Position SummaryThe Director, Inside Sales is responsible for driving profitable written premium growth through high performing inside sales operations that support current and prospective agents. This role oversees lead management, consultative sales support, performance coaching, and operational execution to ensure agencies maximize conversion and productivity. The Inside Sales Leader partners closely with Agency Development, Field Sales/RSLs, Marketing, Product, and Operations to deliver a consistent, scalable inbound/outbound sales engine aligned with company goals. The role leads a team of Business Development Associates and Insides sales specialists.
Primary ResponsibilitiesSales Leadership & Strategy- Develop and execute the inside sales strategy to drive quote volume, conversion rates, and premium growth.
- Build predictable sales processes, playbooks, and performance expectations for the inside sales team.
- Use data and dashboards to evaluate funnel performance and identify opportunities to optimize lead quality, agent engagement, and sales throughput.
- Collaborate with cross-functional partners (Marketing, Agency Development, RSLs, Product) to strengthen lead generation, targeting, and sales effectiveness.
Team Leadership & Development- Recruit, develop, and lead high performing inside sales professionals.
- Conduct regular coaching, training, and skill development focused on consultative selling, objection handling, and product expertise.
- Implement performance management rhythms, including KPIs, call quality assessments, and feedback loops.
- Foster a culture of accountability, continuous improvement, and customer (agent) focus.
Operational Excellence- Oversee daily inside sales operations including inbound support, outbound sales calls, follow-ups, and pipeline management.
- Ensure accurate documentation in CRM/sales platforms and reinforce best practices for lead handling.
- Maintain compliance with all regulatory, quality, and service standards.
- Partner with Operations/Technology on workflow improvements, automation, and system enhancements.
Agency & Partner Collaboration- Work closely with Agency Owners, Producers, and RSL teams to identify sales opportunities and remove barriers to conversion.
- Provide insights on agency performance trends and partner on targeted interventions.
- Serve as a strategic internal voice for agency needs and feedback.
Reporting & Metrics- Track and report on key sales metrics including:
- Lead-to-quote conversion
- Quote-to-bind conversion
- Written premium per agent / per rep
- Sales cycle time
- Call productivity and quality
- Present trends, risks, and opportunities to senior leadership with clear recommendations.
Knowledge & Skills- Strong understanding of sales methodologies, funnel management, and call center/inside sales operations.
- Must hold an active P&C insurance license
- Analytical mindset with proficiency in CRM systems, dashboards, and sales performance tools.
- Ability to translate data into actionable insights.
- Excellent communication, coaching, and stakeholder management skills.
- Proven ability to build trust with senior leaders, field partners, and teams.
Education & Experience- 7-10+ years of progressive sales leadership experience.
- Experience scaling teams and managing managers or multi-unit operations.
- Track record of building sales strategies and executing large-scale sales initiatives.
