Director, Internal Sales

The Opportunity

MassMutual Financial Advisors (MMFA) is seeking an experienced and people-focused Director, Internal Sales to lead and evolve the MMFA Internal Sales Desk supporting MMFA Career Agents and MMFA-affiliated Brokers. This role is responsible for building a high-performing internal sales organization that accelerates growth across Life, Annuity, and Disability solutions while delivering a best-in-class advisor experience.

Team National Sales

The Team National Sales is a team of experts (Advanced Sales, Wholesalers, Internal Wholesalers, Strategy/Planning) that MMFA Advisors and Brokers go to when needing exceptional financial solutions for their clients. We collaborate closely with MMFA firms/agencies, agency specialists, and home office partners to deliver exceptional expertise, specialized guidance, and tailored solutions to MMFA advisors and brokers. Our partnership empowers advisors and brokers to strengthen client relationships, plan confidently for their clients’ financial futures, and grow balanced practices.

The Impact

The Director, Internal Sales will lead an Internal Wholesaling team to deliver proactive, high-quality sales support and drive growth across MMFA. This role translates national sales strategy into clear execution, builds a strong coaching culture, and partners across the organization to maximize advisor engagement, pipeline development, and overall territory performance.

Team Leadership & Development

• Lead, coach, and develop Internal Wholesalers to drive sales effectiveness and high-quality advisor engagement

Coaching Culture

• Build a culture focused on consultative selling, opportunity identification, and strong territory execution

Strategy Execution

• Translate national sales strategy into clear priorities, KPIs, and activity expectations

Performance Management

• Drive accountability, recognition, and results aligned to sales goals and behaviors

Territory Alignment

• Partner with External Wholesalers, agency leadership, and brokerage partners to execute coordinated territory strategies

Sales Campaigns

• Design and execute internal campaigns supporting product priorities and balanced growth across Life, Annuity, and Disability

Advisor Focus

• Enable teams to identify high-value opportunities and act as trusted partners to External Wholesalers

Metrics & Insights

• Establish and monitor performance metrics (productivity, pipeline, conversion, advisor experience)

Data & Planning

• Partner with Sales Strategy & Planning to identify gaps and unlock growth opportunities

Tools & Discipline

• Ensure effective use of Salesforce and sales enablement tools for pipeline management and performance visibility

Talent Strategy

• Own hiring, onboarding, development, and succession planning for the internal sales team

Learning & Development

• Partner with Learning, HR, and Sales Enablement to deliver ongoing capability building

Cross-Functional Collaboration

• Work with Product, Marketing, Underwriting, New Business, and Service teams to support a seamless advisor experience

Risk & Compliance

• Partner with Compliance and Legal to ensure adherence to regulatory requirements

Culture & Engagement

• Foster a culture of inclusion, collaboration, accountability, and continuous improvement

The Minimum Qualifications

• 5+ years of experience in wholesaling, internal sales, or sales leadership within financial services
• FINRA licenses Series 6 or Series 7 required at time of application
• Life & Health license (state of residence) required at time of application or must obtain within 60 days of hire
• FINRA licenses Series 26 or 24 at time of application or must obtain within 6 months of hire
• Travel as needed (estimated 10% - 20%)
• High School Diploma

The Ideal Qualifications

• Bachelor’s degree
• 3+ years of people leadership preferred, including coaching and performance management
• Deep knowledge of individual Life Insurance, Disability Insurance, and Annuity products, including career agent and broker distribution models
• Proficiency leveraging Salesforce and sales enablement tools to drive execution and insight
• Proven leader with a strong track record of building, coaching, and leading high-performing internal, wholesaling, or multi-team sales organizations
• Strategic thought leader who excels in highly collaborative, cross-functional environments
• Strong financial and business acumen with the ability to manage goals, KPIs, resources, and performance metrics
• Excellent interpersonal, communication, and relationship-building skills with internal and external stakeholders
• Proven experience driving process improvement, change leadership, and continuous improvement initiatives
• Strong problem-solving skills with the ability to manage complexity and ambiguity