Associate Director, Field Agency Sales Strategy

Join a Compassionate Community and Prioritize Health The Associate Director, Field Agency Sales Strategy is a pivotal leadership position reporting directly to Will Kinkead, Associate VP of Brokerage Sales. In this role, you will spearhead profitable growth for Innovative Financial Group's (IFG) External Field Agency channel. You will be responsible for executing IFG's national field distribution strategy, which involves expanding new agency partnerships, enhancing existing relationships, and achieving defined sales and revenue goals. You will lead a team of Regional Sales Managers (RSMs), focusing on recruitment, activation, productivity, and retention within external agencies and field agents. This role requires collaboration with Carrier Relations, Operations, Compliance, Marketing, and Executive Leadership to ensure effective execution, regulatory compliance, and sustainable revenue growth. Key Responsibilities Field Agency Growth & Revenue Management Lead national sales initiatives to meet revenue targets for IFG's External Field Agency channel. Implement an enterprise sales strategy to expand IFG's field distribution. Drive recruitment, onboarding, and activation of new agencies in key markets. Enhance performance within current agency partnerships through strategic account planning. Create segmentation strategies for prioritizing agency engagement. Maintain pipeline visibility and ensure accurate forecasts across regions. Leadership & Team Development Manage a team of Regional Sales Managers (RSMs) spanning multiple territories. Set clear performance metrics and standards for accountability within the team. Conduct regular performance reviews, field ride-alongs, and strategic planning sessions. Promote a culture of disciplined execution, data-driven decision-making, and excellence. Align RSM incentives with growth objectives for the enterprise. Relationship Building & Partnership Development Act as the primary relationship leader for national and regional agency partners. Foster long-term strategic partnerships that focus on mutual growth. Negotiate growth initiatives and joint business plans with top-performing agencies. Represent IFG at industry events, agency gatherings, and carrier partnership meetings. Sales Strategy Implementation Convert national sales strategy into actionable regional plans. Identify opportunities for market expansion and new geographic reach. Collaborate with Marketing and Sales Enablement to craft effective campaigns and sales tools. Implement incentive programs aimed at boosting field productivity. Ensure alignment between carrier priorities and IFG’s growth initiatives. Operational & Compliance Oversight Partner with Compliance to ensure adherence to CMS regulations across field operations. Work with Operations to enhance contracting, onboarding, and commission processes. Monitor sales quality, retention rates, and compliance trends. Identify operational challenges and drive process enhancements. Establish a strategic territory plan for attracting and managing new business. Utilize a sales CRM for managing sales pipelines and tracking prospect information. Understand prospects' needs and offer suitable market solutions. Success Metrics Year-over-year revenue growth within the Field Agency channel. Rates of new agency recruitment and activation. Productivity metrics for agencies and RSMs. Retention rates of agencies and advancements in production tiers. Accuracy of forecasts and development of sales pipeline. Compliance metrics and overall sales quality performance. Utilize Your Expertise to Make a Difference Required Qualifications Over 5 years of leadership experience in Medicare Advantage or insurance distribution. Demonstrated experience leading external field agency or broker distribution channels. Proven record of meeting sales and revenue targets. Experience managing multi-state or national sales teams. Familiarity with CMS regulations and Medicare insurance distribution compliance. Current Health & Life license or ability to obtain within 90 days. Leadership Profile You are: A growth-oriented sales leader with a disciplined approach. Experienced in recruiting and scaling external distribution partnerships. Data-driven with strong forecasting and pipeline management skills. Adept at developing regional sales leaders. Comfortable in a performance-focused environment. Travel: This is a remote position, but occasional travel to Humana's offices for training and meetings may be necessary. Scheduled Weekly Hours 40 Pay Range The compensation below represents a good faith estimate of starting base pay for full-time (40 hours per week) employment at the time of posting. Actual pay may vary based on geographic location and individual qualifications. $93,400 - $127,300 per year This position is also eligible for a commission incentive plan based on company and/or individual performance. Benefits Overview Humana and its subsidiaries offer a competitive benefits package aimed at supporting overall well-being. Benefits are crafted to promote personal wellness and intelligent healthcare decisions for you and your family, while also acknowledging that life extends beyond work. Our offerings include medical, dental, and vision care, 401(k) retirement plans, various paid time off options (including personal holidays, volunteer days, and parental leave), short-term and long-term disability insurance, life insurance, and many other opportunities. Application Deadline: 03-05-2026 About Humana Humana Inc. (NYSE: HUM) is dedicated to prioritizing health—of our teammates, customers, and the company. Through our insurance services and CenterWell healthcare services, we strive to facilitate the best health outcomes for millions, providing the care and service they require at the right time. Our mission enhances the quality of life for individuals covered by Medicare, Medicaid, families, military personnel, and communities overall. Equal Opportunity Employer Humana is committed to non-discrimination in employment practices. We do not discriminate against any individual based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, genetic information, disability, or protected veteran status. We actively take affirmative measures to comply with the Rehabilitation Act and VEVRAA, ensuring employment and advancement for individuals with disabilities or protected veteran status, basing all decisions purely on valid job requirements. This policy applies to all employment actions, including recruitment, hiring, promotions, transfers, demotions, layoffs, recalls, terminations, compensation, training selections, and more. Humana complies with all applicable civil rights laws and does not discriminate based on race, color, national origin, age, disability, sex, sexual orientation, gender identity, or religion. We also provide free language interpreter services.

Created: 2026-03-10