Vice President-Sales & Distribution Management

About the role

Join EMC as Vice President of Sales & Distribution Management and lead the strategy that fuels our growth—advancing our sales culture, strengthening key agency relationships, and delivering sustained, profitable performance across our business.

Essential Functions

• Sets and communicates the strategic vision for SDM and EMC’s Sales culture, in alignment with EMC’s mission, values, brand and long-term business strategy
• Develops, drives and measures a cohesive go-to-market strategy for EMC’s four business units, in close partnership with UW, Marketing and Field leadership
• Develops, drives and measures execution of the sales playbook and key performance criteria for premium growth and distribution optimization
• Establishes and monitors key performance indicators (KPIs) for all functional areas within SDM and Field Sales and holds people accountable for achieving results
• Serves as a key leader in Officer decision-making forums and at the executive level, for enterprise-wide and major transformation initiatives, and innovation projects, contributing to company-wide strategy, resource allocation, and policy development

Key Distribution Partner (KDP) And Industry Relations

• Leads strategy and engagement for EMC’s most critical (KDP) agency relationships
• Develops, drives and measures execution of EMC’s KDP strategy in close collaboration with Underwriting, Marketing and Field leadership
• Cultivates and maintains strategic, two-way, value-driven relationships with key agency partners, industry associations, and external stakeholders
• Anticipates and promptly communicates independent agent trends, market shifts, and competitive dynamics; proactively adjusts departmental strategies to maintain EMC’s leadership position

Agency Data And Business Integration

• Identifies, develops and executes short- and long-term SDM and Field Operations data and reporting needs and solutions
• Supports technology and data transformation initiatives, including DAP, ADM, CRM, and product enhancements
• Partners with FP&A, project business partners, Compliance, and Internal audit to ensure appropriate controls are in place for relevant data protection regulations and industry standards

Agency Compensation And Contracts

• Designs, implements, and maintains competitive agency distribution compensation and incentive plans, including all agency compensation contracts and agreements
• Analyzes compensation expense levels and executes effective agency segmentation strategies

Sales Operations

• Coordinates, executes and communicates Sales initiatives, projects, and meetings with Underwriting, the Field, MarCom and other areas
• Oversees departmental budget, resource allocation, and vendor relationships at a strategic level, ensuring optimal investment and fiscal responsibility
• Supports business reviews with senior leadership, providing data-driven insights, strategic recommendations, and performance updates

One EMC Leadership

• Develops and mentors a high-performing team, fostering a culture of accountability, innovation, and inclusion
• Influences and guides cross-functional teams to ensure seamless execution of strategic priorities and transformation projects
• Establishes oneself as an integral leader of EMC’s new operating model driven by sales, UW, Marketing and the Field

Education & Experience

The education and experience below are required for the job:

• Bachelor’s degree, preferably in business, marketing, finance, or related field, or equivalent relevant experience
• Ten years of progressive leadership experience in insurance sales, distribution, or related experience
• Advanced insurance designations (CPCU, CIC) preferred

Knowledge, Skills & Abilities

• Excellent knowledge of the insurance industry, including agency operations and market trends
• Superior knowledge of sales, marketing, and distribution strategies for profitable growth
• Strong ability to build and nurture effective relationships with agency partners, industry associations, and key stakeholders
• Strong ability to drive organizational change and lead transformation initiatives, fostering innovation and continuous improvement
• Excellent knowledge of company products, services, and philosophies, with the ability to align departmental strategies to enterprise goals
• Excellent verbal and written communication skills, including executive presentations and cross-functional collaboration
• Excellent human relations and leadership skills, with a proven ability to build, develop, and mentor high-performing teams
• Strong financial acumen, including budgeting, resource allocation, and strategic investment oversight
• Ability to manage multiple enterprise-wide initiatives and priorities while ensuring compliance and delivering results

Hiring Salary Range

The hiring salary range for this position will fall within the following range: $187,556 - $256,006