FSO - Consulting - Life Insurance - Sales Performance Management (SPM) Strategy - Senior Manager - Ernst and Young

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FSO – Consulting – Tech Consulting – TSD – Life Insurance-Sales Performance Management - Technology Strategy – Senior Manager

EY is a leader in serving the global financial services marketplace and the only professional services firm with a separate business unit dedicated to the financial services industry – the Financial Services Organization (FSO). Our focused model and bold ambition have put us at the center of the events that continue to reshape and redefine our industry, working side by side with a range of clients from our most venerable institutions to dynamic new entrants across Banking and Capital Markets, Wealth and Asset Management, Insurance, and Real Estate, Hospitality and Construction. Our purpose is to help build a financial services industry in which financial institutions are trusted and flourish, and the global economy is healthy, growing and secure. If you have a passion for rallying together to solve complex challenges, then come join our dynamic FSO team!

The opportunity

Our Life Insurance Transformation practice is currently hiring for a Senior Manager for our Sales Performance Management (SPM) team to help our insurance clients optimize their producer management and commissions/ compensation effectiveness through a combination of technology, strategy, and process improvements. This role will focus on transforming SPM operations, and distribution, with a particular focus on helping clients drive measurable results from their agent workforce. In this position, you will have the opportunity to advise clients on their sales performance management strategies, design compensation models, and drive the adoption of best-in-class SPM tools and technologies. You will work alongside clients to solve their most complex sales performance challenges, gaining exposure to cutting-edge tools and techniques, as well as a variety of industries and business models. There are also opportunities to collaborate with leading technology platforms in shaping their roadmap and supporting client implementations.

This role offers the exciting opportunity to build and manage the delivery of technology transformation projects and programs, aligning with organizational strategy to achieve desired outcomes. You will provide assurance to leadership by managing timelines, costs, and quality, and lead both technical and non-technical project teams in the development and implementation of technology solutions and/or infrastructure. Specializing in project and program delivery methods, including Agile and waterfall, you will coach others on relevant processes, tools, techniques, and enabling technologies, proposing solutions to technical constraints and anticipating bottlenecks in the system development cycle.

Your key responsibilities

In this pivotal role, you will be responsible for the effective management and delivery of complex processes, solutions, and/or projects, maintaining focus on quality and risk management while navigating operational and organizational dynamics. This includes:

1. Lead business development efforts and participate in pursuits, proposal writing, and client presentations in the Sales Performance Management space.
2. Build deep connections with SPM solution providers and clients to drive growth of EY’s SPM practice.
3. Provide thought leadership in producer management and compensation in Insurance helping redesign and consolidate compensation structures for Insurance clients.
4. Lead large, multi-phase Sales Performance Management (SPM) transformation projects, managing client expectations, building project teams, and overseeing scope, risks, budget, and timelines.
5. Advise clients on the design and implementation of SPM strategies, processes, systems, and technology solutions, aligning these with business objectives and goals.
6. Assess client needs and performance gaps using best practices and innovative approaches, providing tailored recommendations for process improvements, technology integrations, and performance management enhancements.
7. Manage and oversee the quality of deliverables, ensuring exceptional performance and client satisfaction throughout the project lifecycle.
8. Provide regular project status reporting, including progress metrics, billing, and client updates.
9. Document engagement details thoroughly, ensuring clarity and transparency in project execution.
10. Exercising judgment in selecting methods, techniques, and evaluation criteria for obtaining results.
11. Developing solutions to complex problems.
12. Recommending changes to policies and establishing procedures that affect immediate work areas and possibly the business function within your own area or department.

You will also be expected to travel regularly as required by external clients and manage client relationships with daily interactions.

Skills and attributes for success

To thrive in this role, you will need:

1. Proven ability to lead engagement delivery and manage program/project management.
2. Strong client relationship management skills, with the ability to identify sales and new opportunities.
3. Experience in developing resource plans and budgets for whole engagements.

To qualify for the role, you must have

1. A Bachelor's degree (4-year degree), with a master's degree preferred in computer science, Management information systems, or related disciplines.
2. 10+ years of sales performance management, agent compensation, or related consulting fields.
3. Typically, no less than 5 - 7 years of relevant experience within the Insurance industry (preferably life & annuities, group benefits, individual life, or retirement services).
4. Proven experience with strategy and technology transformation projects, with a focus on improving sales performance and processes.
5. Experience with SPM tools and technologies (e.g., SAP - Commissions, Varicent, Anaplan etc.).
6. Strong oral and written communication skills including executive presentation skills.
7. Experience assessing and designing compensation plans, processes, systems, and associated technologies.
8. Understanding of Insurance and Annuities products and life cycle processes.
9. In-depth understanding of sales incentive compensation models, sales forecasting, pipeline management, and sales operations.
10. A track record of supporting client relationships, including business development and sales activities such as proposals, presentations, and pitches.
11. Demonstrated ability to develop thought leadership, points of view, and industry perspectives on SPM topics.
12. Strong people management skills with experience in mentoring and coaching junior team members.

Ideally, you’ll also have

1. Program/Project/Workstream management experience in an on-shore/off-shore model working with clients and third-party vendors.
2. Experience with Agile project management and transformation initiatives involving legacy system migrations or technology upgrades.
3. Familiarity with advanced analytics and performance measurement methodologies in the context of sales teams and performance management.
4. Experience in roles such as SPM Solution Architect, or SPM Functional Consultant is a plus.
5. A proactive approach to problem-solving and the ability to work autonomously as well as part of a team.
6. Experience in a consulting environment, with a focus on technology strategy.
7. Strong communication skills, capable of effectively articulating technology solutions to both technical and non-technical audiences.
8. A passion for staying up to date with the latest technologies and industry trends.

What we look for

We are looking for individuals who demonstrate a blend of technical expertise and business acumen, with a proven track record of leading technology transformation projects. Top performers in this role typically exhibit strong leadership skills, are adept at problem-solving, and possess the ability to navigate complex organizational dynamics effectively.

What we offer

We offer a comprehensive compensation and benefits package where you’ll be rewarded based on your performance and recognized for the value you bring to the business. The base salary range for this job in all geographic locations in the US is $148,900 to $340,200. The salary range for New York City Metro Area, Washington State and California (excluding Sacramento) is $178,700 to $386,600. Individual salaries within those ranges are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography. In addition, our Total Rewards package includes medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options. Join us in our team-led and leader-enabled hybrid model. Our expectation is for most people in external, client serving roles to work together in person 40-60% of the time over the course of an engagement, project or year. Under our flexible vacation policy, you’ll decide how much vacation time you need based on your own personal circumstances. You’ll also be granted time off for designated EY Paid Holidays, Winter/Summer breaks, Personal/Family Care, and other leaves of absence when needed to support your physical, financial, and emotional well-being.

1. Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next.
2. Success as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way.
3. Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs.
4. Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs.

EY accepts applications for this position on an on-going basis. If you can demonstrate that you meet the criteria above, please contact us as soon as possible.

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