Director, Sales Comp Design and Sales Planning

When you join the team at Unum, you become part of an organization committed to helping you thrive. Benefits here include employee benefits and service solutions that enable employees at client companies to succeed both professionally and personally.

Benefits

• Award-winning culture with inclusion and diversity as a priority
• Performance-based incentive plans
• Competitive benefits package:
  • Health, vision, and dental insurance
  • Short- and long-term disability coverage
  • Generous PTO, including paid time to volunteer
  • Up to 9.5% 401(k) employer contribution
  • Mental health support
  • Career advancement opportunities
  • Student loan repayment options
  • Tuition reimbursement
  • Flexible work environments

All benefits are subject to the terms of their individual plans.

About the role

This position is accountable for providing financial management and business strategies for compensation design and analysis that drives sales activities for Colonial Life’s agents and W2 support positions. Responsibilities include the design, development, implementation, and analysis of compensation and incentive programs for all levels of the independent contractor field sales force and employees who provide sales management and sales support. Additionally, the role involves distribution strategy analysis and recommendations, as well as educating home office employees and independent contractors on how compensation plans support sales strategies.

Responsibilities

• Design, develop, implement, and manage sales compensation plans that align corporate and field sales force objectives (60% of responsibilities)
• Develop and deliver effective sales compensation tools for the sales organization, such as compensation plans, income projection models, and provide training on their use
• Initiate and supervise sales planning and related adjustments for the field force
• Develop and manage cost-effective financing programs to attract and retain successful sales managers
• Own Colonial Life’s sales projection process, driving significant enterprise-wide financial decisions
• Support the AVP of Comp Design, Sales Planning & Analysis, and Head of Sales with distribution strategy, performance management, and related topics
• Provide analytical support and make recommendations for Colonial’s Incentive & Awards programs
• Work with all levels of sales management to evaluate profitable sales opportunities and meet with potential large-producing reps, managers, and brokers
• Negotiate and resolve compensation-related conflicts
• Provide liaison support and guidance to other Colonial Life departments, such as product marketing and broker marketing, that impact or are impacted by sales force compensation
• Lead strategic work associated with compensation and data analysis tied to enterprise initiatives such as Cross Brand Sales (CBS) and Gathr
• Scope of responsibilities impacts:
  • 10,000+ independent career agents with 40+ compensation plans
  • 200+ employee sales management and sales support positions with 10+ compensation plans
  • Annual 1099 compensation of $350M+
  • Annual W2 compensation of $25M+
• Perform other duties as assigned

Requirements

• Proven analysis, problem-solving, and decision-making skills
• Excellent verbal and written communication skills
• Ability to negotiate and interact with all levels of the sales force and home office employees, including senior management
• High level of initiative, flexibility, and desire

Qualifications

• Preferred: In-depth knowledge of the Colonial sales organization and sales compensation programs
• MBA with 5+ years of experience involving financial, business, and sales analysis, or BS/BA in a related field with 10+ years of relevant experience
• High level of experience with financial analysis and cost-benefit analysis
• Familiarity with Colonial’s home office sales support functions
• Familiarity with Colonial’s financial, actuarial, operational, and marketing functions
• Life and health insurance industry experience

Pay

The base salary range for this position is $89,900.00–$169,900.00. Actual pay will be based on skills, geographical location, and experience.

Unum and Colonial Life are part of Unum Group, a Fortune 500 company and leading provider of employee benefits to companies worldwide. Colonial Life is headquartered in Columbia, SC, with over 40 field offices nationwide.