Health and Benefits Sales Professional (Northeast Zone)

Job Title

Sales Professional

Job Description

Additional Job Locations: Atlanta, Charlotte, South Florida Ft Lauderdale/Sunrise, Chicago, Pittsburgh, Houston JOB DESCRIPTION We are seeking a talented Sales Professional to join our Health and Benefits Sales team at Mercer. This role will be based out of our New York City Mercer office. This is a hybrid role that has a requirement of working at least three days a week in the office. As a Health & Benefits Sales Professional you will leverage Mercer's expertise to develop innovative sales strategies that address critical challenges in employee benefits, healthcare, financial security, and career development for employers and their employees.

RESPONSIBILITIES:

• Executes sales goals by maintaining a large book of business of complex or high-yield accounts by conducting frequent sales presentations, calls and meetings.
• Applies highly developed market and internal service offering insights to sales cold calls to engage potential clients, generate interest and schedule meetings or presentations.
• Creates sales proposals, presentations and RFP responses which creatively and effectively address complex prospect needs and appropriately communicate the business value of internal services and offerings.
• Leads complex account processes from the identification stage to closing; leading pricing negotiations, facilitating product and expectation discussions and ultimately securing a beneficial financial outcome for the business.
• Manages research efforts and analyses on relevant markets and industries to identify potential relationship needs, target new accounts and ultimately target areas of expansion for existing accounts or the book of business at large.
• Interfaces frequently with the potential or existing account representatives and stakeholders to ensure service satisfaction and uphold promises and general expectations.
• Maintains professional account relationships with new or established account representatives to introduce and sell new products to and facilitate deeper market penetration and representation and encourage and explore cross op co sales opportunities.
• Be a member of various professional and industry or regional organizations and attends conferences and relevant events to expand and maintain a large professional network, represent the company and gain exposure and insight as to various specialties.

WHAT MAKES YOU STAND OUT: Life and Health License

Must-Have's

Client: Mercer

Candidate submission must include a detailed summary highlighting the following:

• BA/BS degree is a must have and it must be noted in the summary.
• What their Sales numbers are.
• What their production numbers are.
• What their size book of business is.
• What their market size that theyre working on.

Critical Hiring Rule:

• Work Model: Hybrid (3 days in-office, 2 remote).
• Target candidates with true mid-market experience: groups of roughly 1,0005,000 employee lives.
• Avoid job hoppers, unless they have at least one strong long tenure (e.g., 5+ years) at a major broker.
• Generally, avoid carriers and point-solution vendors unless they clearly demonstrate the right mid-market broker-style sales profile.

Must Have:

• BA/BS degree
• Minimum 8+ years relevant experience.
• Experience selling to companies in the 1,000 5,000 employee benefit space. (Focus on 1,0005,000 lives per group. "Lives" = number of employees, not dependents.)
• Experiential knowledge of the Employee Benefits or Health and Benefits consulting industry and products.

Nice to Have:

• Life and Health License.

IMP:

Please prioritize sourcing for Washington DC, NYC, and San Francisco. The focus across all three locations is on experienced Sales professionals, ideally with a background from competitors of Mercer.

For NYC and DC, we may consider strong producing consultants; however, they must be top-tier candidates due to differences in internal reporting and compensation structures.

Sourcing Guidance:

Large and regional direct competitors are also of interest, along with insurance carriers focused primarily on ancillary lines of coverage and medical, including Aetna, UHC, Cigna, The Hartford, MetLife, Unum, Guardian, Lincoln, Standard, Reliance Standard, and Principal. Additionally, target PEO companies such as ADP, TriNet, and Insperity.

Please ensure recruiters drill deeper into candidates' true hunting abilities beyond broker channel relationships. We have had several candidates reach initial interview stages with some of the companies above, but they were unable to clearly demonstrate strong business development and hunting capabilities.