Manager, Broker Commissions & Sales Operations

Description

SUMMARY DESCRIPTION:

The Manager of Broker Commissions and Sales Operations is responsible for the end-to-end management of broker compensation processes and the optimization of sales operations. This role ensures accurate, timely commission payments, drives process improvements, and delivers actionable insights to support sales performance. The position partners closely with Finance, Sales, Compliance, Broker Support, Enrollment and external vendors to ensure transparency, efficiency, and alignment with business objectives.

Essential Functions

Broker Commissions Management

• Oversee the calculation, validation, and payment of broker commissions across all products and markets
• Maintain commission structures and rate tables in applicable systems
• Ensure compliance with contractual agreements, regulatory requirements, and internal policies
• Manage monthly and ad hoc commission cycles, including reconciliations and exception handling
• Investigate and resolve commission disputes in a timely and professional manner
• Develop and maintain audit-ready processes and documentation

Sales Operations

• Support sales teams with reporting, analytics, and operational processes to drive performance
• Develop and maintain sales performance dashboards and KPIs (e.g., production, retention, broker performance)
• Identify and execute process improvements to enhance efficiency and scalability

Financial & Data Oversight

• Partner with FP&A and Accounting to ensure accurate accruals, forecasting, and financial reporting related to commissions
• Analyze commission expense trends and provide insights to leadership
• Ensure data integrity across CRM, commission systems, and financial platforms
• Build and maintain reporting models to support decision-making

Systems & Process Optimization

• Serve as the primary business owner for commission and sales operations systems
• Collaborate with IT and vendors to implement system enhancements or new tools
• Lead automation initiatives to reduce manual effort and errors
• Establish and enforce standard operating procedures (SOPs)

Cross-Functional Collaboration

• Act as a liaison between Finance, Compliance, and internal Sales team
• Support audits and regulatory inquiries related to commission payments
• Provide training and guidance to internal teams on commission processes and tools

Requirements

Required

• Bachelor’s degree in Finance, Business, Accounting, or related field
• 5–8+ years of experience in sales operations, commissions management, or financial operations
• Strong understanding of commission structures, incentive compensation, and sales processes
• Advanced Excel skills; experience with data analysis and reporting tools
• Proven ability to manage complex data sets and reconcile financial transactions
• Strong organizational skills with high attention to detail

Preferred

• Experience in healthcare, insurance, financial services, or regulated industries
• Familiarity with CRM systems (e.g., Salesforce, Dynamics 365) and commission platforms
• Experience with SQL or business intelligence tools (e.g., Power BI, Tableau)
• Knowledge of broker/agent compensation models
• Prior people management or team leadership experience

Key Competencies

• Analytical mindset with strong problem-solving capabilities
• Process-oriented with a focus on accuracy and continuous improvement
• Strong communication skills, including the ability to explain complex compensation structures clearly
• Ability to manage competing priorities and meet tight deadlines

Success Metrics

• Accuracy and timeliness of commission payments
• Reduction in commission disputes and payment errors
• Improved efficiency in commission processing cycles
• Increased visibility into sales performance metrics
• Successful implementation of system and process enhancements

Work Environment

• Remote position with periodic travel to company meetings
• Cross-functional, fast-paced environment with high visibility to leadership