Zone Growth Leader, Asia

Mercer (Hong Kong) Limited

Company Industries：Insurance / Pension Funding

Job Information

Post Date：2017-11-29
Location：Not Specified
Salary：Salary provided
Employment Type：Full Time, Permanent
Job Function：Business Consultancy Business Development Sales - Sales Management

Job Description

The purpose of this position is to lead the Sales and Growth initiatives of Mercer across the South / East Asia Zone. This zone is composed of Mercer’s operations in the following countries: Singapore, Hong Kong, Taiwan, Thailand, the Philippines, Indonesia, and Malaysia. This senior position reports to the Zone CEO and will play a significant role in leading initiatives that would drive accelerated revenue growth. Working with the Country CEOs and the rest of the Zone leadership team, the Zone Growth Leader will focus on building sales capacity and capability, instilling a true sales culture across the zone, institutionalizing a proper sales cadence, implementing a discipline sales execution model, and delivering on sales objectives. The Zone Growth Leader will also provide leadership and business direction to Country Growth Leaders (in countries where such role exist).

JOB RESPONSIBILITIES

Sales Leadership and Vision

Define clear Growth and Sales strategies that are aligned with the zone and country objectives, clear on priorities and supported by a strong execution plan
Build and strengthen the zone’s and countries’ sales capacity which is focused on exceeding country sales goals through relentless execution of Retention, Expansion and Prospecting Initiatives
Work with Country and Zone growth leadership to identify and execute initiatives, partnerships, alliances, alternative distribution channels and M&A targets in line with the Growth Markets strategy.

Sales Capacity, Culture and Capability

Inspire a sales culture & growth mind-set in all parts the business. Drive ownership of a growth mind-set.
Communicate a zone-wide clear and compelling view and a path for building the required sales capability
Collaborate with GBS to assess product, service and solutions gaps in each country and define market-entry growth plans to support future growth
Set sales management best practices across the zone
Elevate the value and visibility of the Sales function and process
Collaborate/consult effectively with zone leadership to identify barriers and enablers to country sales culture
Ensure alignment across stakeholder groups to achieve desired commercial and organizational outcomes
Champion the introduction of new regional initiatives, products and capabilities into the country

Sales Execution

Exceed Sales Targets
Ensure CRM (MercerForce) adoption and effective utilization. Bring client relationship management thought leadership and best practices to zone leaders.
Optimize the use of Mercer Business Intelligence tools (MF and other dashboards) in aligning the zone’s priorities to important measurement metrics
Improve process to execute on Renewal , Expansion and Prospecting initiatives of the zone
Keep a pulse on Mercer performance in terms of closing client opportunities and win rates against competitors and advises Zone/Country Leadership Teams on how to increase close and win-rates
Identified and executes effective strategies to motivate and incentivize sales and revenue recognition thru local contests and recognition
Identifies and ensures delivery of effective sales training for the zone

Organizational Development

Establish the zonal Sales Community and ensure effective communications
Own the zone’s “sales profession’ and champion the “Sales Career” progression of the best sales talent
Continuously seek internal and external sales talent to build a best-in-industry sales organization

JOB REQUIREMENTS

Bachelor’s level degree, ideally in Business administration, Accounting, or Finance (but not required to be in those fields); MBA degree preferred.
Minimum of 10 years of experience in leading a sales team in relevant or adjacent industries
The ideal candidate for this role has a strong track record as a quota-bearing individual sales contributor AND a demonstrable track record as a Sales Leader (has managed sales people in the past) in relevant industries – Insurance, Brokerage, Wealth Management, Consulting or Technology.
Experience in building sales organizational capacity and capability
Skilled in managing a disciplined sales process across multiple countries
Possesses a level of Commercial and Financial acumen needed to understand market dynamics, regulatory trends and portfolio management
Experience in managing large customers, partners and channels.
Must possess excellent business acumen and extremely strong collaboration, influencing and negotiating skills
Proven ability to drive results while working under tight deadlines
Excellent project and process management skills and ability to manage multiple projects/priorities simultaneously
Demonstrated ability to build, develop and lead a team
High-energy, creative, curious mindset
Value team-work, collaboration, individual performance, and personal success; exhibit a participatory and inclusive style
Collaborative, and capable of dealing with ambiguity
Strong personal presence and self-confidence, capable of working effectively with the executive team as well as down through all levels
Effective leadership skills and commitment to mentoring, coaching and developing a team of direct reports

Personal data collected will be used for recruitment purpose only.

Company Info

At Mercer, we make a difference in the lives of more than 110 million people every day by advancing their health, wealth, and careers. We’re in the business of creating more secure and rewarding futures for our clients and their employees — whether we’re designing affordable health plans, assuring income for retirement, or aligning workers with workforce needs. Using analysis and insights as catalysts for change, we anticipate and understand the individual impact of business decisions, now and in the future. We see people’s current and future needs through a lens of innovation, and our holistic view, specialized expertise, and deep analytical rigor underpin each and every idea and solution we offer. For more than 70 years, we’ve turned our insights into actions, enabling people around the globe to live, work, and retire well. At Mercer, we say we Make Tomorrow,Today.

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