Head of Distribution Sales Enablement

• Head of Distribution
• Sales Enablement

Distribution Strategy | Sales Intelligence | CRM & AI Enablement

Position Summary

The Head of Distribution Sales Enablement transforms enterprise data, market and competitive intelligence, and customer insights into actionable sales strategies that accelerate distribution growth across Proprietary (PO) and Third-Party (3P) channels. The role leads the continued buildout and integration of CRM capabilities within Distribution, advances sales intelligence and performance measurement, and equips leaders and sales teams with clear guidance on which producers and opportunities to prioritize, why they matter, and how to engage them effectively. This leader also drives responsible adoption of AI-enabled tools within the sales ecosystem to improve targeting, productivity, and decision-making.

Key Responsibilities

Sales Enablement Strategy & Planning

· Lead the Distribution sales enablement strategy, translating enterprise data, business priorities, and market insights into actionable growth plans for PO and 3P channels.

· Establish sales planning disciplines, goal-setting methodologies, formulas, and performance measurement frameworks that support consistent execution and accountability.

· Identify and prioritize growth, cross-sell, and relationship-expansion opportunities across business lines.

CRM, Technology & AI Enablement

· Lead the continued buildout, implementation, and integration of CRM capabilities within Distribution, ensuring alignment across sales, product, and business-line workflows.

· Define business requirements and partner with technology and enterprise data teams to configure scalable CRM solutions, data connections, and user experiences.

· Advance the use of AI-enabled capabilities within Salesforce and related sales tools, including selecting and applying appropriate digital assistants or bots to improve seller productivity and decision-making.

· Drive adoption through practical enablement, governance, and change leadership so that tools are consistently embedded in sales routines.

Sales Intelligence, Analytics & Reporting

· Responsible for converting centralized data into actionable KPIs, dashboards, scorecards, and sales insights.

· Oversee development of layered and interactive dashboards using Power BI and advanced Excel capabilities, including automation and macros where appropriate.

· Provide internal intelligence on business performance, client and producer activity, pipeline, and opportunity trends, complemented by external market and competitive intelligence.

· Translate complex findings into clear recommendations for sales managers, wholesalers, and distribution leaders.

Producer Targeting & Opportunity Prioritization

· Develop producer identification, segmentation, and targeting strategies for PO and 3P channels.

· Determine which producers, firms, and market opportunities sales teams should pursue and articulate the rationale, value proposition, and recommended engagement approach.

· Create tools and insights that support internal prioritization first, then enable more focused and effective external sales engagement.

Enterprise Partnership & Data Stewardship

· Partner closely with Enterprise Data, Technology, Product, and business-line teams to translate enterprise capabilities into practical Distribution solutions.

· Provide Distribution business requirements and subject-matter expertise for data models while relying on enterprise data teams for core data architecture and engineering.

· Promote data quality, consistent definitions, and responsible use of customer, producer, market, and competitive information.

Leadership & Executive Communication

· Build, develop, and lead a high-performing sales enablement and intelligence function.

· Develop executive presentations, business reviews, white papers, and strategic recommendations that clearly connect insights to business decisions.

· Champion a data-driven culture and influence leaders across Distribution to adopt consistent sales practices, tools, and performance measures.

Qualifications

Required

· 10+ years of progressive experience in sales enablement, distribution strategy, CRM, sales analytics, business intelligence, or a related discipline, including leadership responsibility.

· Demonstrated experience building, implementing, or materially expanding CRM capabilities within a sales or distribution organization; Salesforce experience strongly preferred.

· Experience leading teams responsible for sales analytics, performance management, reporting, or sales planning.

· Advanced experience using Power BI and Excel to create dashboards, automate reporting, and translate data into decision-ready insights.

· Working knowledge of AI-enabled sales capabilities, including practical use of AI features, digital assistants, or bots within CRM and sales workflows.

· Proven ability to translate complex enterprise, customer, producer, market, and competitive information into focused sales strategies and actions.

· Strong executive communication, presentation, stakeholder management, and change leadership skills.

Preferred

· Experience in financial services, insurance, wealth management, or a similarly regulated and distribution-intensive industry.

· Experience in insurance business lines, specifically annuities, life insurance, executive benefits and disability insurance

· Experience partnering with enterprise data and technology teams on data models, integrations, governance, and scalable analytics solutions.

· Knowledge of both proprietary and third-party distribution models.

Salary Range:

$141,250.00 - $232,045.00

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 MyHR@glic.com . Please note: this resource is for accommodation requests only. For all other inquires related to your application and careers at Guardian, refer to the Guardian Careers site.

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