Director of Internal Sales

Summary
The Director of Internal Sales is responsible for building, developing, and leading a high-performing internal sales team that supports national distribution across mutual funds, ETFs, and SMAs. This role owns internal sales activity standards, performance metrics, and CRM discipline while ensuring tight alignment between internal and external wholesalers. Success in this role is defined by improved outbound engagement, stronger meeting conversion, and consistent net flow growth.

Key Responsibilities

Recruit, hire, train, and coach internal wholesalers and sales associates

Establish and enforce measurable performance standards for calls, meetings set, pipeline growth, and asset flows

Conduct regular one‑on‑ones, call coaching sessions, and territory reviews

Develop clear career paths for internals progressing into external wholesaling roles

Foster a competitive, accountable, and team‑oriented sales culture

Sales Execution & Activity Management

Implement structured outbound call programs targeting advisors, home offices, and model gatekeepers

Monitor daily call activity, contact quality, CRM usage, and follow‑up cadence

Drive proactive opportunity identification across existing and prospective advisor relationships

Track and report key performance indicators including calls, appointments set, meetings held, pipeline conversion, and net flows

Stakeholder & Team Collaboration

Ensure tight alignment between internal and external wholesalers for coordinated territory coverage

Partner with the National Sales Manager on territory strategy, segmentation, and coverage design

Collaborate closely with Marketing, Product, Compliance, and Operations to streamline sales execution

Support conference follow‑up campaigns and targeted advisor initiatives

Cross‑Functional Engagement & Scalability

Ensure consistent messaging across product positioning, market commentary, and sales campaigns

Help develop scalable sales playbooks, training materials, and onboarding frameworks

Oversee call campaigns tied to new product launches, model approvals, and platform expansions

Ensure CRM integrity, reporting accuracy, and dashboard visibility across the sales organization

Qualifications

5–10+ years of experience in asset management sales (internal wholesaling, external wholesaling, or sales leadership)

Prior experience leading or mentoring internal wholesalers strongly preferred

Deep understanding of mutual fund, ETF, and SMA distribution channels

Knowledge of IBD, RIA, Wirehouse, and regional broker‑dealer ecosystems

Demonstrated track record of driving asset growth through disciplined activity management

Strong analytical skills and CRM fluency (Salesforce, HubSpot, or similar platforms)

FINRA Series 7 and 63/65 or 66 required with Series 24 preferred

Why Join Us

Growing asset manager with an expanding national distribution footprint

Entrepreneurial culture with direct access to senior leadership

Opportunity to build and shape the internal sales organization

Competitive base salary plus incentive compensation

Clear path for long‑term leadership growth within distribution

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