Director, External Field Sales

Role Overview

• 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.

Requirements

• 5+ years of leadership experience in insurance distribution or Medicare Advantage sales.
• Demonstrated experience building and scaling external field agency and/or independent broker channels.
• Proven track record of delivering national sales growth and revenue accountability.
• Experience recruiting, contracting, and managing 1099 agents and brokerage partners.
• Strong understanding of CMS regulations and Medicare insurance distribution.
• Experience managing budgets and driving operational efficiencies.
• Active Health & Life license or ability to obtain within 90 days.

Benefits

• Medical, dental and vision benefits
• 401(k) retirement savings plan
• Time off (including paid time off, company and personal holidays, volunteer time off, paid parental and caregiver leave)
• Short-term and long-term disability
• Life insurance