North America Middle Market Segment Leader

North America Middle Market Segment Practice Leader

Aon is looking for an experienced executive recognized as a creative, growth minded leader in the Middle Market Segment with a proven track record of revenue growth, developing a diverse and inclusive culture, recruiting impactful growth focused talent, and collaborating with geographic and solution line leaders to drive exceptional Aon United growth across this segment.

Aon is in the business of better decisions.

As part of an industry-leading team, you will develop & implement go-to market strategies to deliver growth, innovative and effective solutions for Middle Market segment clients across Risk Capital (Commercial Risk) and Human Capital (Health, Wealth, and Talent) Solution Lines. You will work with subject matter experts, sales, distribution, and service teams dedicated to the Middle Market segment.

Initially, your focus will be on shifting the reality and perception of Aon's position in the middle market internally & externally. The NA Middle Market segment practice leader will be accountable for achieving middle market growth targets in partnership with Region, Country / GEO / Sub Region, Solution Line, and Sales / Industry leadership.

The role can be located out of any of our Aon offices and will report the North America CEO

How this role will operate

Business Development

• Work with the North America CEO, Chief Commercial Officer, Solution Line, Industry, Sales, geographic Leaders to develop and deploy a granular sales activation plan for Core and Core Plus new business opportunities.
• Work with Middle Market segment leaders to ensure core sales strategies across Risk and Health Solutions are presented consistently, demonstrating the full breadth and depth of Aon's Middle Market segment capability.
• Develop, plan, and implement industry specific sales strategies/plays in combination with identified Middle Market Industry Leaders.
• Ensure the Portfolio Growth strategy is driven consistently through account executives within the Middle Market segment.
• Promote New Logo generation, core strategies, and use sales sequencing to implement revenue accretive Land and Expand growth tactics across current client relationships and new client opportunities.
• Distribute at scale unique opportunities as they become known accelerating New Business CAGR 15% per year.
• Ensure pipeline accuracy within 5% of forecast, 60% recurring revenue sales, and possess a granular understanding of what is selling and why.
• Learn from client jeopardy situations to re-position sales go-to market strategies.
• Partner and Recruit with Geography & Solution Line leadership, Producer/Account Executives with specific industry experience in targeted industry verticals who can make an impact on new business.
• Accelerate sale of solution-line offerings applicable to the middle market (e.g., PEP, industry panels, ALA+, "HR in a box")
• Assist in developing private equity service and broking/consulting hubs to service Core Middle Market Risk and Health insurance needs of portfolio companies.
• Collaborate with NFP in our "independent and connected strategy" to ensure best in class client value propositions are developed to drive growth of our middle market for Aon.

Marketing and Brand Development

• Develop Aon North America Client Value Proposition branding & campaigns to relaunch Aon's Middle Market presence.
• Possess an understanding of marketing and branding tactics and drive thru Aon's Sales Enablement and Marketing teams a Middle Market editorial calendar, timely webinars, roundtable discussions, digital and account-based marketing tactics.
• Ensure Middle Market segment collateral is topical, timely and positions Aon as an inspiring leader in the Middle Market segment enabling Producers and AEs to effectively differentiate Aon.
• Help create local market external brand that is sought out by clients, prospects, and colleagues.

Identifying, Mentoring and Developing Talent

• Super-charge efforts to attract talent in target markets for Middle Market
• Create clear middle market value proposition for producers / AEs.
• Assist in developing a competitive Middle Market compensation strategy to attract and retain top-performing producers / AEs.
• Collaborate with other Leaders to recruit, retain and engage an impactful diverse Middle Market team.
• Foster a culture of teamwork and inclusion.
• Identify development opportunities for direct reports to make the team better and improve client experiences.
• Ensure there is a consistent Middle Market training and development program across Solution Lines

Innovation

• Work across Solution Lines to develop new Core Plus solutions for clients that result in revenue growth with viable margins.
• Build differentiated capability through innovation, proven solutions, and deep content expertise.
• Drive best practices by championing consistent processes, tools and techniques for profitable delivery and continual improvement in quality standards to meet overall business goals.
• Make significant contributions to high-profile Middle Market initiatives that significantly shape the business.

Role Complexity

• Works on significant and unique issues requiring proficiency in a complex area requiring a broad grasp of practices or principles in cross-functional settings.
• Possesses an in-depth knowledge of organizational objectives.
• Develops and implements annual operating plans, consistent with objectives set at next higher organizational level.
• Develops and maintains valuable client and resource relationships.
• May serve as an expert adviser to Aon or clients on matters of importance to the success of their business.
• Recognized internally and externally as an executive leader in the industry.
• Acts as a trusted advisor to internal and external Middle Market clients and colleagues.

Skills and experience that will lead to success:

• 10+ years of experience providing counsel clients, preferably in the Middle Market, including coordination of service for inward and/or outward business, negotiating multinational insurance programs, and/or leading collaboration across offices and/or geographies to support multinational risk management/finance practices on behalf of insureds, brokers, and/or insurers.
• Team management including staffing, training, and expense management.
• Strong collaboration and communication skills
• Multicultural awareness
• Demonstrated Leadership skills.
• Bachelor's degree in a related field preferred and post graduate degree or comparable business experience

How we support our colleagues

In addition to our comprehensive benefits package, we encourage a diverse workforce. Plus, our agile, inclusive environment allows you to manage your wellbeing and work/life balance, ensuring you can be your best self at Aon. Furthermore, all colleagues enjoy two "Global Wellbeing Days" each year, encouraging you to take time to focus on yourself. We offer a variety of working style solutions, but we also recognize that flexibility goes beyond just the place of work... and we are all for it. We call this Smart Working!

Our continuous learning culture inspires and equips you to learn, share and grow, helping you achieve your fullest potential. As a result, at Aon, you are more connected, more relevant, and more valued.

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.

We welcome applications from all and provide individuals with disabilities with reasonable adjustments to participate in the job application, interview process and to perform essential job functions once onboard. If you would like to learn more about the reasonable accommodations we provide, email ReasonableAccommodations@Aon.com

Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time.

The salary range for this position (intended for U.S. applicants) is 275k - 425k 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. The salary may also be adjusted based on applicant's geographic location. 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. The amount of any bonus varies and is subject to the terms and conditions of the applicable incentive plan.

Aon offers a comprehensive package of benefits for full-time and regular part-time colleagues, including, but not limited to a 401(k) savings plan with employer contributions; an employee stock purchase plan; consideration for long-term incentive awards at Aon's discretion; medical, dental and vision insurance. This role does not accrue vacation. Rather, this role is eligible to take paid time off at the discretion of the employee and management in accordance with Company policy and practices. Various other types of leaves of absence; paid sick leave as provided under state and local paid sick leave laws, short-term disability and optional long-term disability, health savings account, health care and dependent care reimbursement accounts, employee and dependent life insurance and supplemental life and AD&D insurance; optional personal insurance policies, adoption assistance, tuition assistance, commuter benefits, and an employee assistance program that includes free counseling sessions. Eligibility for benefits is governed by the applicable plan documents and policies.

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