Worksite Head of Distribution

Massachusetts Mutual Life Insurance Co.; Boston (MA); On-site; USD 225,000 - 250,000; Full time

Job summary

MassMutual is seeking a Head of Worksite Distribution in Boston to lead the end-to-end sales and distribution strategy for voluntary insurance and executive disability products. You will drive revenue growth, align field execution with enterprise priorities, and build strong relationships across MassMutual and external distribution channels.

You will oversee talent, performance, succession, and sales enablement, with accountability for current year financial commitments and future growth.

Qualifications

• 15+ years of relevant sales and distribution experience.
• 5+ years of 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 for voluntary insurance and executive disability products.
• Translate financial objectives into annual/multiyear sales plans, channel priorities, and investments.
• Recruit, develop, coach, and lead a high-performing, geographically dispersed sales force.
• Build relationships with financial advisors, brokers, and distribution channels; partner with enterprise stakeholders.
• Represent MassMutual with partners and clients at high-value opportunities and industry events.
• Manage budgets, compensation, productivity, pipeline health, and ROI for sales and distribution.
• Lead with data, provide forecasts and market intelligence to stakeholders, and drive continuous improvement.

Skills

15+ years sales experience

5+ years multi-channel leadership

Travel 50% availability

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 leadership and Distribution teams.
• Focused one‑on‑one meetings with your manager.
• Networking opportunities, including access to Asian, Hispanic/Latinx, African American, women, LGBTQIA+, veteran, and disability‑focused Business Resource Groups.
• Access to learning content on Degreed and other informational platforms.
• Your ethics and integrity will be valued by a company with a strong and stable ethical business, with industry‑leading pay and benefits.

Compensation: $225K-$250K base range plus sales‑based incentive opportunity resulting in a total target cash compensation package of $525K -$650K

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MassMutual is an equal employment opportunity employer. We welcome all persons to apply.

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