Head of Distribution Economics

This is a fully remote position, open to applicants in New York, +1 more state.

📋 Description

• Develop and oversee Guardian’s comprehensive strategy for Distribution expenses and partner investments.

• Take charge of the Sales Planning Process and the Distribution Compensation Strategy.

• Implement compensation and planning operations while managing overall Distribution expense spending.

• Assess the allocation of Distribution investment funds, ensuring they are governed, measured, reallocated, redesigned, or phased out as necessary.

• Provide strategic leadership for Total Distribution Expense management across Group Benefits.

• Manage the portfolio of Distribution investments, including trade-offs, prioritization, investment proposals, economic guidelines, and recommendations for renewal, redesign, and discontinuation.

• Establish governance for significant Distribution investment decisions.

• Analyze strategic partner fee programs, BenAdmin administrative fee programs, enrollment firms, and broker platforms.

• Integrate Finance compensation analytics with partnership management, pricing, funding, profitability, persistency, and market-access economics.

• Create accountability through scorecards and reallocate underperforming expenditures towards higher-value opportunities.

• Develop economic models, conduct scenario analyses, and create ROI frameworks.

• Provide executive recommendations and facilitate discussions with leadership regarding funding trade-offs and investment priorities.

• Oversee the Compensation Operations sub-function, which includes designing, implementing, calculating, administering compensation plans, sales credit, commission and override payments, ensuring compliance and payment integrity.

• Foster relationships across Distribution, Finance, Pricing, Legal, and Partnership Management.

• Lead, recruit, develop, and manage the Distribution Economics team.

• Ensure compliance with legal, regulatory, market, and corporate policy standards.

⛳️ Requirements

• A Bachelor's degree in finance, economics, business, or a related discipline is mandatory.

• An MBA or advanced degree in a relevant field is highly preferred.

• A minimum of 10 years of progressively responsible experience in distribution economics, financial planning and analysis, corporate strategy, portfolio or investment management, or sales and distribution compensation is required.

• Familiarity with external broker, general agency, and partner fee structures is necessary.

• Experience in enterprise investment strategy and portfolio management is essential.

• Strong financial acumen and economic modeling capabilities, including ROI, profitability, persistency, pricing, and scenario modeling.

• Proven ability in executive governance and decision-making leadership.

• Demonstrated ability to influence across functions in a large, matrixed organization.

• Capability to transform data, analytics, and diverse data sources into strategic insights and clear executive recommendations.

• In-depth knowledge of compensation practices, commission and override structures, and supplemental compensation programs.

• Experience in leading or overseeing compensation operations, administration, and ensuring payment integrity.

• Experience in the Group Benefits or insurance sector is strongly preferred.

• Excellent communication skills.

• Strong project management and planning abilities.

• Advanced skills in Excel and financial modeling.

• Proficiency in PowerPoint and the ability to create audience-specific, decision-ready presentations.

• Sound judgment and courage to recommend redesigning, reallocating, or discontinuing expenditures when economic conditions do not support them.

• Ability to navigate ambiguity and formulate actionable plans.

• Must be legally authorized to work in the United States without current or future employer sponsorship.

🏝️ Benefits

• Support and flexibility to help achieve both professional and personal objectives.

• Opportunities for skill development.

• Leadership growth initiatives.

• Charitable engagement opportunities.

• Modern, supportive, adaptable, and inclusive benefits and resources.

• Employee benefits for full-time eligible workers.