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sales professional in Grand Rapids, MI

COMPANY

Ann Grogan & Associates, Inc.

Base Salary: At least $100,000
Total Comp: $200,000 to $220,000
Location:
Industry: Financial
Benifits: Full
Customers: All
Car Allowance: Yes
Sales Cycle: salesCycle
Travel: Only in Territory
Michigan: Grand Rapids

JOB DESCRIPTION

Mar 24, 2017

Identify, qualify and sell new client engagements across Mercer’s 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 Mercer solutions
  • Developing compelling client value propositions and business cases for Mercer solutions
  • 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 Mercer’s 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 Mercer 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 Mercer 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 Mercer 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 Mercer’s salesforce automation/CRM solution. Mentor more junior level Sales Professionals, and advise on cross-LOB sales processes as needed.

Qualifications:

Education 

  • Bachelor’s 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 targets selling to new accounts
  • Successful business to business sales experience (professional services preferred)

 Knowledge and skills 

  • Successful experience selling to executive/senior level employees
  • Ability to work both independently (initiate/qualify prospects) and as a member of a team (developing proposed solutions)
  • 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.
  • Extensive communications skills (written, verbal and presentation skills)
  • Very Strong organization and time management capabilities
  • Ability to learn, understand and champion Mercer sales processes (Miller Heiman), sales campaigns, and tools (including M-Drive)
  • Demonstrate appropriate and professional conduct and appearance at all times
  • Ability to learn, understand and apply the Mercer value proposition
  • Ability to learn and understand Mercer’s business and other lines of business within the company
  • Ability to quickly learn and develop understanding of multiple industries.
  • Ability to engage in client-focused critical thinking
  • Required to obtain and maintain appropriate licenses, as required by Mercer policies and State/local regulations