Head of Distribution Sales Enablement

Guardian Life Insurance

3d • $141,250 - $232,045

About The Position

The Head of Distribution Sales Enablement transforms enterprise data, market and competitive intelligence, and customer insights into actionable sales strategies to accelerate distribution growth across Proprietary (PO) and Third-Party (3P) channels. The role leads the continued buildout and integration of Distribution CRM capabilities, advances sales intelligence and performance measurement, and equips leaders and sales teams to prioritize producers and opportunities and engage them effectively. The role also drives responsible adoption of AI-enabled tools within the sales ecosystem to improve targeting, productivity, and decision-making.

The leader builds and develops a high-performing sales enablement and intelligence function, establishes sales planning and performance measurement disciplines, and partners with Enterprise Data, Technology, Product, and business-line teams. The position translates centralized and external intelligence into KPIs, dashboards, scorecards, recommendations, and strategic communications for distribution leaders and sales teams.

Requirements

• 10+ years of progressive experience in sales enablement, distribution strategy, CRM, sales analytics, business intelligence, or a related discipline, including leadership responsibility.
• Demonstrated experience building, implementing, or materially expanding CRM capabilities within a sales or distribution organization.
• 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.
• 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.

Nice To Haves

• Salesforce experience.
• Experience in financial services, insurance, wealth management, or a similarly regulated and distribution-intensive industry.
• Experience in insurance business lines, specifically annuities, life insurance, executive benefits, and disability insurance.
• Experience partnering with enterprise data and technology teams on data models, integrations, governance, and scalable analytics solutions.
• Knowledge of both proprietary and third-party distribution models.

Responsibilities

• Lead Distribution sales enablement strategy, translating enterprise data, business priorities, and market insights into growth plans for PO and 3P channels.
• Establish sales planning disciplines, goal-setting methodologies, formulas, and performance measurement frameworks.
• 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, aligned with 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 AI-enabled capabilities within Salesforce and related sales tools, including appropriate digital assistants or bots that improve seller productivity and decision-making.
• Drive tool adoption through practical enablement, governance, and change leadership.
• Convert centralized data into actionable KPIs, dashboards, scorecards, and sales insights.
• Oversee layered and interactive dashboards using Power BI and advanced Excel, including automation and macros where appropriate.
• Provide intelligence on business performance, client and producer activity, pipeline, and opportunity trends, supplemented by external market and competitive intelligence.
• Translate complex findings into 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 and focused external sales engagement.
• Partner 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, 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 connect insights to business decisions.
• Champion a data-driven culture and influence Distribution leaders to adopt consistent sales practices, tools, and performance measures.

Benefits

• Contemporary, supportive, flexible, and inclusive benefits and resources for full-time eligible employees.
• Skill-building and leadership development opportunities.
• Philanthropic opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed