Job Title: Sales Director
Business Unit: Western Asset Protection
Location: Phoenix, AZ
Job Summary
The Sales Director is responsible for driving growth through agent recruiting, training, and the development and implementation of business plans within assigned territories. This role leads sales strategy and execution, monitors performance and market trends, and ensures agents receive the tools, guidance, and support needed to grow their businesses.
Serving as the primary liaison among agents, Western Asset Protection, and carrier partners, the Sales Director delivers a high-quality experience with professionalism and service. The role also develops strategic relationships, supports compliant sales practices, and leads assigned team members to achieve organizational growth objectives.
Primary Responsibilities:
Sales Leadership & Market Growth
• Collaborate with leadership to create annual, quarterly, and monthly sales strategies that support company sales and growth objectives within the assigned territory.
• Partner with sales leadership to establish monthly and weekly key performance indicators (KPIs) for the assigned territory.
• Monitor sales performance, market trends, KPIs, and production metrics to identify growth and improvement opportunities.
• Oversee business plan development and implementation for agents and agencies.
• Train and support agents on Integrity technology platforms.
• Support agents with community marketing, educational seminars, sales appointments, and events.
• Identify and pursue new business opportunities, strategic partnerships, and community relationships to expand market presence and sales.
• Ensure sales activities comply with applicable insurance regulations, Medicare marketing requirements, carrier guidelines, and company policies.
Agent Recruitment, Onboarding & Development
• Collaborate with leadership to create annual, quarterly, and monthly recruiting plans that support sales and growth objectives within the assigned territory.
• Participate in recruiting events, seminars, and marketing campaigns to build a strong agent pipeline.
• Manage prospective agent relationships throughout the recruitment process.
• Oversee progress through onboarding, licensing, contracting, appointments, certifications, and training.
• Ensure new agents are properly trained, equipped with a viable business plan, and supported toward success.
Agent Support & Relationship Management
• Develop and maintain strong agent relationships through consistent engagement, coaching, recognition, and support.
• Serve as a trusted advisor and resource throughout the agent lifecycle.
• Provide timely support and solutions related to sales, contracting, licensing, certification, enrollment, and operational issues.
• Promote agent retention and growth through proactive communication, regular meetings, and business plan reviews.
Carrier & Strategic Partner Relations
• Provide market and product expertise while serving as a strategic liaison between agents and carrier partners and resources.
• Develop and maintain productive relationships with carrier partners represented within the assigned territory.
• Help agents build professional and productive relationships with carrier partners.
• Coordinate carrier-collaborated training events and educational opportunities for agents.
• Leverage carrier support, training, marketing, lead opportunities, sales events, co-op funds, and strategic partnerships to drive sales growth and agent engagement.
• Communicate important market and carrier updates to agents and company leadership.
Team Leadership & Management
• Provide leadership, direction, and performance management to assigned team members.
• Establish clear expectations, accountability measures, and development plans for sales support personnel.
• Conduct regular coaching sessions, performance reviews, and team meetings.
• Collaborate with Human Resources and executive leadership on staffing, employee development, corrective action, and personnel matters.
• Foster a collaborative, high-performance culture focused on customer service, growth, and operational excellence.
Training
• Serve as the primary market expert and liaison for carrier products, plan benefits, networks, market changes, and competitive positioning.
• Ensure training and training events meet the needs of new and experienced broker partners and maintain a high standard of quality.
• Partner with leadership to develop and implement an annual training plan aligned with market needs and company goals.
• Work with carrier partners to provide regular training and collaboration opportunities for agents.
• Ensure brokers remain current on product offerings, market changes, regulatory updates, and company policies to support ethical and compliant sales practices.
Additional Responsibilities
• Attend required company meetings, leadership conferences, training programs, and industry events.
• Travel within assigned territories as needed to support agents, carrier relationships, recruiting efforts, and business development activities.
• Perform additional duties and special projects as assigned to support organizational objectives.
