Important Note:

• This is a full-time opportunity with one of our confidential clients. The client name will be shared during the initial screening call with us/recruiter (after your profile is reviewed).
• In this posting, “we,” “us,” and “our” refer to the hiring client."Candidate" refer to you
• We work directly with the hiring recruiter/manager, ensuring your profile reaches the right decision-makers — not just the general TA queue.

Experience level: Mid-senior

Experience required: 8 Years

Education level: Bachelor’s degree

Job function: Sales Industry: Financial Services

Total position: 2

Relocation assistance: No

Visa sponsorship eligibility: No

Additional Job Locations

Atlanta

Charlotte

South Florida – Ft Lauderdale/Sunrise

Chicago

Pittsburgh

Houston – need to be from Health & Benefits direct competitor

Southfield Michigan

Las Vegas

Irvine

JOB DESCRIPTION:

• We are seeking a talented Sales Professional to join our Health and Benefits Sales team at Mercer. This role be based out of our New York City Mercer office. This is a hybrid role that has a requirement of working at least three days a week in the office.
• As a Health & Benefits Sales Professional you will leverage Mercer’s expertise to develop innovative sales strategies that address critical challenges in employee benefits, healthcare, financial security, and career development for employers and their employees.

RESPONSIBILITIES:

• Executes sales goals by maintaining a large book of business of complex or high-yield accounts by conducting frequent sales presentations, calls and meetings.
• Applies highly developed market and internal service offering insights to sales cold calls to engage potential clients, generate interest and schedule meetings or presentations.
• Creates sales proposals, presentations and RFP responses which creatively and effectively address complex prospect needs and appropriately communicate the business value of internal services and offerings.
• Leads complex account processes from the identification stage to closing; leading pricing negotiations, facilitating product and expectation discussions and ultimately securing a beneficial financial outcome for the business.
• Manages research efforts and analyses on relevant markets and industries to identify potential relationship needs, target new accounts and ultimately target areas of expansion for existing accounts or the book of business at large.
• Interfaces frequently with the potential or existing account representatives and stakeholders to ensure service satisfaction and uphold promises and general expectations.
• Maintains professional account relationships with new or established account representatives to introduce and sell new products to and facilitate deeper market penetration and representation and encourage and explore cross op co sales opportunities.
• Be a member of various professional and industry or regional organizations and attends conferences and relevant events to expand and maintain a large professional network , represent the company and gain exposure and insight as to various specialties.

QUALIFICATIONS:

• BA/BS degree.
• Strong track record of achieving sales goals.
• Experience selling to companies in the 1000 – 5,000 employee benefit space.
• Experiential knowledge of the Employee Benefits or Health and Benefits consulting industry and products.
• Strong network and ability to gain access to C-suite level executives.

WHAT MAKES YOU STAND OUT:

• Life and Health License

Critical Hiring Rule:

• Work Model: Hybrid (3 days in-office, 2 remote).
• Target candidates with true mid-market experience: groups of roughly 1,000–5,000 employee lives.
• Avoid job hoppers, unless they have at least one strong long tenure (e.g., 5+ years) at a major broker.
• 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 8+ 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:

• Life and Health License.

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. 

Screening Questions: (You must answer this along with the professional summary of the application):

1.) Have you discussed and is the candidate aware that this role is Hybrid work arrangement and requires 3 days a week on site?

2.) Please describe your experience leading complex health and benefits sales efforts, including how you build and execute a strategic territory plan, manage a large book of business, drive C-suite engagement, and close pricing negotiations. Include a specific example that demonstrates your sales process discipline, stakeholder management, and quota attainment results.

3.) Please share candidate's sales numbers for 2025.

4.) Please share candidate's production numbers for 2025.

5.) Please share candidate's size book of business.

6.) Briefly describe your current comp structure (base + variable / draw + commission)

7.) What is the candidate’s desired total compensation? (Please specify base salary vs. commission/bonus expectation).

8.) Please provide the link to candidate’s LinkedIn profile.

9.) Has the candidate applied or been interviewed within the past 12 months for a similar role with a confidential employer in the same industry and/or geographic area? If so, please provide details.

10.) Where is the candidate located? If candidate is not near the job location, please explain relocation plan in detail (e.g., timeline, relocating with family, selling/buying property).

11.) Is the candidate legally authorized to work in the US for any employer?

12.) Will the candidate now or in the future require immigration sponsorship for work authorization (for example, H-1B status)?

13.) Which of the listed job locations is the candidate targeting? If the candidate is not currently located near one of the listed job locations, please provide detailed relocation plans, including the target location, expected relocation timeline, and how soon the candidate can relocate after receiving an offer.

14) Candidate must include :

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.