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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.
Important Responsibilities Field Agency Growth & Revenue Accountability
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.
Leadership & Team Management
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.
Partnership Development & Relationship Management
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.
Sales Strategy Execution
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.
Operational & Compliance Oversight
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.
Success Metrics
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
Use your skills to make an impact Required Qualifications
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.
Leadership Profile You are:
A growth-oriented sales leader with discipline
Experience with recruiting and scaling external distribution partnerships
Data-driven with forecasting and pipeline management capabilities
Effective at developing regional sales leaders
Comfortable operating in a performance-accountable, environment
Travel: While this is a remote position, occasional travel to Humana's offices for training or meetings may be required.
Scheduled Weekly Hours 40
Pay Range The compensation range below reflects a good faith estimate of starting base pay for full time (40 hours per week) employment at the time of posting. The pay range may be higher or lower based on geographic location and individual pay will vary based on demonstrated job related skills, knowledge, experience, education, certifications, etc.
$93,400 - $127,300 per year
This job is eligible for a commission incentive plan. This incentive opportunity is based upon company and/or individual performance.
Description of Benefits Humana, Inc. and its affiliated subsidiaries (collectively, “Humana”) offers competitive benefits that support whole-person well-being. Associate benefits are designed to encourage personal wellness and smart healthcare decisions for you and your family while also knowing your life extends outside of work. Among our benefits, Humana provides 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 and many other opportunities.
Application Deadline: 03-05-2026
About us Humana Inc. (NYSE: HUM) is committed to putting health first – for our teammates, our customers and our company. Through our Humana insurance services and CenterWell healthcare services, we make it easier for the millions of people we serve to achieve their best health – delivering the care and service they need, when they need it. These efforts are leading to a better quality of life for people with Medicare, Medicaid, families, individuals, military service personnel, and communities at large.
Equal Opportunity Employer It is the policy of Humana not to discriminate against any employee or applicant for employment because of race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, genetic information, disability or protected veteran status. It is also the policy of Humana to take affirmative action, in compliance with Section 503 of the Rehabilitation Act and VEVRAA, to employ and to advance in employment individuals with disability or protected veteran status, and to base all employment decisions only on valid job requirements. This policy shall apply to all employment actions, including but not limited to recruitment, hiring, upgrading, promotion, transfer, demotion, layoff, recall, termination, rates of pay or other forms of compensation and selection for training, including apprenticeship, at all levels of employment.
Humana complies with all applicable federal civil rights laws and does not discriminate on the basis of race, color, national origin, age, disability, sex, sexual orientation, gender identity or religion. We also provide free language interpreter services. See our accessibility resources.
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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.
Important Responsibilities Field Agency Growth & Revenue Accountability
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.
Leadership & Team Management
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.
Partnership Development & Relationship Management
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.
Sales Strategy Execution
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.
Operational & Compliance Oversight
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.
Success Metrics
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
Use your skills to make an impact Required Qualifications
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.
Leadership Profile You are:
A growth-oriented sales leader with discipline
Experience with recruiting and scaling external distribution partnerships
Data-driven with forecasting and pipeline management capabilities
Effective at developing regional sales leaders
Comfortable operating in a performance-accountable, environment
Travel: While this is a remote position, occasional travel to Humana's offices for training or meetings may be required.
Scheduled Weekly Hours 40
Pay Range The compensation range below reflects a good faith estimate of starting base pay for full time (40 hours per week) employment at the time of posting. The pay range may be higher or lower based on geographic location and individual pay will vary based on demonstrated job related skills, knowledge, experience, education, certifications, etc.
$93,400 - $127,300 per year
This job is eligible for a commission incentive plan. This incentive opportunity is based upon company and/or individual performance.
Description of Benefits Humana, Inc. and its affiliated subsidiaries (collectively, “Humana”) offers competitive benefits that support whole-person well-being. Associate benefits are designed to encourage personal wellness and smart healthcare decisions for you and your family while also knowing your life extends outside of work. Among our benefits, Humana provides 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 and many other opportunities.
Application Deadline: 03-05-2026
About us Humana Inc. (NYSE: HUM) is committed to putting health first – for our teammates, our customers and our company. Through our Humana insurance services and CenterWell healthcare services, we make it easier for the millions of people we serve to achieve their best health – delivering the care and service they need, when they need it. These efforts are leading to a better quality of life for people with Medicare, Medicaid, families, individuals, military service personnel, and communities at large.
Equal Opportunity Employer It is the policy of Humana not to discriminate against any employee or applicant for employment because of race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, genetic information, disability or protected veteran status. It is also the policy of Humana to take affirmative action, in compliance with Section 503 of the Rehabilitation Act and VEVRAA, to employ and to advance in employment individuals with disability or protected veteran status, and to base all employment decisions only on valid job requirements. This policy shall apply to all employment actions, including but not limited to recruitment, hiring, upgrading, promotion, transfer, demotion, layoff, recall, termination, rates of pay or other forms of compensation and selection for training, including apprenticeship, at all levels of employment.
Humana complies with all applicable federal civil rights laws and does not discriminate on the basis of race, color, national origin, age, disability, sex, sexual orientation, gender identity or religion. We also provide free language interpreter services. See our accessibility resources.
#J-18808-Ljbffr