Distribution Sales Enablement Lead: AI & CRM Strategy

Guardian Life; Montpelier (VT); Remote; USD 141,000 - 232,000; Full time

Job summary

Guardian Life seeks a strategic Head of Distribution to drive sales enablement and intelligence across Proprietary and Third-Party channels. You will transform data, market insights, and customer signals into growth strategies and guide AI-enabled tools adoption within CRM ecosystems.

You will lead a team to build dashboards, define KPIs, and partner with data, product, and sales leaders to prioritize producers and opportunities, delivering measurable results.

Qualifications

• 10+ years of progressive experience in sales enablement, distribution strategy, CRM, or related discipline, including leadership.
• Demonstrated experience building, implementing, or expanding CRM capabilities within a sales or distribution organization; Salesforce experience strongly preferred.
• Experience leading teams responsible for sales analytics, performance management, reporting, or sales planning.
• Advanced experience using Power BI and Excel to create dashboards, automate reporting, and translate data into decision‑ready insights.
• Working knowledge of AI-enabled sales capabilities, including practical use of AI features, digital assistants, or bots within CRM and sales workflows.

Responsibilities

• Lead the Distribution sales enablement strategy, translating enterprise data, business priorities, and market insights into actionable growth plans for PO and 3P channels.
• Establish sales planning disciplines, goal-setting methodologies, formulas, and performance measurement frameworks that support consistent execution and accountability.
• Identify and prioritize growth, cross-sell, and relationship-expansion opportunities across business lines.
• Lead the continued buildout, implementation, and integration of CRM capabilities within Distribution, ensuring alignment across sales, product, and business-line workflows.
• Define business requirements and partner with technology and enterprise data teams to configure scalable CRM solutions, data connections, and user experiences.
• Advance the use of AI-enabled capabilities within Salesforce and related sales tools, including selecting and applying appropriate digital assistants or bots to improve seller productivity and decision-making.
• Drive adoption through practical enablement, governance, and change leadership so that tools are consistently embedded in sales routines.
• Responsible for converting centralized data into actionable KPIs, dashboards, scorecards, and sales insights.
• Oversee development of layered and interactive dashboards using Power BI and advanced Excel capabilities, including automation and macros where appropriate.
• Provide internal intelligence on business performance, client and producer activity, pipeline, and opportunity trends, complemented by external market and competitive intelligence.
• Translate complex findings into clear recommendations for sales managers, wholesalers, and distribution leaders.
• Develop producer identification, segmentation, and targeting strategies for PO and 3P channels.
• Determine which producers, firms, and market opportunities sales teams should pursue and articulate the rationale, value proposition, and recommended engagement approach.
• Create tools and insights that support internal prioritization first, then enable more focused and effective external sales engagement.
• Partner closely with Enterprise Data, Technology, Product, and business-line teams to translate enterprise capabilities into practical Distribution solutions.
• Provide Distribution business requirements and subject‑matter expertise for data models while relying on enterprise data teams for core data architecture and engineering.
• Promote data quality, consistent definitions, and responsible use of customer, producer, market, and competitive information.
• Build, develop, and lead a high‑performing sales enablement and intelligence function.
• Develop executive presentations, business reviews, white papers, and strategic recommendations that clearly connect insights to business decisions.
• Champion a data‑driven culture and influence leaders across Distribution to adopt consistent sales practices, tools, and performance measures.

Skills

Sales Enablement

Distribution Strategy

CRM

Sales Analytics

Business Intelligence

Data-driven decisions

Executive communication

Tools

Salesforce

Power BI

Excel

Job description

Guardian Life seeks a strategic Head of Distribution to drive sales enablement and intelligence across Proprietary and Third-Party channels. You will transform data, market insights, and customer signals into growth strategies and guide AI-enabled tools adoption within CRM ecosystems.

You will lead a team to build dashboards, define KPIs, and partner with data, product, and sales leaders to prioritize producers and opportunities, delivering measurable results.