Director, External Field Sales

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The Director, Brokerage Sales – IFG is a national sales leader that will report to William Kinkead Associate VP, Brokerage Sales. You will be responsible for driving profitable growth across the External Field Agency and Independent 1099 Broker channels. You will own the strategy, recruitment, performance management, and revenue outcomes of both new and existing external field agency partners as well as the expansion and productivity of the independent/brokerage agent channel.

You will develop and execute a comprehensive channel growth strategy focused on scaling high-quality field distribution, improving agent productivity, increasing retention, and driving sustainable revenue growth. We are looking for strong leadership across Sales, Operations, Compliance, Marketing, and Carrier Relations to ensure operational excellence and regulatory adherence while accelerating top-line performance.

You will be accountable for national sales targets, revenue growth, channel mix optimization, and the long-term health of the external distribution ecosystem.

• Manage national sales and revenue targets for the External Field Agency channel.
• Develop a multi-year strategy to expand field agency penetration and increase overall channel contribution.
• Recruit, contract, and onboard high-quality field agencies aligned with enterprise growth and quality standards.
• Strengthen existing agency relationships through structured performance management, coaching, and strategic account planning.
• Implement agency segmentation models to prioritize high-performing and high-potential partners.
• Establish production benchmarks, retention standards, and quality KPIs to ensure long-term channel sustainability.
• Drive engagement with top national and regional field agencies, ensuring alignment with enterprise carrier relationships.

• Lead recruitment and activation strategy for independent 1099 agents and brokerage partners.
• Build scalable onboarding, training, and enablement frameworks to accelerate agent ramp time and productivity.
• Design productivity programs, incentives, and engagement models to increase per-agent output and retention.
• Implement disciplined performance tracking to manage agent lifecycle, activation rates, and production consistency.
• Develop initiatives to improve agent retention, quality compliance, and long-term channel viability.

• Own top-line revenue growth across both external field and 1099 brokerage channels.
• Develop sales forecasting models and pipeline visibility across agency and broker segments.
• Optimize channel mix to improve blended revenue performance and contribution margins.
• Partner with Finance and Operations to manage budget allocation and resource deployment in support of growth objectives.
• Identify opportunities to improve CTM, retention, provider engagement, and overall downstream quality metrics through channel management.

• Build and execute national sales strategy in coordination with senior sales leadership.
• Identify new geographic expansion opportunities and underpenetrated markets.
• Develop partnerships with key carrier organizations to maximize alignment and competitive positioning.
• Lead cross-functional initiatives to streamline contracting, onboarding, compensation alignment, and operational processes.
• Evaluate and implement technology and CRM tools to improve visibility into field performance and agent productivity.

• Lead, coach, and develop regional sales managers and channel leaders supporting external distribution.
• Partner closely with Compliance to ensure CMS and regulatory adherence across all distribution channels.
• Collaborate with Marketing and Sales Enablement to build field‑ready materials and campaigns.
• Serve as executive point of contact for key agency relationships.
• Participate in national sales meetings, field visits, and industry events to maintain market presence.

• External Field Agency revenue growth (new & existing)
• 10…