Marsh & McLennan Relationship Development Consultant in Troy, Michigan
Marsh & McLennan Agency, located in Troy, MI serves the group benefit needs of organizations headquartered in Michigan that employ between 100 and 10,000 workers. We provide innovative and individually tailored cost reduction strategies and tactics in all of the functional elements of group benefit plans.
The Relationship Development Consultant is responsible for initiating prospect contact calls and maintaining prospect relationships utilizing a marketing database for prospecting and event marketing.
Responsible for initiating and maintaining contact with HR and key business decision makers over telephone, email and in person, utilizing a marketing database for tracking prospecting and event participation. Develop and grow sales relationships with prospects using effective probing, listening and communication skills, with the ultimate goal of setting an appointment - either directly or indirectly by partnering with, introducing and/or involving an Account Director. Build relationships by inviting prospects to seminars and workshops, and soliciting participation in MMA-MI’s Annual Group Benefits Survey and results presentations. Represent MMA-MI and interact with prospects, clients and other influencers at industry events including SHRM chapter meetings, MISHRM, ASE, et al. Reinforce relationships with distribution of marketing collateral materials, newsletters, and other knowledge products. Gauge where a prospect fits on a “readiness” scale as it pertains to changing brokers. Monitor/forecast progress along this scale to help grow and retain MMA-MI business. Partner with VP of Sales, Account Directors and other team members to develop a prospect into a client, up to setting an appointment for the VP of Sales and/or Account Director to discuss MMA-MI employee group benefit capabilities, and compiling prospect profile data to help prepare for such meetings. Identify opportunities to leverage MMA-MI’s ability to address and resolve prospect needs and partner with Account Directors to follow through. Responsible for updating the database in a timely manner, reflecting call and email activity, contact information, notes from each call, names, addresses, and potential reactions or interest in MMA-MI. Actively and regularly research and add organizations and individuals to database in order to grow the MMA-MI funnel. Partner with other MMA and MMC entities to cross-promote services including property & casualty, 401k, wellbeing services, et al. Familiar with the MMA-MI’s services, client list, and corporate activities in order to keep prospects informed. Learn and gain understanding of basic employee benefits industry, trends and core concepts. Attend MMA-MI Seminar & Workshop events to greet attendees/prospects; identify opportunities to introduce to other MMA-MI team members and attendees. Actively promotes the services of MMA-MI. Deliver survey results, gifts and other appropriate information to assigned prospects, either in person, via mail, or electronically. May include setting up a Survey Results Review meeting between a prospect and Account Director. Assist Administration Team with phone coverage and similar activities as needed and as individual’s schedule allows. QualificationsKNOWLEDGE, SKILLS & ABILITIES
Bachelor’s degree in Marketing, Business Administration or equivalent preferred. Demonstrated experience in sales or marketing. Minimum 1 year experience preferred. Proficient knowledge of Microsoft Office to include Word and Excel; willing to attend training session if needed for other applications. Knowledge/basic understanding of database formatting. Familiar with Salesforce or similar tools; willing to attend training session to ensure accurate usage. Ability to use Internet, LinkedIn, social media, print publications and other tools for research and informational purposes. Ability to communicate effectively with people at all levels, whether in person, over the telephone or via email and written communications. Strong interpersonal communication and telephone skills required for successful daily interaction over the phone. Ability to think and respond quickly. Team Player. Demonstrated ability to provide quality customer service, proven history in a sales type of role. Self-starter and experience in/interest in knowledge of benefits industry (competitors, region, and end users) will be highly regarded. Ability to conceptualize and communicate employee group benefit products. Ability to multi-task and manage multiple priorities. Some in-state travel involved throughout the year. Marsh & McLennan Agency firmly believes it is the character and commitment of our people that make a difference, and we are always seeking those with ethics, talent, and ambition interested in joining our client-focused teams. If you are a committed professional with a passion for delivering excellent service, we are interested in hearing from you.
Marsh & McLennan Agency offers competitive salaries and comprehensive benefits including: medical/Rx, dental, vision, flexible spending accounts, health savings accounts, life & ad&d, short-term and long-term disability benefits, 401k, employee stock purchase program and an employee assistance program.