<p><b>What can you expect:</b></p><p></p><p>The role is to act as focal point for a large book of business in both the Cyber and Credit Specialties areas, bringing together the different areas of Marsh to deliver superior service and advice to the client from a technical standpoint and also growing the portfolio. Embedded within a team of colleagues and in a collaborative approach, he/she should hold the lead in the client relationship delivering expertise, project management, negotiation skills both technical and commercial and commitment to excellence.</p><p></p><p>The team is young but experienced and has a great working atmosphere. We will ensure from the outset providing the colleague with the training and coaching on and off the job to ensure success. Ultimately the colleague is running a large business, and that sense of accountability makes the role very exciting.</p><p></p><p>We will rely on you to address the following expectations:</p><p></p><p><b>I. Credit Specialties</b></p><p></p><p>Expanding the firm’s presence and revenue growth within the credit specialties market segment. Your responsibilities encompass strategic planning, prospect management and driving business growth.</p><p></p><p><i><u>Client Servicing</u></i></p><p><i>Relationship Building: </i> Maintain Clients engagement to a strategic level while delivering operational excellence through a systematic approach:</p><ul><li>Customer Journey: map key moments of Credit Specialties policy life cycle and ensure consistent delivery & Visibility of Marsh servicing output at these moments </li><li>Regular catch up with Client, advise on their Risk & Business requirements, share loss history, lessons learned, industry trends etc…</li></ul><p></p><p><i><u>Business Development</u></i></p><ul><li>Promote all Credit Specialties products actively to prospects and cross sell to existing Marsh clients.</li><li>Develop sales plans targeting specific sectors/clients, revenue goals and establish a robust sales funnel of opportunities.</li><li>Generate high qualified prospect lists with clear targets to pursue on regular basis.</li><li>Build and nurture relationships with keys stakeholder such as financial institutions, insurers, and corporate clients in close collaboration with industry & development initiative leaders.</li><li>Lead sales efforts by actively prospecting new business opportunities and presenting compelling value propositions to potential clients.</li><li>Utilize a data driven sales approach and ensuring accurate prospect data in Marshforce is maintained monthly.</li><li>Identfiy appropriate contacts and entry points into prospects, leverage existing Marsh relationships where possible.</li><li>Represent Marsh Credit Specialties locally at industry events, conferences, and forums to enhance visibility.</li><li>Implement the Belief-Based-Engagement model when entering client and prospect discussions.</li><li>Proactively cross sell Credit Specialties with other departments. Including regular catchups with leaders in related divisions.</li></ul><p></p><p><i><u>Operational & Best Practice</u></i></p><ul><li>Take leadership in quarterly revenue tracking and reporting.</li><li>Encourage regional teams to input all New and Expanded business into MPower monthly for accurate management and financial reporting locally</li><li>Provide local training, workshops as needed.</li><li>Track conference and event attendance for relevant opportunities.</li></ul><p></p><p><b>II. Cyber </b></p><p></p><p><i><u>Client Servicing</u></i></p><p></p><p><i>1) Relationship Building: </i> Maintain Clients engagement to a strategic level while delivering operational excellence through a systematic approach:</p><ul><li>Customer Journey: map key moments of Cyber policy life cycle and ensure consistent delivery & Visibility of Marsh servicing output at these moments </li><li>Regular catch up with Client C-suite , advise on their Risk & Business requirements, circulate Country/Sector Risk updates, invite to Events & Socializing </li><li>Performance: Monitoring of Key Metrics, regular workshops & training, Appeals </li></ul><p><i>2) Renewal Activity:</i> Planning & execution as per SLA, drive Consistent Analysis & Proposals on cover & commercials metrics, Action early renewals when possible + Flag accounts at risk. </p><p><i>3) Revenue Generation:</i> Deliver Retention Revenue target, minimize accounts wastage (below 10% YoY), generate & refer opportunities (Advisory , Cyber, cross sell)</p><p><i>4) Advisory:</i> Ensure clients are aware of the full breadth of Marsh’s cyber offerings including our Cyber Incident Management and Cyber Risks Consulting</p><p></p><p><i><u>Key Metrics</u></i></p><ul><li>Retention: Revenue achieved vs. Budget, % of accounts renewed</li><li>Renewal process: % of accounts renewed before expiry, Tracker accuracy.</li></ul><p></p><p><i><u>Sales Strategy (</u></i>In Collaboration with IMEA Cyber Leader)</p><ul><li>Contributes to building the KSA sales strategy, leveraging on KSA market and Cyber solutions experience, to drive sustainable double digit growth</li><li>Develop a “Go to Market”(GTM) strategy that is data led & industry based ; maintain a clear prospect/client list corresponding to this GTM and Define associated Sales KPIs ( # of Opportunities, Value, Closing Timeline, etc)</li><li>Support Market Management & Marsh Cyber Solutions Visibility with IMEA Leader & marketing team through participation to events & conferences, production of brochures, social media campaigns and other marketing assets.</li></ul><p></p><p><i><u>Key Metrics</u></i></p><ul><li>Sales strategy visibility</li><li>New business revenue</li><li>GTM articulation , Target list relevance</li><li>Events participation & Media coverage</li></ul><p></p><p><u><i>Business Development Goals</i></u></p><ul><li>Contribute to KSA new sales related activities to new & existing Cyber clients</li><li>Act as Subject matter expert & go to person for Marsh KSA for Cyber sales Cyber solutions sales efforts, product pitch, solution insights, and negotiation tactics. Collaborate with all internal and external stakeholders, secure best practices & knowledge sharing with the various teams at Marsh</li><li>Coordinate sales campaigns & GTM with all Marsh teams and wider MMC (RMP, Corporate, Tier 1, Advisory etc.) .</li><li>Collaboration with Cyber Placement team: Ensuring KSA specific client needs are met by the placement team </li></ul><p><i><u>Key Metrics</u></i></p><ul><li>Sales Performance vs Target </li><li>Marsh CE & BD team engagement / activity level</li><li>Marsh Segment leaders & Peers feedback</li></ul><p></p><p><i><u>SALES ACTIVITY MONITORING & REPORTING</u></i></p><ul><li> Maintain Accurate Sales funnel in MPower ( Opportunity value, closing date etc.)</li><li>Present Monthly / Quarterly performance forecast (weighted funnel, win rate)</li><li>Contribute to market insights by Identifying and addressing underperforming areas.</li><li>Ensures timely compliance with MPower protocols and KPI’s</li></ul><p></p><p><b>About us</b></p><p></p><p>Marsh is the world’s leading insurance broker and risk adviser. With more than 45,000 colleagues advising clients in over 130 countries, Marsh serves commercial and individual clients with data-driven risk solutions and advisory services. Marsh is a business of Marsh McLennan (NYSE: MMC), the world’s leading professional services firm in the areas of risk, strategy and people. With annual revenue of $23 billion, Marsh McLennan helps clients navigate an increasingly dynamic and complex environment through four market-leading businesses: Marsh, Guy Carpenter, Mercer, and Oliver Wyman. For more information, visit marshmclennan.com, follow us on LinkedIn and X</p><p></p><p>Marsh McLennan is committed to embracing a diverse, inclusive and flexible work environment. We aim to attract and retain the best people and embrace diversity of age, background, disability, ethnic origin, family duties, nationality, parental status, personal or social status, political affiliation, race, religion and beliefs, sex/gender, skin color, or any other characteristic protected by applicable law.</p><p></p>