Head of Worksite Distribution

About the role

MassMutual is looking for a Head of Worksite Distribution to report to the Head of Worksite and lead the end-to-end sales and distribution strategy for its voluntary insurance and executive disability portfolio. The role drives revenue growth, market-share expansion, product awareness and client satisfaction by aligning field sales with enterprise priorities and expanding external distribution channels. It covers talent acquisition, development, performance management, succession planning, sales enablement, territory design, channel strategy, partner engagement and sales compensation, and sits on the Worksite Senior Leadership Team.

Key responsibilities

• Develop and execute integrated national sales and distribution strategies to meet voluntary insurance and executive disability sales, revenue and market-share goals.
• Translate financial objectives into annual and multiyear sales plans, channel priorities, territory and capacity models, operating metrics and recommended investments.
• Recruit, develop, motivate and retain a geographically dispersed sales and distribution organization, with business plans, performance expectations, coaching routines, succession plans and training.
• Build relationships with financial advisors, brokers, independent producers, strategic partners and other distribution channels.
• Represent MassMutual with partners and clients at point-of-sale opportunities, finalist presentations, renewals, conferences and industry meetings.
• Manage expense budgets, sales compensation, productivity, pipeline health, placement, persistency, forecasting and ROI.
• Provide data-driven performance insights, forecasts and market intelligence to the Head of Worksite and stakeholders.
• Partner with Product, Underwriting, Operations, Marketing, Finance, Legal and other teams to improve the customer, producer and employee experience.

Required profile

• 15+ years of relevant sales and distribution experience, preferably in Worksite, voluntary benefits, group insurance or a related financial-services environment.
• 5+ years leading multi-channel distribution and geographically dispersed teams.
• Ability to travel at least 50% of the time, including to MassMutual headquarters.
• Ideal: bachelor's degree, deep knowledge of voluntary benefits and executive disability products, and experience leading wholesaling, channel management and sales enablement.
• Ideal: established credibility across the employee benefits market and executive presence with major accounts and industry groups.

Required skills

• Strategic thinking, financial acumen and negotiation
• Analytical, communication, presentation, organizational and project management skills
• Leading change and collaboration across a matrixed organization