Head of Sales Compensation, Group Benefits

Overview

The Head of Sales Compensation is responsible for the strategic oversight, administration, and management of all sales compensation programs, policies and processes for Group Benefits brokers and distribution personnel.

Reporting to the Head of Distribution Compensation and Planning, this leader will ensure that incentive programs drive performance, align with company objectives, and attract, motivate, and retain top sales talent. They will ensure compensation programs are administered with accuracy, timeliness and efficiency with proper documentation and audit controls in place.

This leader will have the expertise to combine strategic, analytical, big picture thinking to drive detailed, operational excellence. Collaborating closely with executive leadership, HR, legal, finance, and distribution operations, the Head of Sales Compensation will provide expertise in compensation reporting, audit, communication, issue resolution, process improvement and policy governance.

Successful candidate will be data-driven, have a proven track record of strategically scaling operational processes, possess a broad understanding of sales incentive plans and broker commissions, preferably within the Group Benefits industry. This person must be a hands-on leader that embraces and drives change to foster a culture of high productivity and efficiency across the distribution compensation team. For the right candidate, this role will offer great visibility and opportunities for future career progression.

You Will :

Lead and manage the implementation of comprehensive distribution compensation plans that align with organizational goals and drive high performance.

Facilitate sales compensation discussions with business partners and executive stakeholders to help reach consensus, develop POVs, inform policies, influence decision making and ensure incentive programs remain competitive and effective.

Effectively monitor, analyze, and report on compensation payments, issues and program effectiveness, using data-driven insights to recommend adjustments as needed.

Oversee administration and communication of all compensation policies, guidelines and frameworks, ensuring compliance with legal and regulatory requirements.

Set priorities for the team and optimizes resources to align with business objectives and strategic efforts.

Lead development of scalable and sustainable business tools to enhance compensation administration efforts.

Collaborate with operations, HR, product, sales, legal, and finance teams to ensure seamless plan rollouts, accurate payments, and ongoing education for sales and client management teams.

Participate in regular market analysis and industry benchmarking studies to ensure compensation offerings are externally competitive and internally equitable.

Develop and implement policies, governance frameworks and audit processes to maintain integrity and transparency in all compensation practices and outcomes.

Build and maintain strong partnerships proactively across Group Benefits Distribution leadership including sales, operations, finance, and legal by fostering open dialogue, effective collaboration and providing solutions to issues in real time in alignment with Group compensation policies and administration.

Track and memorialize key compensation decisions by maintaining proper documentation in partnership with compensation strategy team regarding policies, exceptions, agreements, rules and decisions and ensure compliance at all levels.

Support the Head of Group Benefits Distribution Compensation & Planning on specific projects and ad-hoc activities as required.

You Have : Essential Skills :

Strategic Thinking : Ability to translate business objectives into effective compensation strategies and processes that drive results and efficiency.

Analytical Acumen : Advanced skills in data analysis, modeling, and interpreting complex metrics to inform decision-making.

Communication : Exceptional written, verbal communication abilities to present complex concepts and influence stakeholders

Influence : Ability to cast a broad span of influence within and beyond their own area of responsibility.

Cross-Functional Collaboration : Proven capability to partner with diverse teams and align interests across a matrixed organization.

Self-starter : Ability to partner across all business levels to recommend and implement solutions.

Change Management : Expertise in leading organizational change initiatives related to compensation program design and rollout.

Qualifications & Experience :

Bachelor’s degree and 10+ years of experience in sales compensation, broker commissions, sales incentives, or related fields, with at least 5 years in a functional leadership role. Relevant Group Benefits / Insurance industry experience preferred.

Deep expertise in overseeing commissions / incentives administration with proven track record of leading large payouts across multiple complex programs with accuracy and timeliness.

Deep knowledge of sales compensation programs, drivers, and performance metrics.

Demonstrated ability to lead timely issue resolutions, through escalation, cross-functional collaboration and proactive communication.

Strategic mindset with the ability to translate business needs into real-time solutions.

Advanced Excel analysis skills with strong presentation / PowerPoint skills with the ability to build audience-specific presentations and present them in a clear, concise and effective way to stakeholders and senior leadership. Experience using compensation platforms using Varicent, Xactly or other similar technology.

Ability to manage conflicting priorities and drive initiatives in a fast-paced, cross-functional, matrix environment. Ability to adjust on the fly to new demands and act with a sense of urgency.

Self-starter with the ability to partner across business levels to recommend and deliver solutions. Must possess a “can do” attitude.

Strong project management and planning skills including the ability to lead, plan, organize and resource complex assignments.

Proven ability to adapt to and lead through change quickly and easily and operate effectively through ambiguity.

Location and Work Arrangement :

The work arrangement for this position will be hybrid (3+ days per week in a local Guardian Office).

Preferred locations include : Atlanta, GA; Bethlehem, PA; Boston, MA; Chicago, IL; Holmdel, NJ; New York, NY; Plano, TX; and Stamford, CT.

Salary Range :

$107,920.00 - $177,295.00

The salary range reflected above is a good faith estimate of base pay for the primary location of the position. The salary for this position ultimately will be determined based on the education, experience, knowledge, and abilities of the successful candidate. In addition to salary, this role may also be eligible for annual, sales, or other incentive compensation.

Our Promise

At Guardian, you’ll have the support and flexibility to achieve your professional and personal goals. Through skill-building, leadership development and philanthropic opportunities, we provide opportunities to build communities and grow your career, surrounded by diverse colleagues with high ethical standards.

Inspire Well-Being

As part of Guardian’s Purpose – to inspire well-being – we are committed to offering contemporary, supportive, flexible, and inclusive benefits and resources to our colleagues. Explore our company benefits at www.guardianlife.com / careers / corporate / benefits. Benefits apply to full-time eligible employees. Interns are not eligible for most Company benefits.

Equal Employment Opportunity

Guardian is an equal opportunity employer. All qualified applicants will be considered for employment without regard to age, race, color, creed, religion, sex, affectional or sexual orientation, national origin, ancestry, marital status, disability, military or veteran status, or any other classification protected by applicable law.

Accommodations

Guardian is committed to providing access, equal opportunity and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. Guardian also provides reasonable accommodations to qualified job applicants (and employees) to accommodate the individual\'s known limitations related to pregnancy, childbirth, or related medical conditions, unless doing so would create an undue hardship. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and / or to receive other benefits and privileges of employment, please contact applicant_accommodation@glic.com.

Current Guardian Colleagues

Please apply through the internal Jobs Hub in Workday.

Every day, Guardian helps our 29 million customers realize their dreams through a range of insurance and financial products and services. Our Purpose, to inspire well-being, guides our dedication to the colleagues, consumers, and communities we serve. We know that people count, and we go above and beyond to prepare them for the life they want to live, focusing on their overall well-being — mind, body, and wallet. As one of the largest mutual insurance companies, we put our customers first. Behind every bright future is a GuardianTM. Learn more about Guardian at guardianlife.com.

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