Sales Enablement Leader
Marsh McLennan
Vienna, Austria
vor 5 Tg.

Working with MMB’s Sales Leader and wider Mercer and Marsh Commercial leadership across the Continental Europe region’s 32 countries, the Sales Enablement Leader is responsible to drive and support the following and can be based anywhere in continental Europe :

Drive the enablement of our teams by working across the MMB, Marsh and Mercer business to ensure consistency and growth on the global strategic initiatives, including tracking of KPIs

Support development of training and enablement programmes to drive change in our business to help local teams capitalise on MMB white space opportunities with Mercer and / or Marsh

Provide guidance and leading on the development and adoption of tools, technology and process including but not limited to the Belief Based Engagement (BBE) approach and the 5-Step Consulting Process

Working closely with our Marketing teams on the alignment of external marketing initiatives and narratives to our internal audience through creative engagement and enablement campaigns, including tracking of key metrics

To develop, execute and drive engagement through change management programmes in respect of the above whilst revitalizing and driving MercerForce and MarshForce adoption to drive increased quality data, reporting accuracy and sales disciplines across MMB

Development of Growth Insights based on sales and revenue data to support MMB Continental Europe new business objectives

Responsibility

Development and Implementation of Enablement Strategies

Identify and implement required enablement strategies across the region, working closely with sales and growth teams are equipped to take our broad set of propositions to market

Develop sales collateral to help local teams capitalise on MMB white space opportunities with Mercer and / or Marsh

Drive multi-country sales campaigns where appropriate, leveraging key industries and BBE

Provide guidance and lead on the development and roll out of growth plans supporting the regional strategic initiatives

Work as part of the MMB sales and growth leadership community driving the enablement of One Enterprise growth drivers and strategies

Work closely with key country sales and growth leaders to leverage sales and revenue insights to support the enablement of the MMB population

Supporting MMB CE Sales and Marketing plans

This will include focus on :

Work with country MMB Sales Leaders on developing and executing on their Sales and Marketing Plans, ensuring a strong Sales and Marketing Handshake

Roll out of sales effectiveness initiatives and related communications e.g. BBE, launch of new products and solutions, Lead Generation etc.

Liaison with Business, Segment & Growth Leaders on ensuring countries are leveraging the full scope of the MMB Global Marketing Campaigns

Champion sales culture change / pipeline management behaviors' / promote transparency / competitiveness / Marsh Force and Mercer Force adoption

Sales Training

Establish robust sales curriculum (leveraging Marsh / Mercer approaches as appropriate) aimed at sustained behavioral change in regards to consultative sales and pipeline management

Conducting current vs. future state analysis to identify gaps and required change interventions

Creating reinforcement mechanisms and celebrating successes

Ensuring key stakeholder buy in and ongoing commitment

Sales Operations

Develop and support monthly reporting processes in relation to the enablement and growth strategy

Support the engagement and communication of MMB pipeline and forecasting management

Develop and track the sales capacity and effectiveness across the region

KNOWLEDGE, SKILLS AND ABILITIES

Education

Degree or equivalent (or relevant experience in a similar role)

Experience

3-5 years previous experience in sales (operations) and / or growth management

Business analysis and application development experience

Prior subject matter expertise (e.g. sales tools, sales process, CRM, client analytics)

Excellent technical experience (Microsoft Office Word, Excel, PowerPoint, Access and other enablement tools)

Knowledge and skills (general and technical)

Demonstrate potential to work well in an international and fast-paced environment, handling pressure and adapting easily to changing priorities

Excellent communication, presentation and intercultural skills, with a strong business acumen

Excellent project and programme management skills

Ability to work across geographical and organizational boundaries, engaging multiple stakeholders

Ability to interrogate big data to drive meaningful client insights.

Other requirements (licenses, certifications, specialized training)

Client Relationship Management applications / reporting tools

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