Are you a highly motivated and analytical individual with a passion for driving sales performance? Are you looking for an opportunity to utilize your strategic thinking and leadership skills to shape the sales compensation and planning strategy of a leading Group Benefits company? If so, Guardian is seeking a Compensation Strategy and Sales Planning Lead to join our team.

We are Guardian’s Group Benefits Sales Compensation and Planning team. We are seeking an experienced compensation strategy and sales planning leader to join our team as the Compensation Strategy and Sales Planning Lead . The right candidate will be strategic, analytical, self-motivated and results driven.

Reporting to the Head of Distribution Compensation and Planning, you will develop strategic compensation plan designs and lead end-to-end annual sales planning for Distribution, aligning with business objectives while driving behaviors and growth for optimized sales performance. You will develop the blueprint for Group’s annual sales planning process and ensure key stakeholders in Sales, Finance, Data/Analytics, Legal and Product are aligned for execution.

The successful candidate will be data-driven, have a proven track record of scaling sales planning processes, possess a broad understanding of sales incentive plans and broker compensation within the Group Insurance industry. You have the ability to combine strategic, analytical, big-picture thinking to drive detailed, operational excellence. This person must be a hands-on leader that embraces and drives change to ensure productivity and efficiency across our Group organization. For the right candidate, this role will offer great visibility and opportunities for future career progression.

You Will:

• Develop annual sales incentive plans and broker compensation programs in partnership with sales, motivating our distribution and brokers to achieve/exceed their sales and retention goals while ensuring alignment across business objectives.

• Lead annual sales planning process in partnership with sales and finance to ensure successful execution of all planning activities - including structuring sales territories across geographies, headcount deployment, capacity planning and broker assignments/adjustments.

• Partner with field leadership and field enablement to develop communication, distribution, and enablement of sales plans, incentive plans and broker compensation programs ensuring timely distribution of sales goals and compensation programs.

• Collaborate with data analytics team to lead the analysis of sales compensation programs, conduct cost/benefit analysis, model out incentive impacts and provide regular forecasts on sales results and compensation, providing actionable intelligence for continuous refinement of our compensation strategy, plans and philosophy.

• Take the lead on memorializing and tracking key compensation and sales planning decisions by maintaining proper documentation in partnership with compensation operations teams regarding policies, exceptions, agreements, rules and decisions; help enforce compliance at all levels.

• Build and maintain strong partnerships proactively across 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. 

• Drive compensation strategy forward by acting as a consultant for field including sales reps, client managers and field leaders providing insights and guidance leveraging data to influence compensation business cases and decisions that deliver growth in desired areas of business outcomes.

• Conduct competitive market analysis to benchmark against Guardian compensation plans and keep leadership informed of best practices and market trends.

• Build sustainable systems and tools to support sales planning and compensation design efforts.

• Support Head of Distribution Compensation and Planning on specific projects and ad-hoc activities as required.

You Have:

• Bachelor’s degree and relevant Group Benefits/Insurance industry experience.

• 5+ years’ experience of strategy, planning and analytics. Prior experience in a fast-paced environment managing competing priorities is highly preferred.

• In-depth understanding of sales planning and sales compensation strategies and processes. Advanced understanding of sales incentive programs, what drives sales behavior and how to motivate sales teams. Familiarity with all aspects of sales planning and execution.

• Superior presentation skills with ability to translate complex concepts and speak to them in a clear, concise and effective way to stakeholders and senior leadership.

• Consistent track record of partnering with distribution leaders and executives to deliver strategic priorities and business outcomes.

• Advanced Excel analysis skills with strong PowerPoint skills with the ability to build audience-specific presentations.

• Demonstrated proficiency in cross-functional collaboration and ability to influence and get things done across functional domains.

• Ability to manage multiple concurrent projects and drive initiatives in a cross-functional environment. Ability to adjust on the fly to new demands with a sense of urgency.

• Excellent interpersonal, collaboration, negotiation, and influencing skills.

• Effective leadership qualities and skills, with the ability to express and rationalize ideas and concepts.

• Exceptional analytical, problem solving and decision-making skills, with an eye for detail and accuracy.

• Self-starter with the ability to partner across business levels to recommend and deliver solutions. Must possess “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 & Travel:

• Preferred locations include: Atlanta, GA; Boston, MA; Bethlehem, PA; New York, NY; and Holmdel, NJ.

• Work arrangement will be hybrid: 2 Days a week in any Guardian office and 3 days working remotely.

• Up to 10% travel with this position.

Salary Range

$82,660.00 - $135,805.00

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.

Health Care

• Choice of [high deductible/copay] medical plans* with prescription drugs, including coverage for fertility and transgender inclusive benefits

• Dental plan

• Vision plan

• Health care accounts – flexible spending, health reimbursement, and health savings accounts

• Critical illness insurance

Life and Disability Insurance

• Company-paid Life and Disability insurance plus voluntary supplemental coverage

• Accident insurance

Retirement and Financial

• 401(k) retirement plan with a company match, plus an annual age/service-based Company contribution and an annual profit-sharing contribution, if applicable

• Complimentary 1:1 financial guidance with a licensed Fidelity representative

Time Off and Remote Work

• Flexible work arrangements (part in-person/part remote)

• Unlimited paid time off for most roles plus time off for volunteering, jury duty, voting, and bereavement

• Personal holidays for colleagues to use in recognition of religious, cultural, or civic days

• Paid parental leave and paid family and medical leave policies

Emotional Well-being and Work-Life

• Emotional well-being, mental health, and work/life resources powered by Spring Health

• Wellness programs, including fitness program and equipment reimbursement

• Child, adult, and elder back-up care support through Bright Horizons

• Adoption assistance

• College planning

• Tuition reimbursement

• Student loan assistance

• Commuter benefits in select metropolitan areas

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 .

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 .