Sr. Associate - Sales Effectiveness

Marsh McLennan; Atlanta (GA); Hybrid; USD 110,000 - 160,000; Full time

Job summary

Marsh seeks a Sales Effectiveness Senior Associate to join Mercer-based initiatives in Atlanta, GA. This hybrid role requires at least three days per week in the office and focuses on optimizing go-to-market strategy, sales productivity, and incentive design.

You will independently manage defined projects, develop client-ready deliverables, facilitate sessions, and guide Analysts and Associates while collaborating with sales, operations, HR, and finance stakeholders.

Qualifications

• Bachelor's degree in business, economics, finance, or a related field.
• Hands-on experience in sales compensation consulting.
• Strong analytical and financial modeling abilities, including Excel.
• Ability to manage consulting workstreams and deliver client-ready outputs.

Responsibilities

• Lead defined client projects and manage workstreams with plans, milestones, budgets and deliverables.
• Diagnose sales effectiveness challenges through interviews, data analysis, and industry research.
• Evaluate go-to-market models, sales coverage, territory design and quota setting.
• Design sales incentive compensation programs including target pay, pay mix, and payout curves.
• Develop client-ready presentations linking quantitative findings to business impact.
• Lead client interviews and workshops, coordinating with sales, HR and finance.

Skills

Sales compensation consulting

Analytical & financial modeling

Project management

Client-facing

Stakeholder management

Education

Bachelor's degree in business/economics/finance

Tools

Excel

Job description

Company: Marsh

Description:

Sales Effectiveness | Marsh People & Investments

We are seeking a talented individual to join our Sales Effectiveness team at Mercer. This role will be based in Atlanta, GA. This is a hybrid role requiring at least three days per week in the office.

About the role

The Sales Effectiveness Senior Associate is part of Mercer's People & Investments practice, helping commercial leaders improve go-to-market effectiveness, sales productivity, and profitable growth. Our work spans go-to-market strategy, sales organization and role design, coverage and deployment, sales performance management, and sales incentive compensation.

In this client-facing consulting role, you will translate business challenges and quantitative analysis into practical recommendations. You will independently manage defined projects or major workstreams, develop client-ready deliverables, facilitate working sessions, and guide Analysts and Associates. We seek someone with hands-on sales compensation consulting experience who can also connect incentive design to broader commercial strategy and operating model decisions.

We will count on you to:

• Manage defined client projects and complex workstreams, including workplans, staffing estimates, milestones, budgets, deliverables, and proactive issue escalation.
• Diagnose sales effectiveness challenges through stakeholder interviews, data analysis, industry research, and assessment of current commercial practices.
• Evaluate go-to-market and sales coverage models, including customer segmentation, sales roles and responsibilities, account ownership, territory deployment, capacity, and organizational interfaces.
• Design sales incentive compensation programs, including eligibility, target pay positioning, pay mix, leverage, measures, crediting, mechanics, thresholds, and payout curves.
• Analyze sales performance, productivity, quota attainment, compensation outcomes, and plan costs; build models to evaluate design alternatives and implementation trade-offs.
• Support quota-setting, territory design, and sales performance management approaches, linking recommendations to business priorities and available data.
• Develop clear, client-ready presentations and recommendations that connect quantitative findings to commercial implications, decisions, and implementation considerations.
• Lead client interviews, project updates, analysis readouts, and design workshops; build productive working relationships with sales, sales operations, HR, and finance stakeholders.
• Delegate and review work produced by Analysts and Associates, providing coaching, quality control, and actionable feedback.
• Collaborate with Principals and Partners on proposals, methodologies, thought leadership, and development of the Sales Effectiveness team.
• Ability and willingness to travel to client sites and internal meetings as business needs require, including occasional travel on short notice. Travel frequency will vary based on project requirements.

What you need to have

• Bachelor's degree in business, economics, finance, or a related field.
• At least five years of relevant professional experience, including external client-facing consulting experience at a professional services firm.
• Hands-on experience assessing or designing sales incentive compensation programs (not solely administering plans or calculating commissions).
• Working knowledge of sales effectiveness topics such as coverage models, sales role design, quotas, territories, sales productivity, and/or go-to-market operating models.
• Strong analytical and financial modeling capabilities, including advanced Excel skills and the ability to interpret imperfect datasets and translate findings into recommendations.
• Demonstrated ability to independently manage consulting workstreams, develop high-quality client deliverables, and communicate findings to client stakeholders.
• Strong problem-solving, presentation, collaboration, and project management skills.

What makes you stand out

• Experience at a sales effectiveness, commercial strategy, or management consulting firm, with exposure to both incentive compensation and upstream go-to-market strategy and/or sales organization design.
• Experience with customer segmentation, sales coverage and capacity modeling, role specialization, sales process design, and/or sales transformation.
• Ability to connect sales incentive recommendations to business strategy, selling motions, commercial economics, and seller behavior.
• Proficiency with advanced analytical tools or AI-enabled tooling.
• Industry-specific experience or expertise.
• MBA or other relevant advanced degree.

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 enable