Head of North America Commercial Risk Sales

Company: Aon Hewitt
Location: Chicago
Posted on: November 8, 2024

Job Description:

The Head of North America Commercial Risk Sales is responsible for developing and implementing the regional sales strategy, leading the sales pipeline, and providing leadership to a team of sales leaders to drive balanced revenue growth in the region. Models a "one-firm" approach at all times.This role will collaborate with regional leadership including the Chief Marketing Officer, Industry Leader, Growth Operations leadership, Head of Enterprise Client, Large Market and Middle Market segments, Regional Leadership, Solution Line leadership, Region, Regional / US-Regional / Office Leadership, Human Capital and Health Sales Leadership and Function Leaders.Major Accountabilities:

• Execute and tailor the firm's sales strategy to drive revenue growth and increase market share across the North America region.
• Monitor market trends, GDP data, leading, lagging, pipeline metrics and financial indicators including competitive landscape to identify potential business opportunities or threats and adjust sales strategies accordingly.
• Responsible for leading the team in effective and actionable sales planning, including identification of Growth Priorities, forecasting, and the achievement of regional sales goals.
• Recruit and retain a team of top industry producers and sales teams that have the confidence and respect of our clients and buying centers.
• Lead the sales team in prospecting, identifying, and closing business opportunities.
• Implement and monitor the delivery of our Aon United strategy, Client Planning Methodology, Growth Enablers and Global Standards for Commercial Risk while collaborating with the Human Capital Sales Leadership.
• Partner with region and solution line account management leaders to participate in Strategic Account Reviews, Portfolio Reviews, RFP Deal Coaching, Jeopardy, Client Planning and Articulating Value in their regions.
• Partner with Growth Enablement team to create leading and lagging financial reporting, metrics and insights to accelerate the distribution of sales and solution best practices.
• Partner with solution line leaders to develop and operationalize strategies to improve product and solution line density.
• Role model best practices in line with Delivering Aon United and develop a team of highly qualified colleagues to deploy and grow expertise across the firm.
• Maintain connectivity to key clients, be an executive client contact.
• Be considered by the distribution team as the ultimate connector for insights on the most recent sales trends.
• Possess a high Aon IQ, Solution IQ and Client Risk IQ that is relevant to the distribution team.
• Work closely with the People Organization in the design, development and administration of the US Production Incentive Program and Aon United Referral Program.
• Work collaboratively with Market Sales Leadership to mitigate production disputes.
• Facilitate regular meetings with the Top Producer Council ensuring they are producing at optimal performance levels.
• Drive sales goals for all distribution colleagues assigned a sales goal.
• Ensure onboarding program for new production hires is responsive to their needs.Skills and experience that will lead to success:
  • Minimum 15 years of Sales Leadership and Marketing experience in a related field.
  • Actively led the development and maintenance of a productive sales and marketing culture.
  • Outstanding communicator with the ability to motivate and lead colleagues.
  • Proven track record to recruit, develop, empower and retain an impactful sales team.
  • Superb collaboration skills enabling successful leadership of global new business teams.
  • Excellent negotiation skills.
  • Track record of personally initiating middle market and large complex business sales.
  • Extensive knowledge of business and client needs as well as major solution lines of business globally.
  • Strategic advisor to clients, meeting with C-level and Board members.
  • Ideally located in Chicago, New York or another very large market.Leadership Qualities:
    • Committed as one firm to our purpose.
    • United through trust as one inclusive, diverse team.
    • Passionate about making our colleagues and clients successful.
    • Commitment to Inclusion & Diversity.Regulatory Requirements:Holds all regulatory licenses, permissions and technical or other requirements applicable under local legislation.Pay Transparency Laws:The salary range for this position (intended for U.S. applicants) is $350,000 - $425,000 annually. The actual salary will vary based on applicant's education, experience, skills, and abilities, as well as internal equity and alignment with market data.This position is eligible to participate in one of Aon's annual incentive plans to receive an annual discretionary bonus in addition to base salary.A summary of all the benefits offered for that position:Aon offers a comprehensive package of benefits for full-time and regular part-time colleagues, including, but not limited to: a 401(k) savings plan with employer contributions; medical, dental and vision insurance; paid time off at the discretion of the employee; and various other types of leaves of absence.
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Keywords: Aon Hewitt, DeKalb , Head of North America Commercial Risk Sales, Sales , Chicago, Illinois