Head Of Sales Hong Kong & Macau

Senior Leadership Team Position In Hong Kong At Marsh

We are seeking a talented individual to join our Senior Leadership Team in Hong Kong at Marsh. This role will be based in Hong Kong. Reporting to the Chief Executive Officer, Marsh Hong Kong & Macau, and working with the market, region and other stakeholders, the principal responsibility of the Hong Kong & Macau Sales Leader is to define strategy and manage resources for the achievement of country new business targets across the whole business. The Sales Leader Hong Kong & Macau will lead the company sales process through identification, engagement and closing contracts with target prospect opportunities, as well as engaging on an individual level with prospective clients, assisting in financial reporting, and management of the incentive programme.

With a tenacious ability to drive results by being creative and innovative in all they do, combined with exemplary team working and rigorous attention to detail, the Sales Leader Hong Kong & Macau will deliver positive outcomes for both Marsh and prospective clients.

Position Scope

We will count on you to:

• Deliver the country's budgeted new business target and lead and manage the new business sales cycle, including effective management and development of a new business pipeline through to securing new account wins, supported at all levels by MPower (proprietary sales platform).
• Develop and articulate the country growth strategy and communicate this on a local and regional level and ensure resource allocation to support the delivery of the same.
• Partner with various local divisional teams, regional Specialty teams, and Placement teams to utilize appropriate resources for major prospects and to support the achievement of new business and growth strategy targets.
• Build a strong understanding of our solutions portfolio, a deep understanding of the customer value proposition, and our key differentiators.
• Establish 'best practices' amongst the organisation for developing presentations and proposals by providing input regarding style, content and execution of pitches to prospects of all levels.
• Proactively manage the 'core' Business Development Team, Asia Client Services and contractors who report directly to the Sales Leader. This includes annual sales production, performance against pre-agreed goals, industry specialisation, prospecting strategy and MPower usage. Actively seek opportunities to add headcount via high-quality external talent.
• Prospect for new opportunities in collaboration with the sales team as well as identify and develop opportunities from within this territory.
• Manage the Sales Incentive Programme (SIP) across the organisation in a fair and consistent manner that promotes behaviour in line with achieving divisional and country targets.
• Proactively identify, build and manage strategic and senior level relationships, both internally and externally.
• Collaborate closely with the Asia Sales Leader in the rollout of regional sales and marketing strategies and promote regional sales resources (IMPACT, Business Intelligence Group etc.) at the local level.
• Maintain a system of accurate internal financial reporting of new business numbers.
• Work with servicing teams to produce handover plans and ensure the transition period for new clients is as painless as possible.
• Promote and evangelise the Marsh Brand.

What you need to have:

• Strong record of achievement in leading and managing the sales function to deliver on demanding sales targets.
• Minimum of 10 years' experience in a sales-related role, as well as 5+ years in a multinational company. Insurance or insurance broking industry experience is essential.
• Excellent communication and interpersonal skills.
• Clear understanding of a sales cycle and key criteria for success.
• Process oriented; able to prioritise projects and deliverables.
• Commercially credible with the ability to express value propositions and cost benefits.
• Financially savvy with the ability to clearly articulate forecasts, budgets, target et al.
• Strong negotiating and influencing skills.
• High level of confidence in dealing with C-level executives, both external and internal.
• Demonstrated ability to engage in challenging conflict management.
• Genuine interest and aspiration to high-level management.
• Self-motivated and enthusiastic combined with a positive attitude.
• Excellent communication skills in English, with a preference for Cantonese and/or Mandarin skills.

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 an 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.

Marsh, a business of Marsh McLennan (NYSE: MMC), is the world's top insurance broker and risk advisor. Marsh McLennan is a global leader in risk, strategy and people, advising clients in 130 countries across four businesses: Marsh, Guy Carpenter, Mercer and Oliver Wyman. With annual revenue of $24 billion and more than 90,000 colleagues, Marsh McLennan helps build the confidence to thrive through the power of perspective.