Associate Director, Field Agency Sales

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The Associate Director, Field Agency Sales is a senior sales leadership role reporting to Will Kinkead
- Associate VP, Brokerage Sales. You will drive profitable growth across Innovative Financial Group's (IFG) External Field Agency channel. You will execute IFG's national field distribution strategy, expanding new agency partnerships, strengthening existing relationships, and delivering on defined sales and revenue targets.

You will lead a team of Regional Sales Managers (RSMs). You will build a field organization focused on recruitment, activation, productivity, and retention. Our focus is on external agencies and field agents.

The Associate Director partners with Carrier Relations, Operations, Compliance, Marketing, and Executive Leadership to ensure disciplined execution, regulatory adherence, and sustainable revenue growth.

• Oversee and deliver national sales and revenue targets for IFG's External Field Agency channel.
• Accomplish enterprise sales strategy focused on expanding IFG's field distribution footprint.
• Guide new agency recruitment, onboarding, and activation in priority markets.
• Strengthen and expand production within existing agency partnerships through structured account planning and performance management.
• Develop segmentation strategies to prioritize agencies.
• Ensure pipeline visibility and forecast accuracy across regions.

• Lead a team of Regional Sales Managers (RSMs) across multiple territories.
• Establish clear performance metrics and accountability standards for RSMs.
• Conduct regular performance reviews, field ride-alongs, and strategic planning sessions.
• Foster a culture of disciplined execution, data-driven decision making, and performance excellence.
• Align RSM incentives and focus with enterprise growth goals.

• Be the executive relationship lead for national and regional agency partners.
• Cultivate long-term strategic partnerships focused on mutual growth and profitability.
• Negotiate growth programs and joint business plans with top-producing agencies.
• Represent IFG at industry events, agency meetings, and carrier partner engagements.

• Translate national sales strategy into relevant regional execution plans.
• Identify new geographic and market expansion opportunities.
• Collaborate with Marketing and Sales Enablement to develop field-ready campaigns and sales tools.
• Guide implementation of incentive programs designed to increase field productivity.
• Ensure understanding between carrier priorities and IFG's field growth programs.

• Partner with Compliance to ensure CMS and regulatory adherence across all field distribution.
• Collaborate with Operations to refine contracting, onboarding, and commission processes.
• Monitor sales quality, retention metrics, and compliance trends.
• Identify operational bottlenecks and implement process improvements.
• Develop a sales territory, attracting and driving new business following a strategic territory plan.
• Use a sales CRM to manage the sales pipeline and record information on prospects.
• Understand the prospect’s needs and market solutions which align to those needs.

• Year-over-year revenue growth in the Field Agency channel
• New agency recruitment and activation rates
• Productivity per agency and per RSM
• Agency retention and production tier advancement
• Forecast accuracy and pipeline development
• Compliance adherence and quality performance metrics

• 5+ years of progressive leadership experience in Medicare Advantage or insurance distribution.
• Experience leading external field agency or broker distribution channels.
• Experience achieving sales and revenue targets.
• Experience managing multi-state or national sales teams.
• Experience with CMS regulations and Medicare insurance distribution.
• Active Health & Life license or ability to obtain within 90 days.

You are:

• A growth-oriented sales leader with discipline
• Experience with recruiting…