Head of Sales, Singapore, Mercer Marsh Benefits

Welcome to Brighter!

Ready to be part of a company that is not only leading the market, but transforming in the most exciting way? In Singapore, we are a team of experts who believe in building brighter futures for our clients and community by redefining the world of work, reshaping retirement, and investment outcomes, and unlocking real health and wellbeing.

At Mercer, we walk the talk:

• Voted #1 HR Consulting Company globally.

• Recognized as Asset Consultant of the Year for 4 consecutive years by Asia Asset Management,

• Named Best Employee Engagement Consultancy and Best Corporate Wellness Provider by Human Resources Online.

• Great Package and Recognition Programs.

• Energetic & flexible environment surrounded by supportive colleagues.

Mercer Marsh Benefits is seeking candidates for the following position based in the Singapore office: Head of Sales, Singapore, Mercer Marsh Benefits

What can you expect?

As Head of Sales, Singapore, you will be responsible for growing the Mercer Marsh Benefits (MMB) business in Singapore. You will enable MMB to reach our growth goals through Broking, Consulting, and Technology solutions for the business-to-business segment. Key responsibilities include sales strategy, industry engagement and the management of highly motivated sales professionals. This role reports to the MMB Leader Singapore and will have direct responsibility for managing a team of around 10 sales professionals. As a senior member of the MMB Singapore team, this role is critical in enabling the success of the MMB business.

The role requires a senior Employee Benefits sales executive with strong, visible management capabilities with the ability to win new business. You will need to demonstrate commercial acumen, market knowledge, strong stakeholder management of the Singapore Employee Health & Benefit space, with a deep understanding of the sector. Performing with ethics and integrity are key aspects of our business culture.

We will count on you for:

Business Development & Sales

• Develop and execute a clear Business Development Strategy.

• Partner with Consulting, Marketing and Client Relationship teams to build go-to-market plans and to drive continuous improvement in our offerings to clients, building a strong value proposition for clients.

• Manage the sales process and exhibit strong discipline on evaluating sales opportunities.

• Provide direction, coaching and guidance to the local sales team on the execution of the sales plan, supporting them to achieve to meet or exceed their targets.

• Work closely with stakeholders and develop relationships with decision-makers to identify target clients.

• Coordinate MMB sales activities across Marsh McLennan Companies to maximize cross-selling opportunities.

• Represent Mercer Marsh Benefits in speaking engagements and promote the business’ capabilities, thought innovation and professionalism in the public forum.

Sales Strategy, Process & Team Management

• Manage sales team professionals - define clear performance metrics and expectations for sales professionals – with regularly reviews of individual and team performance.

• Manage pipeline of target prospects and establish criteria for lead qualification and ensure fair distribution to avoid conflicts and maximize efficiency.

• Oversee Sales Training and Development: Provide ongoing training and development opportunities to enhance sales skills and knowledge. Ensure that all team members have access to the necessary resources and training programs to excel in their roles.

• Engage in the sales process for key targets, attend sales pitches and be responsible for the conversion of prospects to won accounts, in collaboration with sales professionals.

• Steer strategy to enhance awareness and visibility of MMB’s thought capital through sales channel and to optimize sales and marketing activities.

• Plan and execute a consistent schedule of sales meetings for key stakeholders.

• Oversee the development and distribution of sales reports and the appropriate utilization of Opportunity and Pipeline Management tools (prospect list, funnel, dashboard, and sales activity reports)

• Ensure relevance and fit of Sales Incentive Program - ensure recognition and rewards acknowledges individual and team achievements.

What you need to have:

• Minimum of 10 years of progressive experience in directing and managing a sales team in Insurance, particularly Employee Benefits.

• Broking and Consulting expertise, specifically in employee health and benefits.

• Experience in building sales organizational capacity and capability.

• Bachelor’s level degree, ideally in Business administration, Accounting, or Finance (but not required to be in those fields).

• Skilled in managing a disciplined sales process in the Singapore market across multiple customer segments.

• Possesses a level of Commercial and Financial acumen needed to understand market dynamics and client & regulatory trends.

• Excellent business acumen and extremely strong collaboration, influencing and negotiating skills.

• Proven ability to drive results while working under tight deadlines.

• Excellent project and process management skills and ability to manage multiple priorities simultaneously.

• Demonstrated ability to build, develop and direct a team.

What makes you stand out?

• High-energy, creative, having a curious mindset.

• Value teamwork, collaboration, individual performance, and personal success; exhibit a participatory and inclusive style; performance with ethics and integrity.

• Collaborative, and capable of dealing with ambiguity.

• Strong personal presence and self-confidence, capable of working effectively with all levels of the organization

• Effective organization and supervision skills and commitment to mentoring, coaching and developing a team of direct reports.

Mercer believes in building brighter futures by redefining the world of work, reshaping retirement, and investment outcomes, and unlocking real health and well-being. Mercer’s approximately 25,000 employees are based in 43 countries and the firm operates in 130 countries. Mercer is a business of Marsh McLennan (NYSE: MMC), the world’s leading professional services firm in the areas of risk, strategy, and people, with more than 85,000 colleagues and annual revenue of over $20 billion. Through its market-leading businesses including Marsh, Guy Carpenter and Oliver Wyman, Marsh McLennan helps clients navigate an increasingly dynamic and complex environment. For more information, visit mercer.com. Follow Mercer on LinkedIn and X.