MMB Multinational Commercial Leader, APAC
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Company:
MercerDescription:
We are seeking a talented individual to lead our APAC Commercial (Sales) team at Mercer Marsh Benefits (MMB) for the MMB Multinational organization within this business. This role will be based in either Hong Kong or Singapore. This is a hybrid role that has a requirement of working at least three days a week in the office. The APAC Regional Commercial (Sales) Leader will be responsible for driving sustainable growth in the region by leading a team and delivering new business contracts to meet ambitious revenue targets. This is a “player-manager” role where you will also lead opportunities, that is, end-to-end management of the complex, multi-million-dollar sales cycle, covering all aspects of an opportunity pursuit from pre-sale through to presentation, close, contracting and hand-over to the Account Management Team. As the Regional Commercial Leader, you will be eligible for the unit-specific Sales Incentive Plan (SIP), which offers a discretionary performance-based bonus with earning potential based on your contributions and results.
You will be a key part of a dynamic, world class sales organization, driving growth in a key region with access to internal distribution channels and in-country champions to support lead generation and pursuit. You will be provided with expert, hands-on coaching and support from the team’s Global Commercial Leader with access to career development opportunities across the globe as well as the opportunity to be at the forefront of MMB’s growth, selling the business’ flagship GBM solution.
Mercer Marsh Benefits (MMB) is a world leader in workplace health and benefits. We provide SME, domestic employer and large multinational firms with broking, consulting and digital solutions to ensure they build the right benefits strategy for their business and employees. MMB Multinational is the unit of our firm that delivers solutions to the world’s largest multination companies. Global Benefits Management (GBM) is our flagship solution, supporting the world’s most admired multinational organizations to effectively manage their multi-million dollar Health and Benefits (insurance) spend.
We will count on you to:
- Build and execute a proactive sales strategy across APAC to achieve and exceed an annualized revenue target
- Inspire and lead a team of experienced sales professionals across the APAC region – partnering with them on opportunity pursuits and helping them to achieve and exceed their own annualized revenue targets
- Support with the planning and execution of marketing events – in partnership with our Marketing Team
- Coach, mentor, inspire and help engage & retain key talent
- Act as an expert territory manager/coach that trains and enables key stakeholders to generate new leads by sharing success stories, promoting a holistic approach, highlighting enhanced value proposition and using actionable data to support bids
- Identify external and internal referral sources and proactively partner with those “champions” to generate new opportunities
- Work with internal stakeholders including global and local Client Managers, Consultants, Growth Leaders CEOs and other internal business segments to identify new GBM targets
- Provide valuable input to future direction of the business, providing critical feedback from the market to continually innovate our proposition
- Lead regional and global sales opportunities, manage virtual teams of pre-sales, consultants, client managers and senior stakeholders, balancing local autonomy and the drive for region-wide programs
- Participate in relevant internal and external events and conferences that enhance the reputation and increase opportunities for MMB
- Provide market feedback to the company leadership regarding competitor offerings, prospect needs and generate product development ideas
- Manage the sales process and discipline for own opportunities, including development of core presentations, graphics and pipeline reporting, in line with GBM Commercial and Sales Team protocols, supported by an established pre-sales and Bid Management team
What you need to have:
- You will be an accomplished sales leader with solid on-the-ground experience selling in the Asia Pacific region. Experience working with senior management to create and align sales strategies and solutions.
- A minimum of ten years proven sales/business development experience and demonstrable track record in consultative sales with a proven track record of achieving and exceeding sales targets.
- Multinational sales expertise with experience navigating and negotiating complex, lengthy deal pursuits
- Mentorship and coaching experience of team members to identify areas of growth, development and improvement for team talent
- Experience working with and selling to HR / Risk & Insurance sectors. Background/knowledge within employee benefit on a regional or international basis is preferred.
- Strong gravitas and presence to influence and build collaborative relationships with senior stakeholders
- Experience working effectively in a cross-cultural/cross-time zone environment for multiple stakeholders and audiences, including with virtual high-performing teams.
- Comfortable working remotely and flexibly in a self-motivated and autonomous fashion while retaining close contact with the broader global team.
- Excellent communication and presentation skills
- Tertiary qualification in Business or Finance related discipline and/or post graduate qualifications preferred.
- Computer literacy and proficiency working with Microsoft products – as a minimum.
- Ability to travel across the region and globally
- Fluency in English. Fluency in either Cantonese or Mandarin or both is desirable.
What makes you stand out:
- Strategic Leadership. Defines, evaluates, and communicates long and medium-term objectives for defined clients. Focuses activities on the achievement of a vision or desired long-term outcome.
- Results Focused. Expertise in delivering quality and consistently strong results.
- Communication and Influence. Conveys written and verbal messages effectively to various audiences, adapting approach as appropriate. Displays sound listening and comprehensive skills.
- Innovation. Develops new and alternative approaches to existing practices, creates new or improved processes, solutions, products, and services. Maintains an openness to experiment with alternative approaches.
- Collaboration. Acts as a connector across the organization, bring colleagues together to bring the best of the enterprise to client solutions.
- Decision Making. Identifies and understands issues, problems, and opportunities. Compares data from different sources to draw conclusions. Uses effective approaches for choosing a course of action or developing appropriate solutions. Takes action that is consistent with available facts, constraints, and probable consequences.
Why join our team:
- We help you be your best through professional development opportunities, interesting work and supportive leaders.
- We foster a vibrant and inclusive culture where you can work with talented colleagues to create new solutions and have impact for colleagues, clients and communities.
- Our scale enables us to provide a range of career opportunities, as well as benefits and rewards to enhance your well-being.
