Description:
The Chief Sales Officer, Employee Benefits & Retirement (EB&R) Canada is a senior executive responsible for driving the national sales strategy and go-to-market effectiveness of HUB's EB&R division. This role sits at the intersection of sales leadership, product innovation, market positioning, and strategic partnership, serving as both a commercial driver and a market-facing voice for the division.
Reporting to the President, Employee Benefits, Retirement & Life, the CSO will work in close partnership with the National EB&R team, regional EB leaders, HUB Financial, and carrier and vendor partners. This is an influence-driven role as much as it is a direct leadership role, success depends on the ability to align and mobilize across a matrixed organization.
What You’ll Do
Sales Strategy & Revenue Growth
- Define and execute a national sales strategy for Employee Benefits and Retirement Canada, aligned to regional revenue targets and growth objectives.
- Drive new business development by equipping producers and advisors with differentiated value propositions, tools, and market-facing content.
- Establish and track key commercial metrics - pipeline growth, new business conversion, product penetration, and hold accountability for outcomes.
- Collaborate with regional EB leaders and the NAT team to identify and pursue growth opportunities across market segments and geographies.
- Champion producer engagement and recruitment by ensuring the division's value proposition is compelling and competitive in market.
Thought Leadership & Market Positioning
- Serve as HUB's senior voice on benefits innovation, representing the organization at industry forums, conferences, and with key market stakeholders.
- Monitor and synthesize emerging trends in employee benefits, healthcare, group insurance, and workforce policy to inform divisional strategy.
- Develop and communicate a compelling innovation narrative that reinforces HUB's market position and differentiates our value proposition.
- Partner with Marketing and Communications to translate thought leadership into client-facing content, white papers, and market intelligence.
Product & Benefits Innovation
- Lead the identification and prioritization of new benefits products, programs, and service offerings that address evolving client needs — bringing market insight, client intelligence, and a clear point of view on where the division should invest.
- Establish and govern an innovation pipeline — from ideation through piloting to scaled deployment — in partnership with practice leaders, operations, and product teams who own execution and delivery.
- Collaborate with cross-functional partners across the division to translate product concepts into market-ready offerings; influence and align without direct authority over delivery teams.
- Identify whitespace opportunities and unmet market demand by working closely with account management, client strategy, and regional EB leaders.
- Ensure innovation initiatives align with HUB's growth objectives, profitability targets, and risk appetite.
Carrier & Vendor Partnerships
- Cultivate and manage senior-level relationships with insurance carriers, benefits administrators, and third-party vendors to secure preferred access, exclusive programs, and competitive arrangements.
- Negotiate and structure strategic partnerships that expand HUB's product shelf and create differentiated client value.
- Ensure alignment between carrier/vendor strategy and divisional priorities; proactively identify and address partnership gaps or emerging risks.
- Represent HUB in joint innovation initiatives with key carrier and vendor partners.
What You’ll Need For Success
- 15+ years of progressive leadership experience in employee benefits, group insurance, or a closely related field.
- Proven track record in a senior strategy, innovation, or executive role within a brokerage, carrier, or benefits consulting firm.
- Deep knowledge of the Canadian employee benefits landscape, including group insurance products, regulatory environment, and market dynamics.
- Demonstrated success building and managing carrier and vendor relationships at a senior level.
- Experience leading product development or go-to-market initiatives, from concept through commercialization.
- Strong command of benefits-related technology trends, digital platforms, and data analytics applications.
- Exceptional communication and executive presence; credible and compelling with both internal leadership and external audiences.
- Strategic thinker with the operational acumen to translate vision into actionable plans and measurable outcomes.
- Proven ability to lead through influence in a matrixed organization; able to align cross-functional stakeholders without direct authority.
- Experience driving sales strategy and commercial accountability at a divisional or national level.