Remote Head of Distribution Sales Enablement & AI Strategy

Guardian Life; Santa Fe (NM); Remote; USD 141,000 - 232,000; Full time

Job summary

Guardian Life seeks a Head of Distribution to transform data, market insights, and customer knowledge into actionable sales strategies across Proprietary and Third-Party channels. You will lead CRM capabilities, sales intelligence, and AI-enabled tooling adoption to boost productivity and decision making.

The role oversees dashboards, KPIs, and performance analytics, partnering with data, product, and business teams to drive growth and effective engagement with producers and leaders.

Qualifications

• 10+ years of progressive experience in sales enablement, distribution strategy, CRM, sales analytics, or a related discipline, including leadership responsibility.
• Demonstrated experience building, implementing, or materially 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.
• Proven ability to translate complex enterprise, customer, producer, market, and competitive information into focused sales strategies and actions.
• Strong executive communication, presentation, stakeholder management, and change leadership skills.

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

CRM analytics

Power BI

Excel

AI in CRM

Executive communication

Stakeholder management

Change leadership

Tools

Salesforce

Job description

Guardian Life seeks a Head of Distribution to transform data, market insights, and customer knowledge into actionable sales strategies across Proprietary and Third-Party channels. You will lead CRM capabilities, sales intelligence, and AI-enabled tooling adoption to boost productivity and decision making.

The role oversees dashboards, KPIs, and performance analytics, partnering with data, product, and business teams to drive growth and effective engagement with producers and leaders.