Senior Business Development Manager

Marsh; Melbourne; Hybrid; AUD 120,000 - 180,000; Full time

Job summary

Marsh in Melbourne is seeking a Senior Business Development Manager to drive new business across the Corporate/mid-market space. This role emphasizes building strong client relationships, understanding client needs, and demonstrating Marsh solutions to meet those needs in a hybrid work model.

Based in Melbourne, you will manage and develop accounts, leveraging up-sell and cross-sell opportunities, and lead the development of proposals to win business.

Qualifications

• Experience in Corporate/mid-market insurance broking and client management.
• Ability to identify client needs and craft solutions with Marsh offerings.
• Strong communication, negotiation and presentation skills.

Responsibilities

• Cultivate and qualify prospect relationships and key contacts.
• Manage a prospect pipeline and advance opportunities through the sales funnel.
• Use Marsh CRM to monitor pipeline and performance in real time.
• Research target markets and opportunities with MMC resources.
• Lead proposals and presentations to articulate risk and solution fit.
• Negotiate terms in line with Marsh model and compliance policies.
• Collaborate with Risk Management and Industry Practice leaders on strategy.

Skills

Relationship building

Negotiation

Prospect pipeline management

Industry research

CRM proficiency

Communication

Education

Tier 1 FSRA Compliance

ANZIIF Associate membership

Tools

CRM software

Job description

We are seeking a talented individual to join our Corporate team at Marsh. This role will be based in Melbourne. This is a hybrid role that has a requirement of working at least three days a week in the office.

Senior Business Development Manager

You will generate new business across Marsh by building strong and effective relationships with prospective customers in the Corporate/mid-market space. This includes developing a full understanding of our service offering, clearly identifying prospect requirements and effectively demonstrating the advantages of our solutions to meet the client’s needs. You will also manage and develop accounts, utilising up-sell and cross-sell products and services to maximise profitability.

We will count on you to:

• Cultivate and qualify prospect relationships including key contacts and financial data
• Diligently manage a prospect pipeline, maintain regular communications with all prospects and efficiently move opportunities through the sales funnel
• Full use of the Marsh Customer Relationship Management (CRM) software to manage sales funnel and provide real time overview of pipeline and performance
• Conduct target market and industry research in conjunction with the MMC Resource Centre to identify new prospects and develop industry knowledge to support and drive sales activity
• Review and update databases to identify target portfolios and identify market opportunities
• Identify continuous improvement opportunities and new ways to streamline our process and drive growth
• Leverage marketing channels as well as buying groups and association relationships
• Create and manage individual development plan that includes financial goals, specific prospects and sales strategies
• Identify and prioritise prospects in consultation with the Risk Management & Corporate State Leader and Sales and Industry Practice leaders
• Lead the development and delivery of proposals and presentations to prospects in order to articulate our understanding of specific risk issues and how our solutions and services can address specific issues
• Negotiate terms and conditions of engagement with prospects in compliance with the Marsh operating model
• Comply fully with the Company's Errors and Omissions avoidance procedures, Australian ASFL requirements and internal policies

What you need to have:

• Tier 1 FSRA Compliance and ANZIIF Associate membership or willing to obtain
• Relevant Business Development or Insurance Broking experience
• Strong business acumen including a well-rounded knowledge of general business functions including finance, management and risk
• Exceptional communication, influencing/selling, problem solving and negotiation skills
• Strong interpersonal skills and organisational skills in prioritizing work, multi-tasking and consistently meeting deadlines

What makes you stand out:

• Strong knowledge and application of broking principles, insurance products, and renewal
• Sales mindset and self-motivated
• Excellent working relationships with insurers and underwriting partner

Why join our team:

• We help you be your best through professional development opportunities, interesting work and supportive leaders
• We foster a vibrant and inclusive culture where you can work with talented colleagues to create new solutions and have impact for colleagues, clients and communities
• Our scale enables us to provide a range of career opportunities, as well as benefits and rewards to enhance your well-being

About Marsh:

Marsh (NYSE: MRSH) is a global leader in risk, reinsurance and capital, people and investments, and management consulting, advising clients in 130 countries. With annual revenue of over $27 billion and more than 95,000 colleagues, Marsh helps build the confidence to thrive through the power of perspective. For more information, visit marsh.com, or follow us on LinkedIn and X.

Marsh is committed to providing an inclusive work environment. We aim to attract and retain the best, most qualified people and value colleagues of all backgrounds, without regard to age, background, disability, ethnic origin, family duties, gender orientation or expression, marital status, nationality, parental status, personal or social status, political affiliation, race, religion and beliefs, sex/gender, sexual orientation or expression, skin color, or any other characteristic protected by applicable law. Applications will only be considered from candidates who have the appropriate approval to work in Australia. Successful applicants will be required to complete a Criminal & Bankruptcy check prior to commencing of employment.

Marsh is committed to hybrid work, which includes the flexibility of working remotely and the collaboration, connections and professional development benefits of working together in the office. All Marsh colleagues are expected to be in their local office or working onsite with clients at least three days per week. Office-based teams will identify at least one “anchor day” per week on which their full team will be together in person.

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