Head of Sales, Compensation and Expense Planning

New York, NY, United States

In this role, Head of Sales, Compensation and Expense Planning, you will lead the Sales, Compensation and Distribution Expense Planning function. You will collaborate closely with Distribution leadership, sales and strategy teams to assist in the development of internal and external distribution compensation plans, as well as product, segment and regional sales plans. This position will oversee the $750M+ Distribution expense budget and the $1B+ sales planning objectives. You will be a strategic advisor and partner, offering forward-looking insights, critical analytical thinking, and financial leadership to ensure the alignment of sales processes with the financial goals of the Group Benefits business.

You will

Lead the annual sales planning process with the Distribution sales and strategy teams with the collection of insights, analytics, market data and broker segmentation results.

Coordinate the delivery of the annual operating and 3-year strategic financial sales plan. Lead a team responsible for the build-up the sales plan by product, group size, broker segmentation and regional markets. This includes receiving appropriate guidance and approval from Distribution, Product, Finance and Underwriting leadership.

Work directly with the commercial strategy & field operations, distribution market leaders and client management leadership to assist in the development of sales representative and account management individual goals.

Responsible for providing support in the design and creation of all sales compensation plans to drive strategic initiatives and support company objectives. This includes internal sales incentive compensation and intermediary compensation structures including SPC (special producer compensation) programs.

Monitor the effectiveness of existing practices and recommend changes that are cost-effective and consistent with best practices and corporate objectives.

Influence internal and intermediary compensation design through data analysis and scenario modeling on sales representative and broker compensation design.

Lead a team who builds and owns data-driven insights to assess the effectiveness of sales and intermediary compensation plans and identify opportunities for improvement. This includes maintenance and delivery of regular and ad hoc reporting that provides visibility into sales performance earnings and trends for leadership.

Support the operating expense budget for the sales, client management, account service management and field operations teams.

Meet with organizational department managers to discuss and establish timelines and methodologies for completing budgets. Research and compile data to forecast and prepare annual and monthly budget projections.

Track expenses on a monthly basis, comparing actual to forecasted figures and make necessary adjustments.

Refresh Distribution capacity models (sales representatives, client management, sales analysts), annually to align with operating model and incorporate productivity and efficiency gains into financial expense plans.

Build and report on ROI metrics for both internal external Distribution spend (T&E, Marketing, Sponsorships, commissions and special producer compensation).

You have

8+ years of progressive finance and/or sales analytics experience.

Bachelor’s degree in accounting, actuarial science, economics, finance or related discipline.

Professional certifications such as Fellow or Associate of Society of Actuaries, or MBA preferred.

Excellent leadership skills, with the ability to influence and engage across a wide group of senior stakeholders enabling the ability to challenge based on expertise and personal credibility.

Proficiency with Tableau software is preferred.

Strong analytical skills: ability to analyze financial data sets and tell the story of the data.

Familiarity with predictive forecasting techniques and scenario modeling.

Proven ability to complete high quality work efficiently and increase autonomy over time.

Strong analytical, organizational, and project management skills.

Excellent communication and interpersonal abilities.

Experience building, leading, and motivating a team.

Deep understanding of sales processes and strategies.

Location

This is a flexible position requiring 2 days per week in the office, with preference given to candidates within commuting proximity to a Guardian office. We will consider internal, remote candidates if experience is aligned and ability to travel to Guardian offices as determined by the People Leader.

Salary Range

$126,970.00 - $208,600.00

The salary range reflected above is a good faith estimate of base pay for the primary location of the position. The salary for this position ultimately will be determined based on the education, experience, knowledge, and abilities of the successful candidate. In addition to salary, this role may also be eligible for annual, sales, or other incentive compensation.

Our Promise

At Guardian, you’ll have the support and flexibility to achieve your professional and personal goals. Through skill-building, leadership development and philanthropic opportunities, we provide opportunities to build communities and grow your career, surrounded by diverse colleagues with high ethical standards.

Inspire Well-Being

As part of Guardian’s Purpose – to inspire well-being – we are committed to offering contemporary, supportive, flexible, and inclusive benefits and resources to our colleagues.

Health Care

Choice of [high deductible/copay] medical plans* with prescription drugs, including coverage for fertility and transgender inclusive benefits

Dental plan

Vision plan

Health care accounts – flexible spending, health reimbursement, and health savings accounts

Critical illness insurance

Life and Disability Insurance

Company-paid Life and Disability insurance plus voluntary supplemental coverage

Accident insurance

Retirement and Financial

401(k) retirement plan with a company match, plus an annual age/service-based Company contribution and an annual profit-sharing contribution, if applicable

Complimentary 1:1 financial guidance with a licensed Fidelity representative

Time Off and Remote Work

Flexible work arrangements (part in-person/part remote)

Unlimited paid time off for most roles plus time off for volunteering, jury duty, voting, and bereavement

Personal holidays for colleagues to use in recognition of religious, cultural, or civic days

Paid parental leave and paid family and medical leave policies

Emotional Well-being and Work-Life

Emotional well-being, mental health, and work/life resources powered by Spring Health

Wellness programs, including fitness program and equipment reimbursement

Child, adult, and elder back-up care support through Bright Horizons

Adoption assistance

College planning

Tuition reimbursement

Student loan assistance

Commuter benefits in select metropolitan areas

Benefits apply to full-time eligible employees. Interns are not eligible for most Company benefits.

Equal Employment Opportunity

Guardian is an equal opportunity employer. All qualified applicants will be considered for employment without regard to age, race, color, creed, religion, sex, affectional or sexual orientation, national origin, ancestry, marital status, disability, military or veteran status, or any other classification protected by applicable law.

Accommodations

Guardian is committed to providing access, equal opportunity and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. Guardian also provides reasonable accommodations to qualified job applicants (and employees) to accommodate the individual's known limitations related to pregnancy, childbirth, or related medical conditions, unless doing so would create an undue hardship. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact [email protected] .

Every day, Guardian helps our 29 million customers realize their dreams through a range of insurance and financial products and services. Our Purpose, to inspire well-being, guides our dedication to the colleagues, consumers, and communities we serve. We know that people count, and we go above and beyond to prepare them for the life they want to live, focusing on their overall well-being — mind, body, and wallet. As one of the largest mutual insurance companies, we put our customers first. Behind every bright future is a GuardianTM. Learn more about Guardian at guardianlife.com .