Director of Sales

About the role

This position provides strategic leadership and oversight of revenue-generating activities within HFA’s Business Development and Sales departments, ensuring the consistent achievement of sales targets, operational excellence, and long-term profitability. Reporting directly to the HFA President, this role collaborates closely with departmental leaders to identify opportunities for process optimization, implement innovative solutions, and drive continuous improvement. The role plays a critical part in aligning sales initiatives with enterprise-wide objectives while fostering a high-performance, customer-centric culture.

Responsibilities

• Oversee revenue-generating activities within HFA by focusing on maximizing revenue growth and Agency Selection through strategic planning and collaboration across departments.
• Adapt and execute strategy to ensure success for direct sales, sales support, business development, channel development, carrier relations/market development, tech project management, and marketing.
• Lead strategic marketing initiatives to increase Agency Selection, Cross-sell, and Retention.
• Oversee budget allocation, campaign development, and brand positioning to support sales acceleration, partner engagement, and business development opportunities.
• Prepare and present monthly sales reports as part of the HFA Senior Management Team, highlighting achievements, goals, and areas needing attention.
• Team with the Business Development Manager to establish new markets and enhance business development initiatives through strategic negotiations and relationship management.
• Expand national insurance carrier partnerships as well as cultivate current insurance carrier relationships.
• Represent HFA as National Sales Manager to ensure the Business Development Team communicates, develops, and executes product training and cultivates Retail Agent relationships.
• Represent HFA at industry meetings to promote brand visibility, forge strategic alliances, and stay ahead of market trends.
• Manage the Sales department, Sales Support Department, and the Business Development Department, including the following positions:
  • Sales Team Lead and Outbound Sales Agents
  • Sales Support Team Lead and Sales Support Team
  • Personal Lines Business Development Manager
  • Business Development Specialist II
• Establish efficient and balanced workflows that maximize efficiency and produce high levels of sales performance, service quality, and customer satisfaction.
• Monitor Sales Agent performance for the Outbound Sales Department, analyzing sales metrics to identify areas of improvement.
• Monitor the Sales Support Department, analyzing service levels for Retail and Lending partners to ensure goals and service KPIs are met.
• Monitor the Business Development Department to ensure Retail Agent training, Agent contact metrics, and Agency Selection goals are met.
• Search, creatively design, and implement effective methods to educate team members, enhance, and recognize performance.
• Ensure operational excellence and service level adherence, managing resource allocation and workload distribution to meet evolving business demands.
• Oversee the company’s strong relationship culture through ongoing customer contact, quality customer service, and superior product knowledge.
• Partner with managers and team leads to identify opportunities for process improvement and develop innovative solutions.
• Oversee daily sales log spreadsheet input.
• Manage the supply chain for insurance-related marketing material for Retail Home Center agents.
• Ensure optimal staffing and workforce planning, maintaining appropriate department headcount while proactively monitoring team performance and productivity metrics.
• Review and guide the management team in creating competitive compensation plans to retain top talent and drive additional revenue for the company.
• Champion a culture of accountability and excellence, providing coaching and performance oversight to ensure a consistently exceptional customer experience.
• Oversee onboarding and training strategy for new sales agents, ensuring alignment with company standards and seamless execution by team leads.
• Meet with Team Leads and Business Development Manager on a regular basis to provide guidance and communicate sales/business development strategies.
• Manage leadership Paid Time Off (PTO) requests for scheduling requirements.
• Counsel department team members in developing and implementing new processes, along with updating the team on changes and tools they need for the change.
• Ensure the culture of the department is defined, effective, and healthy for customers, team members, and the company.
• Shape and sustain a high-performance departmental culture, fostering an environment that is inclusive, values-driven, and aligned with organizational goals.
• Instill values and desired behavior in accordance with company values.
• Monitor sales and business development actions to ensure administrative and operational compliance with regulatory requirements.
• Attend Agency Management System conferences and help facilitate future AMS enhancements.
• Ensure all new compliance rules, regulations, and documents are put into the system correctly.
• Review carrier emails to remain up to date with new products and industry developments.
• Partner with the Information Technology department to align systems and processes to ensure compliance and optimal efficiencies are attained.
• Conduct projects as assigned by the HomeFirst President.
• Research and provide reports, presentations, and new sales opportunities based on market trends, customer trends, and competitors' actions.

Requirements

• Bachelor’s degree in a related field or equivalent experience required.
• Minimum of 8 years of related experience required.
• Minimum of 5 years of leadership experience required.
• Current TN Property and Casualty License preferred. If not currently licensed, must obtain license within 90 days of hire. Continued education is also required.
• Strong computer skills with the ability to navigate Microsoft Office Suite.
• Ability to clearly communicate with customers, peers, and superiors.
• Proven ability to take initiative, exercise good judgment, and make decisions independently.
• Capability of gathering facts accurately, analyzing causes, evaluating alternate solutions, and arriving at sound conclusions on actions to be taken.
• Ability to manage multiple and/or conflicting responsibilities.
• Great attention to detail, organizational skills, and time management.
• Strong sense of urgency and follow-up.
• Ability to handle stressful situations.
• Ability to work in a team environment.

Skills

• Ability to clearly communicate with customers, peers, and superiors.
• Proven ability to take initiative, exercise good judgment, and make decisions independently.
• Strong computer skills with the ability to navigate Microsoft Office Suite.
• Capability of gathering facts accurately, analyzing causes, evaluating alternate solutions, and arriving at sound conclusions on actions to be taken.
• Ability to manage multiple and/or conflicting responsibilities.
• Great attention to detail, organizational skills, and time management.
• Strong sense of urgency and follow-up.
• Ability to handle stressful situations.
• Ability to work in a team environment.
• Ability to make complex decisions.

Physical Demands

• Must be able to remain in a stationary position 75% of the time.
• Will be constantly operating a computer and other office productivity machinery, such as a telephone, calculator, copy machine, and computer printer.
• Will be communicating via phone, Teams, and Zoom.
• Must be able to exchange accurate information at all times.
• Must be able to identify and assess account status and determine the appropriate process.
• Will constantly work in a state-of-the-art indoor temperature-controlled, sealed window office environment.

Benefits

• Medical and Dental Plan with Prescription Coverage and Vision.
• Competitive benefits including 401(K) with 100% company match of the first 4%.
• Paid time off days (PTO), maternity/paternity leave, and holidays.
• Community involvement including Volunteer Paid Time Off (VTO).
• Tuition Assistance for your first degree.
• Onsite fitness facility with full gym, workout classes, volleyball and basketball courts, ping-pong, disc golf course, and onsite restaurant.
• Wellness programs focusing on emotional, social, spiritual, intellectual, environmental, physical, and financial well-being.
• Collaborative and energetic work environment.
• Professional development and promotional opportunities.
• Qualifies for quarterly company profit sharing.
• Flexibility to create your own health, dental, and vision benefits package.
• Competitive 401(k) programs, including investment options and company matching for full and part-time team members after one year.
• Paid parental leave, tuition reimbursement, Employee Assistance Programs, and more.