FSO - Consulting - Life Insurance - Sales Performance Management (SPM) Strategy - 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 and Insurance. 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

EY is currently seeking a 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.

Your key responsibilities

• Lead workstreams for large, multi-phase Sales Performance Management (SPM) transformation projects, managing client expectations, building project teams, and overseeing scope, risks, budget, and timelines.
• Advise clients on the design and implementation of SPM strategies, processes, systems, and technology solutions, aligning these with business objectives and goals.
• Assess client needs and performance gaps using best practices and innovative approaches, providing tailored recommendations for process improvements, technology integrations, and performance management enhancements.
• Manage and oversee the quality of deliverables, ensuring exceptional performance and client satisfaction throughout the project lifecycle.
• Provide regular project status reporting, including progress metrics, billing, and client updates.
• Document engagement details thoroughly, ensuring clarity and transparency in project execution.
• Support business development efforts and participate in pursuits, proposal writing, and client presentations in the Sales Performance Management space.
• Build connections with SPM solution providers and clients to drive growth of EY’s SPM practice.

To qualify for this role you must have

• Bachelor’s degree in Computer Science, Management Information Systems, Business or related disciplines
• Insurance industry (preferably life & annuities, group benefits, individual life, or retirement services) experience
• 7+ years of experience in sales performance management, agent compensation, or related consulting fields.
• Proven experience with strategy and technology transformation projects, with a focus on improving sales performance and processes.
• Experience with SPM tools and technologies (e.g., SAP - Commissions, Varicent, Anaplan, RegEd, Vertafore etc.).
• Strong oral and written communication skills including executive presentation skills
• Experience assessing and designing compensation plans, processes, systems, and associated technologies
• Understanding of Insurance and Annuities products and life cycle processes
• In-depth understanding of sales incentive compensation models, sales forecasting, pipeline management, and sales operations.
• A track record of supporting client relationships, including business development and sales activities such as proposals, presentations, and pitches.
• Strong people management skills with experience in mentoring and coaching team members.
• Ability to travel to client sites as necessary.

Ideally, you’ll also have

• A Master’s degree in Business Administration, Management Information Systems, or related disciplines.
• Experience in roles such as SPM Solution Architect, or SPM Consultant.
• Experience in program/project management within an on-shore/off-shore model, working with clients and third-party vendors.
• Experience with Agile project management and transformation initiatives involving legacy system migrations or technology upgrades.
• Familiarity with advanced analytics and performance measurement methodologies in the context of sales teams and performance management.

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.

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