Head of Presales and Compensation

MassMutual   •  

Enfield, CT

Industry: Accounting, Finance & Insurance


11 - 15 years

Posted 33 days ago



  • Lead team which manages all sales support functions RFP team and new sales paperwork processing team
  • Lead team which coordinates and manages all custom pricing requests for new and existing plans, working closely with actuarial to ensure guidelines and parameters are consistently applied
  • Lead Incentive Compensation Team , accountable for payment of all field based and Workplace Solutions (WPS) associates based on compensation programs agreed to by WPS management and HR
  • Lead TPA compensation team which assesses payments to our Third Party Administrators in accordance with programs outlined by TPA channel mgmt.
  • Work Proactively with Client Management to build retention and profitability metrics and guidelines. Work with Relationship Managers on revenue enhancement opportunities on existing clients.
  • Lead and Manage All Pricing and Compensation programs and policy discussions and agreements in compliance with profitability, competitive and company expectations and policies working closely with Finance, Product and WPS management team
  • Lead effort to continuously find ways to make processes automated and efficient, leading to more effective and timely output
  • Work closely with Actuarial and Corporate Finance to analyze and prepare Echo audit (review of sold cases to cases transitioned and pricing updates
  • Partner with Internal Wholesaling Team and Field Management to align sales activity along with pricing and profitability to drive results
  • Evaluate Competition programs on a regular basis to ensure packaging of all field based programs (incentive, TPA, Proposals) meet market needs
  • Participate in Product and Marketing discussions /projects as needed
  • Communicate and cascade information / changes within Planning and Execution (P&E) and Field on a timely basis
  • Work closely with P&E management team to effectively create and manage a customer centric organization and team


  • 10+ years of Industry experience specifically in pricing and cost management
  • 5-10 years of experience managing teams with proven track record for demonstrating results
  • 4 years college business degree
  • Demonstrates initiative and sense of urgency; takes ownership and is results-orientated
  • Ability to effectively manage and deliver on multiple concurrent deliverables
  • Disciplined approach to strategic initiatives, business projects and day-to-day activities
  • Experience with leading strategic initiatives in a highly matrixed, collaborative organization
  • Ability to analyze and comprehend complex information, as well as convey complex materials to senior executives
  • Comfortable dealing with both complexity and ambiguity, with ability to explore multiple solutions to a problem
  • Strong analytical, critical thinking and problem solving skills
  • High degree of financial acumen (actuarial, finance and economics)
  • Excellent interpersonal and communication skills (written, verbal, presentation