The Head of North America Commercial Risk Sales is responsible for developing and implementing the regional sales strategy, leading the sales pipeline, and providing leadership to a team of sales leaders to drive balanced revenue growth in the region. Models a "one-firm" approach at all times.
This role will collaborate with regional leadership including the Chief Marketing Officer, Industry Leader, Growth Operations leadership, Head of Enterprise Client, Large Market and Middle Market segments, Regional Leadership, Solution Line leadership, and Human Capital and Health Sales Leadership.
Major Accountabilities:
- Execute and tailor the firm's sales strategy to drive revenue growth and increase market share across the North America region.
- Monitor market trends, GDP data, leading, lagging, pipeline metrics and financial indicators including competitive landscape to identify potential business opportunities or threats and adjusting sales strategies accordingly.
- Responsible for leading the team in effective and actionable sales planning, including identification of Growth Priorities, forecasting, and the achievement of regional sales goals.
- Recruit and retain a team of top industry producers and sales teams that have the confidence and respect of our clients and buying centers.
- Lead the sales team in prospecting, identifying, and closing business opportunities.
- Implement and monitor the delivery of our Aon United strategy, Client Planning Methodology, and Global Standards for Commercial Risk.
- Partner with region and solution line account management leaders to participate in Strategic Account Reviews, Portfolio Reviews, RFP Deal Coaching, Jeopardy, Client Planning and Articulating Value in their regions.
- Partner with Growth Enablement team to create financial reporting, metrics and insights to accelerate the distribution of sales and solution best practices.
- Partner with solution line leaders to develop and operationalize strategies to improve product and solution line density.
- Role model best practices in line with Delivering Aon United.
- Maintain connectivity to key clients, being an executive client contact.
- Be considered by the distribution team as the ultimate connector for sales trends.
- Possess a high Aon IQ, Solution IQ and Client Risk IQ that is relevant to the distribution team.
- Work closely with the People Organization in the design and administration of the US Production Incentive Program.
- Work collaboratively with Market Sales Leadership to mitigate production disputes.
- Facilitate regular meetings with the Top Producer Council.
- Drive sales goals for all distribution colleagues assigned a sales goal.
- Ensure onboarding program for new production hires is responsive to their needs.
Skills and experience that will lead to success:
- Minimum 15 years of Sales Leadership and Marketing experience in related field.
- Actively led the development and maintenance of a productive sales and marketing culture.
- Outstanding communicator with the ability to motivate and lead colleagues.
- Proven track record to recruit, develop, empower and retain an impactful sales team.
- Superb collaboration skills enabling successful leadership of global new business teams.
- Excellent negotiation skills.
- Track record of initiating middle market and large complex business sales.
- Extensive knowledge of business and clients' needs as well as major solution lines of business globally.
- Strategic advisor to clients, meeting with C-level and Board members.
- Ideally located in Chicago, New York or another large market.
Leadership Qualities:
- Committed as one firm to our purpose.
- United through trust as one inclusive, diverse team.
- Passionate about making our colleagues and clients successful.
- Commitment to Inclusion & Diversity.
Regulatory Requirements:
Holds all regulatory licenses and permissions applicable under local legislation.
How we support our colleagues:
In addition to our comprehensive benefits package, we encourage a diverse workforce. Our agile, inclusive environment allows you to manage your wellbeing and work/life balance. We offer a variety of working style solutions, recognizing that flexibility goes beyond just the place of work.
Aon values an innovative, diverse workplace where all colleagues feel empowered to be their authentic selves. Aon is proud to be an equal opportunity workplace.
Aon provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, age, disability, veteran, marital, domestic partner status, or other legally protected status.
Pay Transparency Laws:
The salary range for this position is $350,000 - $425,000 annually. The actual salary will vary based on applicant's education, experience, skills, and abilities, as well as internal equity and alignment with market data.
This position is eligible to participate in one of Aon's annual incentive plans to receive an annual discretionary bonus in addition to base salary.
A summary of all the benefits offered for that position:
Aon offers a comprehensive package of benefits for full-time and regular part-time colleagues, including a 401(k) savings plan, employee stock purchase plan, medical, dental, and vision insurance, and various other types of leave.
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