Worksite Head of Distribution

MassMutual • Boston, MA

10d

About The Position

As Head of Worksite Distribution, this leader reports to the Head of Worksite and leads the development, execution, and ongoing progress of the end-to-end sales and distribution strategy for MassMutual’s voluntary insurance and executive disability portfolio. The role drives revenue growth, market-share expansion, product awareness, and client satisfaction by aligning field sales execution with enterprise priorities, building relationships across MassMutual, and expanding external distribution channels.

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

As a member of the Worksite Senior Leadership Team, this individual represents 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 Worksite Distribution organization includes internal and external wholesalers, channel leads, and sales support and enablement professionals. It works across national benefits brokerage firms, third-party enrollment firms, strategic partners, MassMutual General Agency System, independent producers, and other distribution relationships. The team is collaborative, accountable, market-focused, and committed to developing talent, sharing expertise, and improving sales effectiveness.

Requirements

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

Nice To Haves

• Relevant experience preferably within Worksite, voluntary benefits, group insurance, or a related financial-services environment.
• 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.

Responsibilities

• Develop and execute integrated national sales and distribution strategies to 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 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 in point-of-sale opportunities, finalist presentations, renewals, conferences, industry meetings, and other high-value engagements; ensure the organization consistently communicates the Worksite value proposition, product portfolio, capabilities, and strategic priorities.
• Manage sales and distribution financial and operational levers, including expense budgets, sales compensation, productivity, pipeline health, placement, persistency, forecasting, and return on investment.
• Provide timely leading and lagging indicators, forecasts, performance analysis, market intelligence, and actionable recommendations to the Head of Worksite and organizational stakeholders.
• Partner with Product, Underwriting, Operations, Marketing, Finance, Legal, and other teams to align priorities, respond to customer and producer feedback, resolve issues, and advance continuous improvement across the customer, producer, and employee experience.

Benefits

• Industry-leading pay and benefits.
• Competitive annual bonuses and long-term awards.
• Access to learning content on Degreed and other informational platforms.
• Networking opportunities, including access to Asian, Hispanic/Latinx, African American, women, LGBTQIA+, veteran, and disability-focused Business Resource Groups.

What This Job Offers

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