Manager, Sales & Broker Administration; Hybrid

Overview

Resp & Qualifications
Manage the Sales Compensation and Broker Administration teams responsible for processing internal sales incentives, administering broker contracts and compensation programs, and delivering sales reporting and forecasting analysis. This role ensures accurate and timely execution of compensation and incentive programs, maintains operational excellence, and provides analytical insights to support sales force effectiveness and business decision-making.

Purpose
Manage the Sales Compensation and Broker Administration teams responsible for processing internal sales incentives, administering broker contracts and compensation programs, and delivering sales reporting and forecasting analysis. This role ensures accurate and timely execution of compensation and incentive programs, maintains operational excellence, and provides analytical insights to support sales force effectiveness and business decision-making.

• Team Leadership & Development: Supervise and develop the Sales Compensation and Broker Administration teams, including hiring, onboarding, training, and performance management.
• Performance Management: Set clear performance expectations, provide regular coaching and feedback, and conduct performance reviews.
• Operational Excellence: Foster a collaborative team environment focused on accuracy, timeliness, and customer service.
• Capability Development: Develop team member capabilities through training on systems, processes, regulations, and industry best practices.
• Workload & SLAs: Manage workload distribution, prioritization, and resource allocation to meet deadlines and service level agreements.

• Incentive Strategy: Drive incentive strategy & design annually to ensure alignment with corporate financial plan and strategic priorities.
• Process Improvement: Review processes, eliminate unnecessary work, and drive automation across the incentive management process.
• Issue Resolution: Resolve incentive disputes and inquiries from sales representatives, escalating complex issues as needed.
• Data Integrity: Maintain compensation system data integrity, including sales crediting rules, territory assignments, and quota allocations.
• Plan Changes: Support annual incentive plan changes, including recommending changes, modeling impacts, getting changes approved, testing, and communicating the plans (P4
  
  Ps) for signature.

• Administration: Administer broker commission structures, bonus programs, and incentive campaigns across all product lines.
• Calculation & Timing: Calculate and process and performance-based broker incentives accurately and on schedule.
• Documentation: Maintain broker compensation grids, commission schedules, and incentive program documentation.
• Campaign Tracking: Coordinate bonus/incentive campaigns and track performance against program goals.
• Issue Resolution: Handle broker bonus/incentive inquiries and resolve payment discrepancies in partnership with Sales and Finance teams.
• Regulatory Compliance: Ensure broker compensation practices comply with state regulations and CMS guidelines.

• Contract Processes: Manage broker contracting processes, including agreement execution, amendments, and terminations.
• Templates & Manuals: Maintain broker contract templates and all Broker Manuals (Producer and Administrator guides, eligibility guidelines).

• Reporting: Develop and deliver regular sales performance reports, dashboards, and metrics for leadership and sales teams.
• Ad-hoc Analysis: Create ad-hoc reports and analysis in response to business inquiries and strategic initiatives.
• KPI Monitoring: Monitor key performance indicators related to sales productivity, compensation expense, and broker engagement.
• Dashboards: Create and support dashboard needs across broker administration, sales compensation and broker service.

• Documentation: Document and maintain standard operating procedures for all incentive and broker administration processes.
• Improvements: Identify process inefficiencies and implement improvements and automation to enhance accuracy, speed, and user experience.
• Quality Control: Establish quality control mechanisms to minimize errors and ensure data integrity.
• Systems Projects: Participate in system implementation projects, providing requirements definition, testing, and user acceptance.
• Metrics: Track and report on departmental metrics, service levels, and continuous improvement initiatives.

• Point of Contact: Serve as point of contact for sales leadership, brokers, and internal departments on compensation and administration matters.
• Cross-functional Collaboration: Collaborate with Finance, Human Resources, IT, and Compliance to resolve cross-functional issues.
• Communication: Communicate policy changes, process updates, and system enhancements to affected stakeholders.
• Engagement: Participate in sales meetings and broker events to…