Sales Enablement Leader

Working with MMB’s Sales Leader and wider Mercer and Marsh Commercial leadership across the Continental Europe region’s 32 countries, the Sales Enablement Leader is responsible to drive and support the following and can be based anywhere in continental Europe:

- Drive the enablement of our teams by working across the MMB, Marsh and Mercer business to ensure consistency and growth on the global strategic initiatives, including tracking of KPIs
- Support development of training and enablement programmes to drive change in our business to help local teams capitalise on MMB white space opportunities with Mercer and/or Marsh
- Provide guidance and leading on the development and adoption of tools, technology and process including but not limited to the Belief Based Engagement (BBE) approach and the 5-Step Consulting Process
- Working closely with our Marketing teams on the alignment of external marketing initiatives and narratives to our internal audience through creative engagement and enablement campaigns, including tracking of key metrics
- To develop, execute and drive engagement through change management programmes in respect of the above whilst revitalizing and driving MercerForce and MarshForce adoption to drive increased quality data, reporting accuracy and sales disciplines across MMB
- Development of Growth Insights based on sales and revenue data to support MMB Continental Europe new business objectives

**Responsibility**

Development and Implementation of Enablement Strategies
- Identify and implement required enablement strategies across the region, working closely with sales and growth teams are equipped to take our broad set of propositions to market
- Develop sales collateral to help local teams capitalise on MMB white space opportunities with Mercer and/or Marsh
- Drive multi-country sales campaigns where appropriate, leveraging key industries and BBE
- Provide guidance and lead on the development and roll out of growth plans supporting the regional strategic initiatives
- Work as part of the MMB sales and growth leadership community driving the enablement of One Enterprise growth drivers and strategies
- Work closely with key country sales and growth leaders to leverage sales and revenue insights to support the enablement of the MMB population

Supporting MMB CE Sales and Marketing plans

This will include focus on:

- Work with country MMB Sales Leaders on developing and executing on their Sales and Marketing Plans, ensuring a strong “Sales and Marketing Handshake”
- Roll out of sales effectiveness initiatives and related communications e.g. BBE, launch of new products and solutions, Lead Generation etc.
- Liaison with Business, Segment & Growth Leaders on ensuring countries are leveraging the full scope of the MMB Global Marketing Campaigns
- Champion sales culture change / pipeline management behaviors' / promote transparency / competitiveness / Marsh Force and Mercer Force adoption

Sales Training
- Establish robust sales curriculum (leveraging Marsh/Mercer approaches as appropriate) aimed at sustained behavioral change in regards to consultative sales and pipeline management
- Conducting current vs. future state analysis to identify gaps and required change interventions
- Creating reinforcement mechanisms and celebrating successes
- Ensuring key stakeholder buy in and ongoing commitment

Sales Operations
- Develop and support monthly reporting processes in relation to the enablement and growth strategy
- Support the engagement and communication of MMB pipeline and forecasting management
- Develop and track the sales capacity and effectiveness across the region

**KNOWLEDGE, SKILLS AND ABILITIES**

Education
- Degree or equivalent _(or relevant experience in a similar role)_

Experience
- 3-5 years previous experience in sales (operations) and/or growth management
- Excellent technical experience (Microsoft Office Word, Excel, PowerPoint, Access and other enablement tools)

Knowledge and skills (general and technical)
- Demonstrate potential to work well in an international and fast-paced environment, handling pressure and adapting easily to changing priorities
- Excellent communication, presentation and intercultural skills, with a strong business acumen
- Excellent project and programme management skills
- Ability to work across geographical and organizational boundaries, engaging multiple stakeholders
- Ability to interrogate big data to drive meaningful client insights.

Other requirements (licenses, certifications, specialized training)