Marsh & McLennan Business Development Specialist - Sioux Falls, SD in Sioux Falls, South Dakota
The Business Development Specialist will initiate and develop prospect relationships and research potential accounts. Through phone, in-person and email interactions, the Business Development Specialist will put the “human face” on MMA, nurturing the contacts to the point at which they are determined to be ready to meet with a sales consultant. The Business Development Specialist will support multiple production staff across the region that focus on a variety of industries and service lines.
ESSENTIAL FUNCTIONS Start and maintain relationships with key decision makers and influencers
Work from a marketing funnel database of leads that have been marketed to and/or expressed interest in MMA Seek out additional leads outside the database Develop and grow sales relationships with prospects using effective probing, listening and communication skills. Invite prospects to events, share relevant content and generally position MMA as a thought leader that can help their business Represent MMA positively by attending company, industry, trade and community events as appropriate Deliver appropriate and timely MMA messages, collateral and other marketing materials Learn MMA’s sales process, differentiators across industries and services lines
Attend sales meetings and vertical industry meetings Go on sales calls and shadow a capabilities presentation Successfully go through Accelerate sales training to understand and adopt the methods used by production colleagues Work closely with marketing and sales colleagues to understand key differentiators and appropriate messaging Help ensure successful prospect hand-offs to sales team
Ensure prospect readiness to meet with sales colleague using set qualification criteria Research the company, contact and industry – POSIs will be developed for each prospect Identify key hot buttons or areas of pain or concern for the prospect Share all relevant information and insight about prospect to the sales producer Maintain connection with producer post-handoff to discuss account details, specifics and idiosyncrasies to help win the deal Maintain contact with the prospect as needed and agreed to by sales producer/manager Identify which lines of MMA services are likely to be most valued, needed and ultimately sold Maintain and update data and track activities
Use Salesforce and/or marketing automation and/or other tools to track all prospect activity Update company and contact data to ensure accuracy May be required to run reports on activity and funnel performance Other duties as assigned QualificationsQUALIFICATIONS
Bachelor’s degree or equivalent work experience preferred.
Two years of inside sales or marketing experience. Demonstrated interest in pursuing sales/business development career.
Accomplished and comfortable talking with executives on the phone and in person. Comfortable using technology to support in-person interactions. Proven relationship-building skills with developing rapport quickly. Goal-driven and motivated to set others up for success. Ability to use multiple avenues to gather research about new business prospects and their key business leaders; can analyze, summarize and present research findings. Demonstrated strong ability to get things done while achieving objectives set within a sales organization. Strong project planning skills; coordinates projects; communicates changes and progress; completes projects on time and budget; manages project team activities. Ability to work independently to find resources and answers and solve problems. Will adapt and be flexible when the situation calls.
WORK ENVIRONMENT AND PHYSICAL DEMANDS:
Office environment. Significant use of computer applications and ability to communicate with peers, managers, executives, clients, partners and vendors. Limited travel may be required, consisting primarily of day trips to outstate locations. Extended work hours required on occasion.