Director, Internal Sales
american equityBurlington (IA)
Director, Internal Sales
Posted 43 days ago
american equityBurlington (IA)
SENIORITY
Manager
About the role
Eagle Life Insurance Company, a wholly owned subsidiary of American Equity Investment Life Insurance Company, is an annuity provider that specializes in the design of safe, innovative retirement solutions and servicing financial institutions while applying a business approach that sets us apart. In an industry built on trust and relationships, we believe it is the people that make a company and our people are significant to our growth and the key to our success. Eagle Life has job opportunities to take your career to the next level while offering excellent benefits, community and employee engagement, and educational advancement in the insurance industry. We are looking for high energy individuals aspiring and ready to extend their reach with a company that is innovative, inclusive and making a lasting impact. Join a team where you are appreciated and valued, work-life balance is top priority and company culture is not just talked about but is something that's expressed in our daily work environment. Apply today to be a part of our success and Soar Higher!
GENERAL PURPOSE OF THE JOB:
The Internal Sales Director leads a multi-layered annuity distribution organization through Internal Desk Managers who directly manage the Internal Wholesalers. The role also has management responsibility for the Sales Support Specialist function, ensuring sales execution, advisor service and operational coordination work together to generate measurable sales growth. This leader provides the sales credibility, coaching and accountability needed to build a competitive, collaborative and high-performing culture across the West Des Moines and Houston teams.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Leads and coaches the Internal Desk Managers who supervise Internal Wholesalers; establishes manager-level expectations for team performance, coaching cadence, talent development and territory execution.· Provides leadership and oversight for Sales Support Specialists, including service standards, workflow priorities, development and coordination with the sales desks.· Builds a cohesive culture across the West Des Moines and Houston teams through regular engagement, consistent communication, common performance standards and sharing of best practices.· Reviews results at the manager, team and territory levels; identifies performance gaps, creates improvement plans and recognizes meaningful sales outcomes.· Ensures appropriate staffing, capacity planning, escalation paths and succession coverage.· Drives annuity sales growth, advisor engagement, territory penetration, pipeline quality and conversion through the Internal Desk Managers and their teams.· Coaches managers on developing wholesalers in outbound selling, advisor conversations, prospecting, objection handling, follow-up, closing strategies and relationship development.· Establishes practical standards for sales activity and results that emphasize effectiveness and resulting business.· Uses Salesforce, sales dashboards, pipeline reviews and relevant data to diagnose opportunities and guide coaching and resource allocation.· Develops consistent territory planning, advisor segmentation, campaign execution and opportunity-management practices across teams.· Partners with External Wholesalers and divisional sales leadership to align internal desk execution with territory strategies, target advisors and distribution-partner priorities.· Promotes coordinated territory teamwork between Internal and External Wholesalers through defined communication and follow-up expectations.· Coordinates Sales Support Specialists with sales and new-business partners so administrative and case-support responsibilities enable selling time.· Maintains awareness of advisor and field needs through joint meetings, sales events and field travel.· Recruits and develops Internal Desk Managers and supports their recruitment, onboarding, coaching and retention of Internal Wholesalers.· Ensures managers conduct regular one-on-ones, call reviews, role-play, product training and individual development planning.· Builds a pipeline of future External Wholesalers and sales leaders while creating meaningful development opportunities for Sales Support Specialists.· Maintains succession plans and makes timely, fair and candid performance-management decisions.· Ensures teams understand applicable fixed and indexed annuity products, retirement-income and accumulation concepts, competitive positioning and distribution requirements.· Promotes needs-based product positioning grounded in the financial professional's client objectives.· Supports responsive advisor engagement and a disciplined escalation process for complex cases or service concerns.· Works with National Accounts, Marketing, Product, Advanced Planning, New Business and Operations to translate field feedback into improved sales execution and advisor experience.· Performs other related work as assigned.
SUPERVISORY RESPONSIBILITIES:
Direct Reports: Internal Desk Managers and the Sales Support Specialist function. General Description of Indirect Reports (2 and 3-downs): Internal Wholesalers who report to the Internal Desk Managers. EDUCATION AND/OR EXPERIENCE:Bachelor's degree in business or a related field of study plus, six (6) plus years of demonstrated successful experience in financial-services sales, annuity distribution, wholesaling or a closely related consultative sales environment, including experience leading and coaching sales leaders or managers; or an equivalent combination of education and experience. CERTIFICATES, LICENSES, PROFESSIONAL DESIGNATIONS:FINRA Series 6, 7, 63 and/or 24 may be required based on assigned responsibilities and applicable business or regulatory requirements.
KNOWLEDGE, SKILLS AND ABILITIES:
- Extensive knowledge of annuity products, wholesaling and financial-intermediary distribution channels.· Demonstrated ability to lead through managers, establish accountability standards and improve results through others.· Strong understanding of territory management, consultative selling, advisor engagement and sales pipeline management.· Ability to lead managers, individual sales contributors and a sales-support function across multiple office locations.· Ability to develop internal wholesalers into external wholesalers and build leadership succession pipelines.· Advanced ability to use Salesforce and sales-performance data to guide decisions, coaching and resource allocation.· Excellent analytical, written and oral communication skills.· Ability to effectively present information and respond to questions.· Strong judgment, organizational planning and cross-functional partnership skills.· Ability to define problems, collect and analyze data, establish facts and draw valid conclusions.· Ability to work cooperatively and successfully with employees, financial professionals, distribution partners and other third parties.· Ability to successfully handle pressure and meet deadlines in a fast-paced work environment.____This description covers the major purpose and essential functions of the job. It is not intended to give all details or a step-by-step account of the way each task is to be performed. Employees may receive other job-related instructions and be required to perform other job-related work requested by their manager. All requirements are subject to possible modification to provide reasonable accommodation to qualified individuals with disabilities#LI-SD1At American Equity, our core values—Empowered, Passion, Integrity, and Caring—are more than words. They guide how we support one another and how we serve our clients every day. To learn more about American Equity, our culture, and our values, visit the Careers site. Iowa Best Companies to Work for 2025 | Top Workplaces For more information about how your information is processed, please click on the Privacy tab at the bottom of the page and then click on the Applicant Privacy Policy.
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