Head of Workplace Solutions, Participant Sales

The Vanguard Group; Malvern (Chester County); On-site; USD 150,000 - 250,000; Full time

Job summary

A leading company in financial services is seeking a Head of Workplace Solutions for Participant Sales based in Malvern, PA. This pivotal role involves overseeing participant sales strategies, building teams, and enhancing client education in a hybrid work environment. The ideal candidate should possess extensive sales leadership experience and expertise in the defined contribution ecosystem to drive growth and compliance.

Qualifications

• Minimum 12 years of sales leadership experience.
• Experience building new capabilities within Financial Services.
• Expertise in participant-focused strategies in retirement.

Responsibilities

• Lead and develop participant outcall teams and strategies.
• Design sales campaigns and implement training programs.
• Collaborate with Personal Investor Sales Team for infrastructure.

Skills

Sales leadership

Strategic planning

Client relationship management

Incentive system design

Market expertise

Job description

Head of Workplace Solutions, Participant Sales

Locations: Malvern, PA; Scottsdale, AZ; Charlotte, NC; Dallas/Ft. Worth, TX

Posted: 3 Days Ago

At Vanguard, our core purpose is to take a stand for all investors, treat them fairly, and give them the best chance for investment success. We put our investors first in all we do, and because of it, our clients have entrusted $10.1 trillion of their hard-earned savings to us.

Key priority for Vanguard’s Workplace Solutions is to expand our relationships with participants to deliver more value and provide more insights to our employer/plan sponsor clients about their participants' financial needs. We seek an experienced leader in distribution, education, and service to establish a vision and strategy for our participant sales and education functions, bringing Vanguard’s suite of products to participants during key life and compensation moments. The role involves building sales teams and evolving education and advisory functions to add value.

As the Head of Workplace Solutions, Participant Sales, you will lead the Participant outcall teams and develop strategies for inbound participant sales through various channels. Responsibilities include designing and testing sales campaigns, implementing sales training within the Contact Center, and working with leaders on call coaching. Experience in designing sales incentive systems in partnership with Compliance is essential. You will also collaborate with Vanguard’s Personal Investor Sales Team to establish sales enablement infrastructure, including book design for financial consultants, shared CRM technology, and compliance oversight. Additionally, you will lead and evolve our participant education and advice teams.

What it Takes

• Hire, evaluate, and supervise team members, providing guidance and training to develop their skills. Set performance standards, review performance, and make compensation decisions following HR policies.
• Develop and implement strategies for inbound/outbound participant sales to drive growth.
• Partner with compliance to ensure incentive system design adheres to regulatory requirements and establish oversight across divisions.
• Lead strategic planning to enhance participant education with needs-based consultative selling, managing client concierge roles, education meetings, and service agreements.
• Improve the participant sales model based on market expertise, competition, and best practices, sharing extensive knowledge to meet divisional goals.
• Develop tools to support book management, data collection on client satisfaction, and integrate new technology to enhance client experiences.
• Design and test targeted sales activities and campaigns to drive inbound participant sales efforts.
• Create and implement sales training programs leveraging deep technical knowledge of financial planning and client relationship management.
• Participate in special projects and perform other duties as assigned.

Qualifications

• Minimum 12 years of sales leadership experience with deep knowledge of the defined contribution ecosystem.
• Experience building new capabilities and developing direct-to-consumer sales strategies within Financial Services.
• Proven success in scaling sales enablement infrastructure.
• Expertise in participant-focused strategies within the retirement/defined contribution space.
• Strategic operational skills to influence product development, customer experience, and marketing efforts.

Special Factors

• Leader-of-Leader experience preferred.
• Knowledge of financial regulations and compliance is a plus.
• Background in retirement/financial education or training is advantageous.

Sponsorship

Vanguard is not offering visa sponsorship for this position.

About Vanguard

At Vanguard, we are on a mission to support the long-term financial wellbeing of our clients through innovative products and services, inspiring us to be our best. Our hybrid working model combines flexibility with in-person collaboration to support our culture and client outcomes.