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Health & Benefits Sales Professional – U.S. (Zone-Aligned) - Overview:
Client: Mercer
Candidate submission must include a detailed summary highlighting the following:
- BA/BS degree is a must have and it must be noted in the summary.
- What their Sales numbers are.
- What their production numbers are.
- What their size book of business is.
- What their market size that they''re working on.
- Work Model - Hybrid structure: 3 days in office and 2 days remote - Candidates must be able to meet in-office expectations from day one.
- We are hiring 10 roles across the United States, structured by geographic zone.
- All hires must align to an existing Mercer office location.
Important Location Constraints:
- Candidates must currently reside within commuting distance of the selected office.
- Mercer Office Locations ()
- ALASKA and HAWAII are EXCLUDED from consideration.
Target Profile:
- True mid-market sales experience
- Client size: approximately 1,000–5,000 employee lives
- Demonstrated broker-style consultative selling
Avoid:
- Frequent job hoppers (unless at least one tenure of 5+ years at a major brokerage)
- Primarily carrier-based sales backgrounds
- Point-solution vendors lacking full brokerage cycle experience
- Generally, avoid carriers and point-solution vendors unless they clearly demonstrate the right mid-market broker-style sales profile.
Must Have:
- BA/BS degree
- Minimum 5+ years relevant experience.
- Experience selling to companies in the 1000 – 5,000 employee benefit space. (Focus on 1,000–5,000 lives per group. “Lives” = number of employees, not dependents.)
- Experiential knowledge of the Employee Benefits or Health and Benefits consulting industry and products.
Nice to Have:
IMP
Please prioritize sourcing for Washington DC, NYC, and San Francisco. The focus across all three locations is on experienced Sales professionals, ideally with a background from competitors of Mercer.
For NYC and DC, we may consider strong producing consultants; however, they must be top-tier candidates due to differences in internal reporting and compensation structures.
Sourcing Guidance
Large and regional direct competitors are also of interest, along with insurance carriers focused primarily on ancillary lines of coverage and medical, including Aetna, UHC, Cigna, The Hartford, MetLife, Unum, Guardian, Lincoln, Standard, Reliance Standard, and Principal. Additionally, target PEO companies such as ADP, TriNet, and Insperity.
Please ensure recruiters drill deeper into candidates’ true hunting abilities beyond broker channel relationships. We have had several candidates reach initial interview stages with some of the companies above, but they were unable to clearly demonstrate strong business development and hunting capabilities.
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