Worksite Head of Distribution

MassMutual; United States; Remote; USD 180,000 - 320,000; Full time

Job summary

MassMutual seeks a strategic Head of Worksite Distribution to lead the end-to-end sales and distribution strategy for voluntary insurance and executive disability products. You will align field sales with enterprise priorities, build relationships across the organization, and expand external channels to drive revenue growth and market share.

As a member of the Worksite Senior Leadership Team, you will oversee talent, coaching, succession planning, and performance management; lead

Qualifications

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

Responsibilities

• Develop and execute integrated national sales and distribution strategies to achieve voluntary insurance and executive disability sales, revenue and market-share goals.
• Translate financial objectives into annual and multi-year sales plans, channel priorities, territory models, and operating metrics.
• Recruit, develop, motivate, retain, and lead a high-performing, geographically dispersed sales and distribution organization with clear plans and coaching routines.
• Build and deepen relationships with MassMutual financial advisors, brokers, independent producers, and strategic partners.
• Represent MassMutual with distribution partners and clients at high-value events and opportunities; articulate the Worksite value proposition and priorities.
• Manage budgets, sales compensation, productivity, pipeline health, placement, persistency, forecasting, and ROI.
• Lead with data by providing timely indicators, forecasts, market intelligence, and actionable recommendations.
• Partner with Product, Underwriting, Operations, Marketing, Finance, Legal, and other teams to align priorities and drive continuous improvement across customer, producer, and employee experience.

Skills

Sales leadership

Channel management

Strategic planning

Financial acumen

Executive presence

Negotiation

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