Marsh
Purpose of Role
Manage and continuously develop a team of Client Relationship Management professionals to prospect, engage and convert new and expanded opportunities driving increased revenue into the UAE business. Driving expansion on all segments of SME to Large Corporate clients reaching the annual Corporate Sales targets for the MMB Corporate Team.
Key Responsibilities
Team Management:
Develop and manage activity levels for each key segment – SME, Small Corporate, Mid Corporate & large Corporate.
Support the skills development of the team by observing, coaching and supporting in client discussions.
Ensure knowledge/ behavioural skills gaps are identified for each team member and required actions are put in place.
Support in the design and delivery of induction / ongoing skills training alongside UAE Sales Leader
Monitor and manage daily tasks for the team including prospection, meetings and pipeline activity.
Work with cross functional colleagues to ensure up to date information is received by the team.
Continuously quality check CRM data to ensure activity is logged correctly.
Manage poor performance and recognise achievements within the team according the Marsh guidelines.
Contributes to the continuous improvement of sales capability within Marsh by challenging the status quo and providing insights/ feedback on areas of strength and improvement across the business.
Pipeline Management:
Manage the level of activity within the sales pipeline to attain team sales targets.
Utilise dashboards and reporting to support in day to day management of activity.
Understand key KPIs and drivers of success/ failure on conversion utilising the opportunity to drive forward improvement in sales capability or sales process.
Provide input on development of sales materials to support geographical or industry targeted approach
Management and identification of key opportunities/ markets that will deliver required growth in corporate segment.
Ensures accurate information on opportunities is recorded to support in accurate sales forecasting for corporate segment.
Customer Management
Ability to understand various customer requirements and support team to engage the correct stakeholders within Marsh to deliver including across MMC group of companies.
Support in the response to complex requirements and development of RFP responses.
Working collaboratively with placement teams to provide the right outocmes for sales team and clients requirements on both facilities offered and bespoke requirements.
Managing all customer data and interactions via CRM system.
Competencies
Experience of people management/ coaching and development in the sales field is a must.
Thorough understanding of sales cycle and the importance of CRM data management.
Excellent communication skills
Excellent organizational skills
Attention to detail
Research, presentation, questioning and negotiation skills
Ability to plan strategically to develop a relationship at multiple levels.
Project and stakeholder management
Special Knowledge And Skills
High level of communication skills especially via phone and social media.
Understanding sales cycle
Requirements
10 15 years of experience in the insurance industry (with minimum of 5 years of experience in insurance brokerage)
UAE experience would be an asset
Strong team management skills is essential
Ability to effectively organize and manage multiple company initiatives and encourage coworkers to do the same
Ability to communicate effectively with senior management and other departments
Proficient using Microsoft Suite and Customer Management Systems
Excellent written and spoken English. Arabic is a plus
