• Job Description

  Req#: R_257382

  Company:

  Mercer

  Description:

  Mercer is seeking candidates for the following position based in the Mumbai office:

  Lead Specialist - Proposal Management

  What can you expect?

  The Sales Enablement function is a part of WAS (Wealth Solutions, Advanced Analytics & Sales Enablement) that supports Mercer’s UK Wealth and Delegated Solutions Europe businesses. The Sales Enablement team is responsible for end-to-end management of bids within the business. The team comprises of bid managers, sales reporting & analytics specialists and graphic designers who work together towards winning more business for Mercer.

  The purpose of this role is to provide bid support and independently manage production of high quality RFI, RFP, re-tender, DDQ responses and Pitch presentations along with the Business Development Unit team members, for Mercer’s Delegated Solutions business.

  Background on Mercer

  Mercer is a global leader in investment consulting and fiduciary management and provides investment related services to a wide range of clients including pension funds, insurers and private banks. The firm also has a significant global presence in human resource consulting and related services. Globally, across all business segments, Mercer has more than 20,000 employees based in more than 40 countries.

  Mercer is a wholly owned subsidiary of Marsh & McLennan Companies (NYSE: MMC), a global team of professional services companies offering clients advice and solutions in the areas of risk, strategy and human capital. With over 50,000 employees worldwide and annual revenue exceeding $12 billion, Marsh & McLennan Companies is also the parent company of Marsh , a global leader in insurance broking and risk management; Guy Carpenter , a global leader in providing risk and reinsurance intermediary services; and Oliver Wyman , a global leader in management consulting. For more information, visit www.mercer.com ..

  As the growth of Investment Solutions accelerates across geography and segment within International, the Distribution Enablement Team’s responsibility is to bring these ambitions to life across new markets, offerings and partnerships. The Team reports into the Commercial Officer IS Europe and works closely with other IS zone, segment and client leaders within IS International, to take ownership for the delivery of a critical aspect of the business’ proposed future expansion and growth.

  What is in it for you?

  Discover what's great about working at Marsh McLennan Companies – from the opportunities that our size brings, to our commitment to our communities and understanding the benefits you’ll receive. We are four businesses with one PURPOSE: helping companies meet the challenges of our time.

  Mercer has been providing investment services to clients for 45 years and is one of the fastest growing investment solutions entities globally with c.$320bn of assets under our implementation.

  In June 2019, Mercer was ranked first by worldwide, outsourced assets under management by Pensions & Investments. Mercer was also ranked first in Outsourced Chief Investment Officer (OCIO) by global assets under management by CIO magazine, as of December 2018. Pensions & Investments also named Mercer first by global assets under advisement (AUA) as of June 2019.

  As a global leader in insurance broking and risk management, we are devoted to finding diverse individuals who are committed to the success of our clients and our organization. Joining us will provide a solid foundation for you to accelerate your career in the risk and insurance industry. You will join a team of talented professionals from across the globe which is dedicated to helping clients manage some of the world's most challenging and complex risks. We can promise you extraordinary challenges, extraordinary colleagues, and the opportunity to make a difference.

  Our rich history has created a client service culture that we believe is second to none. Our commitments to Diversity and Inclusion, Corporate Social Responsibility, and sustainability demonstrate our commitment to stand for what is right.

  We will count on you to:

  Deliver bids end-to-end, drive the bid strategy and manage communication with all relevant stakeholders. The incumbent will be a collaborator, a great communicator who will work with sales leaders, consultants, and business development team to aid revenue generation for the Delegated Solutions business. You will help define and shape our responses, resulting in impactful and high-quality content to communicate winning differentiators. You will also collaborate with business on strategic sales initiatives as well as working on operational improvements to benefit the bid management function.

  The candidate is expected to demonstrate experience in managing bids independently, preferably for international stakeholders and in Financial Services, delivering high value bids and demonstrating a strong understanding of the bid life cycle. The candidate is also expected to understand cultural sensitivities in country and business needs of the operating companies to deliver high quality bids. You will be required to:

  • Build knowledge and understanding of the Delegated Solutions and Private Markets business, service offerings and strategic priorities.
  • Develop competence and familiarity with the Mercer bid management methodology
  • Ensure Project management of RFI/RFP/DDQ submissions and other client/ prospect Pitch materials – developing and driving project timelines, coordinating with internal/ external stakeholders and facilitating meetings
  • Review RFPs and other client material to gain complete understanding of client requirements
  • Assemble a bid team with the relevant knowledge and skills to prepare a winning bid
  • Manage virtual bid teams and inputs from a variety of stakeholders, ensuring they are fully briefed and understand the client bid requirements/ key deliverables and develop a win plan for each opportunity
  • Liaise with key members of the project team to obtain the information required to compile the bid to develop unique, compelling client value propositions and proposal messaging as per inputs from sales and delivery teams against agreed timelines
  • Assess and address the technical and commercial risks relating to the bids
  • Work closely with the pursuit team to resolve open items during the proposal and pitch presentation development process
  • Facilitate strategy discussion with the pursuit team to identify client-centered value propositions and supporting Mercer differentiators
  • Gather and organize information and staff resources necessary to formulate winning executive summaries that speak to “why us”, and not the competition
  • Ensure that the response reflects the agreed Win Strategy with clear messaging and play an active role in developing key aspects of the response, including the Executive Summary
  • Work closely with graphic designers to create optimal visuals and graphics in accordance with Mercer brand guidelines that support messaging, including cover designs and other graphics and illustrations
  • Hold master drafts of proposals and presentations, incorporating edits and changes and sending out revised drafts to the pursuit team
  • Perform final reviews of proposals and pitch presentation drafts along with the sales teams
  • Assist with the development of templates, improved systems and processes for measuring bid success
  • Carry out content management activities, including collecting and updating content for proposal database and extracting best practice content

  What you need to have:

  • Post Graduate/ Graduate in Science, Technology, Engineering or Mathematics would be preferred. Other postgraduate degrees may also be considered.
  • 7 +years of experience in a pre-sales/ bid management environment
  • Experience of working as a part of bid teams for asset managers, investment banks or other BFSI companies preferred
  • Very strong written and verbal communication required
  • Highly proficient in Microsoft Word, PowerPoint and Excel
  • Exceptional customer service focus
  • Advanced business writing ability with outstanding grammar and proofreading/ editing skills

  What makes you stand out?

  • Experience on sales lifecycle and content management tools like Salesforce, Qvidian, SharePoint etc. would be preferred
  • Demonstrated understanding of financial markets is preferred.
  • Experience of directly dealing with senior internal stakeholders preferred.
  • Strong analytical and problem solving skills
  • CFA level 1 or similar is preferred.

• About the company

  Marsh & McLennan Companies, Inc. is a global professional services firm, headquartered in New York City with businesses in insurance brokerage, risk management, reinsurance services, talent management, investment advisory, and management consulting.

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