Worksite Head of Distribution

Overview

A career with us means you’ll work alongside exceptional people and be empowered to reach your professional and personal goals. Our employees are at the foundation of what enables MassMutual to deliver on our purpose to help people secure their futures and protect the ones they love.

We embrace the idea that we all are stronger and better through our support for one another. We strive to create a culture where employees feel valued and are celebrated for who they are.

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 will accept applications on an ongoing basis until such time as a candidate has been offered employment. The job description includes the main duties of this position, which may evolve over time. You may be required to perform other duties not listed.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.

Award-Winning Culture

MassMutual is guided by a single purpose: We help people secure their future and protect the ones they love. As a company operated for the benefit of our members and participating policyowners, we are defined by mutuality and our vision to provide financial well-being for all Americans. It’s more than our company structure — it’s our way of life. We are a company of people protecting people. Our company exists because people are willing to share risk and resources and rely on each other when it counts.

We strive to build a thriving community where everyone is valued, included, and feels that they belong.

At MassMutual, we Live Mutual.

How We Work

MassMutual’s flexible workplace approach combines the importance of connecting in person and the flexibility of working remotely. Our hybrid model puts collaboration first with employees coming in at least three days per week to our spectacular campus settings and also enjoying the flexibility of remote Fridays, company-wide remote weeks, and a bank of flexible remote weeks to use throughout the year.

Benefits for the whole you (and your loved ones)

There’s more to your life than your job and there’s more to your aspirations than a paycheck. We take a holistic view of compensation and benefits that provides the flexibility to create a healthy balance in your life for work, family, and community. We offer the benefits you’d expect, like medical, dental, 401(k), and generous vacation time, but we also offer ones you might not expect, like three paid days for volunteering, a $1,250 annual Well-Being Wallet, and up to 320 hours of caregiver leave.

Explore some of our offerings below.

Paid Time Off

• In addition to generous vacation time, paid holidays, and flexible holidays, MassMutual offers 'take care' time to care for yourself or someone you love—whether for physical illness or mental health.

Health & Well-Being

In addition to top-line medical and dental coverage, personalized mental health solutions, on-site and virtual health coaching, and much more, MassMutual reimburses employees up to $1,250 per year for eligible expenses supporting mental, physical, and financial well-being.

Financial Well-Being

In addition to competitive salaries and bonuses, educational assistance programs, and much more, MassMutual offers up to a 10% total 401(k) benefit, consisting of a 5% company match and a 5% annual contribution.

Taking Care

MassMutual offers generous maternity and parental leaves, as well as bereavement leave to mourn the loss of a loved one (and the employee defines 'loved one'). In addition, we offer up to 320 hours of caregiver leave to help employees support loved ones in times of need.

Giving Back

MassMutual offers three paid days for employees to volunteer with eligible nonprofits of their choice, and the MassMutual Foundation matches employee donation dollars to eligible nonprofit organizations up to $5,000 annually.

Commuter Benefits

MassMutual offers a Qualified Commuter Program through which eligible employees can pay qualified workplace commuting expenses with before-tax dollars, as well as a commuter wallet option for employees based at Boston and NYC campuses.