Head of Institutional Distribution Enablement

Job Summary:

The Head of Institutional Distribution Enablement will be responsible for development and execution of our institutional distribution enablement strategy, including partnering across the organization on the design and deployment of a sales enablement platform. 

They will lead a team focused on efforts to build a technology-enabled global sales organization by partnering with sales leaders, consultant relations, relationship managers, and cross-functional teams.  In this role they will be responsible for collaborating with sales leadership to understand their needs, other Manulife enablement teams to understand best practices, and technology teams to deploy cutting-edge tools and resources.  They will also be responsible for ensuring alignment with our distribution strategy and across functions, including marketing and analytics.  Ultimately, this role is focused on improving our client data management, sales team effectiveness, and productivity to help drive revenue generation and enhance our client experience.

This individual will also need to be a strong people-leader as they will be responsible for leading a team of enablement analysts and will be responsible for all the enablement tools and resources used across the organization.  They will be responsible for development of business cases to aid in the funding of initiatives as well as tracking and reporting our initiatives to senior management.  The successful candidate will be a culture-carrier, action-oriented and will act as a strategic partner to the distribution team and will ensure timely execution of deliverables and strategic initiatives.

Responsibilities include:

• Development and implementation of a new institutional distribution enablement strategy
• Lead and manage an institutional sales enablement team, with the skills to support our team goals and vision.
• Partner with sales leadership to develop go-to-market strategies and improve sales productivity.
• Design and implement a robust distribution enablement platform with multiple tools that work cohesively together, including a multi-capability CRM platform. 
• Collaborate closely with enablement peers both across Manulife and the industry, in-house technology partners and centers of excellence, and institutional leadership to ensure the successful implementation of the platform.
• With an eye towards the future state, ensure a quality foundation is built and supported for easy, transparent client data access and an analytics-enabled structure.
• Oversee a sales enablement and marketing collateral management platform. 
• Integrate industry data to support strategic decision-making.
• Collaborate with Technology to design and deploy advanced systems that enhance operational efficiency.
• Scope and implement advanced analytics and AI-enabled reporting for wider enterprise use.
• Develop processes and tools to deliver actionable insights to sales teams.
• Work with Marketing to elevate client engagement and experience.
• Identify and manage vendors to deliver quality solutions and drive value.
• Measure and report on the impact of enablement initiatives on sales performance.
• Support segmentation and targeting strategies in collaboration with Distribution and Specialist teams.
• Contribute to strategic and tactical initiatives across enablement and distribution functions.
• Create compelling presentations and data visualizations to inform and influence decision-making.
• Development of business cases, as necessary, to secure funding to execute strategy

Qualifications:

• Education & Experience:
  • Deep understanding of enablement workflows and technical requirements.
  • 10-15+ years of experience, preferably in a similar role.
  • Experience managing a team, ideally some global management experience.
  • Background in sales enablement and enablement tools preferred, but technology, and data & analytics considered.
  • Proficient in enablement tools such as Salesforce, Adobe, Seismic, eVestment, etc. – a deep knowledge of Salesforce administration is a strong preference as that is our current CRM provider
  • Bachelor’s or master’s degree preferred.

• Skills:
  • Ability to lead a team to execute a strategic plan
  • Strong communicator and collaborator with a record of championing strategic initiatives; ability to communicate with and collaborate with senior leadership.
  • Strategic thinker with the ability to adapt to market trends and drive growth.
  • Proven success in cross-functional collaboration across technology, sales, marketing, and leadership.
  • Solid understanding of asset management industry and more specifically, distribution.
  • Self-starter with a strategic mindset, comfortable in a fast-paced, client-focused environment.
  • Team-oriented with the ability to collaborate across diverse roles and levels.
  • Skilled at communicating complex ideas clearly and adapting messaging for different audiences.

When you join our team:

• We’ll empower you to learn and grow the career you want.

• We’ll recognize and support you in a flexible environment where well-being and inclusion are more than just words.

• As part of our global team, we’ll support you in shaping the future you want to see.

#LI-Hybrid

#LI-WAM

About Manulife and John Hancock

Manulife Financial Corporation is a leading international financial services provider, helping people make their decisions easier and lives better. To learn more about us, visit https://www.manulife.com/en/about/our-story.html.

Manulife is an Equal Opportunity Employer

At Manulife/John Hancock, we embrace our diversity. We strive to attract, develop and retain a workforce that is as diverse as the customers we serve and to foster an inclusive work environment that embraces the strength of cultures and individuals. We are committed to fair recruitment, retention, advancement and compensation, and we administer all of our practices and programs without discrimination on the basis of race, ancestry, place of origin, colour, ethnic origin, citizenship, religion or religious beliefs, creed, sex (including pregnancy and pregnancy-related conditions), sexual orientation, genetic characteristics, veteran status, gender identity, gender expression, age, marital status, family status, disability, or any other ground protected by applicable law.

It is our priority to remove barriers to provide equal access to employment. A Human Resources representative will work with applicants who request a reasonable accommodation during the application process. All information shared during the accommodation request process will be stored and used in a manner that is consistent with applicable laws and Manulife/John Hancock policies. To request a reasonable accommodation in the application process, contact recruitment@manulife.com.

Referenced Salary Location

Boston, MassachusettsHybrid

Salary range is expected to be between

$152,900.00 USD - $283,800.00 USD

If you are applying for this role outside of the primary location, please contact recruitment@manulife.com for the salary range for your location. The actual salary will vary depending on local market conditions, geography and relevant job-related factors such as knowledge, skills, qualifications, experience, and education/training. Employees also have the opportunity to participate in incentive programs and earn incentive compensation tied to business and individual performance.

Manulife/John Hancock offers eligible employees a wide array of customizable benefits, including health, dental, mental health, vision, short- and long-term disability, life and AD&D insurance coverage, adoption/surrogacy and wellness benefits, and employee/family assistance plans. We also offer eligible employees various retirement savings plans (including pension/401(k) savings plans and a global share ownership plan with employer matching contributions) and financial education and counseling resources. Our generous paid time off program in the U.S. includes up to 11 paid holidays, 3 personal days, 150 hours of vacation, and 40 hours of sick time (or more where required by law) each year, and we offer the full range of statutory leaves of absence.

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Company: John Hancock Life Insurance Company (U.S.A.)