Company:
Marsh
Description:
Role purpose
The Marsh Risk Regional Sales Leader, Europe is responsible for regional new business growth, pipeline outcomes, and sales execution across the region. The role provides commercial leadership to translate Marsh Risk growth priorities into clear sales actions, performance expectations, and revenue outcomes across countries and practices, delivering sustainable and predictable growth.
This role owns commercial decisions, sales leadership, and performance accountability. Regional Sales Operations owns the underlying sales process, governance, reporting, data, CRM standards, and operational infrastructure that enable consistent execution and decision-making.)
Key responsibilities
Sales strategy and growth leadership
- Translate Marsh Risk and Europe growth priorities into clear regional sales priorities, including sectors, propositions, target accounts, and new business focus areas. Provide leadership challenge to country and practice plans, using planning assumptions, capacity models, and target-setting frameworks provided by Regional Sales Operations and Finance.
- Set commercial performance priorities and use agreed pipeline and conversion metrics to review performance, challenge execution quality, and drive corrective action, with Regional Sales Operations owning metric definitions, dashboards, and governance standards.
- Lead regional sales campaigns and strategic growth initiatives, with clear commercial objectives and measurable outcomes, including new logo acquisition and conversion improvement.
- Provide senior sales leadership and coaching on deal strategy, pursuit quality, and commercial effectiveness.
- Use agreed KPI scorecards to identify underperformance, lead recovery plans, and hold leaders accountable for improvement.
Producer / talent strategy and development
- Lead regional talent strategy for sales teams, including identification of key producer talent needs, recruitment priorities, growth hiring, and succession planning for critical roles
- Partner with HR and country leadership on strategic hiring, team build-out, and development of critical sales talent
- Support the growth of a high-performance sales culture through regular coaching, performance challenge, and recognition of strong execution, while partnering with Commercial Enablement on development programs and adoption support.
- Provide day-to-day strategic leadership, mentoring, and performance management to country and practice sales leaders
- Set clear expectations, hold teams accountable for performance, and develop sales talent through regular coaching, feedback, and skill-building initiatives
Pipeline and revenue accountability
- Own regional new business and expanded sales outcomes and sales target delivery
- Lead the regional pipeline review cadence across short- and medium-term horizons, using MPower, dashboards, and agreed hygiene standards managed by Regional Sales Operations to assess pipeline sufficiency, deal quality, conversion health, and revenue risk.
- Actively identify and address underperforming geographies, practices, or sales efforts, driving corrective action and revenue recovery
- Make rigorous commercial decisions to maximize deal quality and profitability, ensuring proposals and sales efforts result in financially beneficial outcomes for Marsh
- Own the regional sales forecast and the leadership judgment behind it, partnering with Finance and Regional Sales Operations on forecast process integrity, variance analysis, reporting, budget implications, and return on growth investments.
Regional execution and enablement
- Drive leadership follow-through and performance discipline across country sales teams, while Regional Sales Operations owns the underlying operating rhythm, standards, dashboards, and process controls.
- Partner with enablement, digital, and analytics teams to enhance sales effectiveness
- Act as the senior business sponsor for adoption of common sales processes, tools, and management routines across the region.
- Use market feedback and frontline insight to identify opportunities to improve commercial focus, sales effectiveness, and regional coordination.
- Partner with Regional Sales Operations and Commercial Enablement to reinforce adoption of standard methodologies, playbooks, and ways of working.
Leadership and stakeholder management
- Coordinate across countries, practices, businesses, and functional teams to identify joint opportunities, shared account strategies, and multi-country pursuits, influencing without direct authority across diverse markets and cultures.
- Oversee complex, multi-country and multi-practice sales initiatives and projects
- Communicate progress, challenges, and priorities to regional and senior leadership and other stakeholders
- Provide leadership with relevant market, competitive, and commercial insight to inform broader Marsh growth strategy and decision-making.
What this role does not own
- Sales process design, pipeline stage definitions, CRM governance, reporting production, dashboard development, data quality standards, and target-setting methodology are owned by Regional Sales Operations, in partnership with relevant functions.
- Incentive plan administration, payout governance, and formal controls are owned by Finance, HR, and Regional Sales Operations, with business input from sales leadership.
Measures of success
- Achievement of regional new business and expansion sales targets, with improved pipeline predictability
- Growth in new logo acquisition and win rates on priority opportunities
- Effectiveness of regional sales campaigns and strategic growth initiatives
- Strong adoption of common sales disciplines, tools, and management routines
- Clear alignment between regional commercial priorities and country execution
- Stakeholder confidence in sales leadership, execution discipline, and cross-functional partnership with Regional Sales Operations, Commercial Enablement, and Finance
Marsh (NYSE: MRSH) is a global leader in risk, reinsurance and capital, people and investments, and management consulting, advising clients in 130 countries. With annual revenue of over $27 billion and more than 95,000 colleagues, Marsh helps build the confidence to thrive through the power of perspective. For more information, visit marsh.com, or follow us on LinkedIn and X.
Marsh is committed to creating a diverse, inclusive and flexible work environment. We aim to attract and retain the best people and embrace diversity of age, background, disability, ethnic origin, family duties, gender orientation or expression, marital status, nationality, parental status, personal or social status, political affiliation, race, religion and beliefs, sex/gender, sexual orientation or expression, skin color, or any other characteristic protected by applicable law.
Marsh is committed to hybrid work, which includes the flexibility of working remotely and the collaboration, connections and professional development benefits of working together in the office. All Marsh colleagues are expected to be in their local office or working onsite with clients at least three days per week. Office-based teams will identify at least one “anchor day” per week on which their full team will be together in person.