Large Market Business Developer

Mercer; Washington (District of Columbia); Hybrid; USD 151,000 - 303,000; Full time

Benefits offered by this job

Health benefits

401K matching

Tuition assistance

Performance incentives

Job summary

Mercer in Washington, DC is seeking a Large Market Business Developer to build strategic relationships, drive growth, and deliver Mercer’s value in health, wealth, and career solutions. This hybrid role is based in Washington, DC and leverages AI-enabled tools to win large accounts.

You will manage a pipeline of 40–50 large prospects, lead negotiations, and guide pursuit teams through final presentations and contracts. A BA/BS and 10+ years of benefits sales experience are required.

Qualifications

• Minimum 10 years of proven sales experience in benefits consulting.
• Experience articulating sales funnel for large and jumbo accounts.
• Strong track record of meeting or exceeding sales targets with large account wins.
• Ability to manage long sales cycles and engage key decision-makers.
• Excellent relationship-building with C-suite executives and expanding revenue within large accounts.

Responsibilities

• Pursue an account list of ~40–50 prospects in large/jumbo client space (5,000+ employees or $2B+ revenue).
• Achieve sales goals by securing large, high-yield accounts through referrals and executive interactions.
• Create sales proposals and RFP responses addressing client needs and Mercer value.
• Develop and execute strategic pursuit plans to penetrate large-scale clients.
• Lead the sales process for large accounts, including needs assessment, negotiations, and guiding pursuit teams.

Skills

Sales experience

Benefits consulting

C-suite engagement

Strategic account pursuit

Large market / jumbo accounts

Proposals & RFPs

Relationship building

Education

BA/BS

Job description

Are you a sales professional passionate about making an impact in health, wealth, and career solutions? Do you have experience or knowledge in benefits consulting, especially in large market group health, retirement benefits, or HR consulting? If so, we want to hear from you!

Join Mercer as a Large Market Business Developer. Leverage your expertise to build strategic relationships, drive growth, and help organizations address their most critical challenges—while advancing your career in a collaborative, high-growth environment. This role is a hybrid position based in Washington, DC.

We will count on you to:

• Pursue an account list of approximately 40-50 prospects in the large and jumbo client space, focusing on clients with 5,000+ employees or $2B+ revenue
• Achieve sales goals by securing large, high-yield accounts through referrals and frequent interactions with prospect executives
• Create compelling sales proposals and RFP responses that address client needs and highlight Mercer’s value proposition
• Develop and execute strategic pursuit plans to increase market penetration with complex, large-scale clients
• Lead the sales process for large accounts, including understanding client needs, managing negotiations, and guiding pursuit teams through final presentations and contract signing
• Thrive and be motivated by an environment that embraces AI and technology-enabled tools.

What you need to have:

• BA/BS
• Minimum 10 years of proven successful sales experience in the benefits consulting industry
• Proven ability to articulate your sales funnel, including how you identify, research, and prospect large and jumbo accounts
• Strong experience managing long sales cycles and developing strategies to gain meetings with key decision-makers
• Demonstrated success in meeting or exceeding sales targets, with examples of large account wins supported by measurable results
• Excellent relationship-building skills, especially with C-suite executives, and a track record of expanding revenue within large accounts
• Knowledge or experience in benefits consulting, particularly in large market group health, retirement benefits, or HR consulting, to effectively engage clients and understand their needs
• Ability to discuss your sales strategies, including prospecting, engagement, and closing techniques

What makes you stand out:

• An impressive track record of new logo acquisition and revenue growth within the large and jumbo client segments
• Outstanding relationship management skills and the ability to engage prospects virtually at the executive level
• A strong professional network and active participation in industry or regional business organizations
• Experience contributing to business seminars, conferences, or industry events that showcase thought leadership
• Life & Health License

Mercer is a business of Marsh (NYSE: MRSH), 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 about Mercer, visit mercer.com, or follow us on LinkedIn and X.

Marsh 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, 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, veteran status (including protected veterans), or any other characteristic protected by applicable law. If you have a need that requires accommodation, please let us know by contacting [e-mail].

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.

The applicable base salary range for this role is $151,000 to $302,500.

The base pay offered will be determined on factors such as experience, skills, training, location, certifications, education, and any applicable minimum wage requirements. Decisions will be determined on a case-by-case basis. In addition to the base salary, this position may be eligible for performance-based incentives.

We are excited to offer a competitive total rewards package which includes health and welfare benefits, tuition assistance, 401K savings and other retirement programs as well as employee assistance programs.