marketing and solicitation occurs, within 3 months of being hired.

Marsh & McLennan Companies offers competitive salaries and comprehensive benefits and programs including: health and welfare, tuition assistance, pension and 401K, employee assistance program, domestic partnership benefits, career mobility, employee network groups, volunteer opportunities, and other programs.