Worksite Head of Distribution

Massachusetts Mutual Life Insurance; Boston (MA); On-site; USD 260,000 - 360,000; Full time

Job summary

MassMutual invites applications for Head of Worksite Distribution to lead the end-to-end sales and distribution strategy for voluntary insurance and executive disability portfolios. This executive will drive revenue growth, market-share expansion, and client satisfaction by aligning field execution with enterprise priorities.

The role oversees talent, performance, succession, enablement, design of territories, channel strategy, and compensation.

Qualifications

• 15+ years of relevant sales and distribution experience.
• 5+ years leading multi-channel distribution and geographically dispersed teams.
• Ability to travel at least 50% of time including MassMutual headquarters.

Responsibilities

• Develop and execute integrated national sales and distribution strategies to achieve sales and market-share goals.
• Translate financial objectives into annual and multi-year sales plans, channel priorities, and capacity models.
• Recruit, develop, motivate, retain, and lead a high-performing, geographically dispersed sales and distribution organization.
• Build and deepen relationships with MassMutual financial advisors, brokers, independent producers, and partners.
• Represent MassMutual with distribution partners and clients in high-value engagements and renewals.
• Manage the financial and operational levers of sales and distribution including budgets, compensation, forecasting, and ROI.
• Lead with data by providing timely indicators, forecasts, and actionable recommendations.

Skills

Leadership

Strategic thinking

Negotiation

Analytical

Presentation skills

Education

Bachelor's degree

Job description

The Opportunity

As Head of Worksite Distribution, you will report to the Head of Worksite and lead the development, execution, and ongoing progress of the end-to-end sales and distribution strategy for MassMutual's voluntary insurance and executive disability portfolio. This role drives revenue growth, market-share expansion, product awareness, and client satisfaction by aligning field sales execution with enterprise priorities, building productive relationships across MassMutual and expanding external distribution channels.

This leader provides strategic and operational oversight for the sales organization, including talent acquisition, development, performance management, succession planning, sales enablement, territory design, channel strategy, partner engagement, and sales compensation. The role establishes clear plans, operating excellence, and accountability to deliver current year financial commitments while building sustainable future growth.

As a member of the Worksite Senior Leadership Team, this individual serves as the voice for all of sales and distribution, provides data-driven performance insights and market intelligence, influences cross-functional priorities, and advances continuous improvement across the customer, producer, and employee experience.

The Team

The Worksite Distribution organization includes internal and external wholesalers, channel leads and sales support and enablement professionals. The team works across national benefits brokerage firms, third-party enrollment firms, strategic partners, MassMutual General Agency System, independent producers, and other distribution relationships. The culture is collaborative, accountable, market-focused, and committed to developing talent, sharing expertise, and continuously improving sales effectivenes.

The Impact

• Develop and execute integrated national sales and distribution strategies that achieve voluntary insurance and executive disability sales, revenue and market-share goals.
• Translate current and future financial objectives into annual and multiyear sales plans, channel priorities, territory and capacity models, operating metrics, and recommended investments.
• Recruit, develop, motivate, retain, and lead a high-performing, geographically dispersed sales and distribution organization; establish clear business plans, performance expectations, coaching routines, succession plans, and targeted training in products, processes, and consultative sales practices.
• Build and deepen relationships with MassMutual financial advisors and brokers, independent producers, strategic partners, and other distribution channels in coordination with enterprise stakeholders.
• Represent MassMutual with distribution partners and clients in point-of-sale opportunities, finalist presentations, renewals, conferences, industry meetings, and other high-value engagements; ensure the organization consistently articulates the Worksite value proposition, product portfolio, capabilities, and strategic priorities.
• Manage the financial and operational levers of sales and distribution, including expense budgets, sales compensation, productivity, pipeline health, placement, persistency, forecasting, and return on investment.
• Lead with data by providing timely leading and lagging indicators, forecasts, performance analysis, market intelligence, and actionable recommendations to the Head of Worksite and stakeholders across the organization.
• Partner across Product, Underwriting, Operations, Marketing, Finance, Legal, and other teams to align priorities, address customer and producer feedback, resolve key issues, and advance continuous improvement across the customer, producer, and employee experience.

The Minimum Qualifications

• 15+ years of relevant sales and distribution experience, preferably within Worksite, voluntary benefits, group insurance, or a related financial-services environment.
• 5+ years of experience leading multi-channel distribution and geographically dispersed teams.
• Ability to travel at least 50% of time including MassMutual headquarters

The Ideal Qualifications

• Bachelor's degree.
• Deep knowledge of voluntary benefits and executive disability products, distribution models, major brokerage firms, third-party enrollment firms, and producer channels.
• Experience leading internal and external wholesaling, channel management, and sales support or enablement functions.
• Established credibility and spheres of influence across the employee benefits market.
• Strong strategic thinking, financial acumen, negotiation, analytical, communication, presentation, organizational, and project management skills.
• Executive presence and experience representing an organization with major accounts, distribution partners, and industry groups.
• Demonstrated success leading change, continuous improvement, and collaboration across a matrixed organization.

What to Expect as Part of MassMutual and the Team

• Regular meetings with the Worksite leader