Reporting to the Head of Worksite, the Head of Worksite Distribution is responsible for developing and executing a sales strategy to drive revenue and grow our voluntary insurance and executive product market share by driving alignment across the organization, creating partnerships with various distribution channels, creating product awareness, increasing sales production, and enhancing overall client satisfaction. This role will provide leadership and oversight for hiring, developing, motivating, retaining and managing sales professionals across all products and develop optimal territory coverage models the immediate organization. Additionally, he or she will provide and analyze sales analytics with the intent to find additional efficiencies and improve overall sales effectiveness. Individual will provide the Head of Worksite Solutions and peers with market feedback and dependencies critical to the broader organization’s success.
Responsibilities
This individual will provide guidance and training to the sales team within established company policies and recommend changes to policies and establish procedures which affect
Responsible for developing sales plans and strategies to achieve voluntary benefit and executive product sales and inforce renewal goals. Align sales results directly with financial plans for current and future years. Determine programs and recommended investments to support sales achievement
Hire, develop and manage sales professionals across the country including development of annual business plans, training in sales practices, products and processes
Represent MassMutual to distribution partners and clients, including point of sale opportunities, finalist meetings, renewals, conferences, industry conferences and meetings, etc
Manage financial levers associated with Worksite sales and distribution, including budgets, as well as sales compensation plans
Represent Worksite relative to sales and distribution strategies and programs with GAX, AAX, MassMutual’s career agents and brokers, independent producers, and other distribution channels or partners as identified
Represent Worksite sales and distribution as part of the Worksite Sr. Leadership team, addressing sales and distribution needs and concerns, while contributing as a general manager responsible for delivering on any and all key business metrics committed to by the Worksite business
Provide market insights on competitive new products and markets, and any changes required to achieve business results
Provide timely leading and lagging indicators along with sales performance results and analysis to all levels of the organizationÂ
Be a strong role model for implementation and sustainment of MMWay business system. Foster an atmosphere and culture of continuous improvement where problems are embraced and explored through open and candid discussion and effective problem solving, with an enduring focus on process, not people. Streamline processes, improve customer satisfaction, create efficiencies, and grow employee engagementÂ
Requirements
The capabilities and experiences most critical to success in this role are:
- Demonstrated sales and presentation skills including strong negotiation skills
- Superior verbal and written communication skills
- Strategic thought leader who excels in a highly collaborative environment while building, maintaining and utilizing major spheres of influence in the market
- Proven track record of building high performing teams and leading a diverse group in multiple locations
- Success maintaining strong executive presence at major accounts being able to present the company, its solutions, and its products professionally and convincingly
- Past experience serving as a champion of culture and change leadership who strives to continuously learn and improve
- Provide mentorship to future leaders
- Strong interpersonal, team-oriented, organizational, leadership and project management skills
- Ability to travel on a regular basis
Qualifications:
- Bachelor’s degree preferred
- 10 years relevant work experience, preferably in a sales environment
- Applicable FINRA and insurance licenses
- 10 years of worksite background with voluntary insurance experience a plus
- Must be authorized to work in the US without sponsorship
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