Distribution and Sales Director

The Distribution and Sales Director’s primary objective is to build and maintain a high performance sales organization to accelerate sales and achieve business objectives. The responsibilities of this role include developing key growth strategies for sales and distribution, including, implementing tactics and action plans to meet distribution and revenue objectives. In addition to the successful execution of strategies to meet annual financial targets, building existing and developing new channels of distribution, as well as understanding customer trends in order to capitalize on new channels opportunities, are critical to achieving success as this individual plays a significant role in the execution, monitoring and optimization of sales and distribution activities. This position oversees and directs the sales team and their supporting activities, including on-site meetings, agent workshops, training for inside sales teams, tradeshows, conferences, etc.  This role also requires maintaining a network of business contacts in senior-level management positions and a history of working with these individuals to meet business needs. In order to drive business growth, it is essential the Distribution and Sales Director have a thorough command of sales tools, processes and strategies, management, communication and presentation techniques, and analytics, forecasting and reporting. This position reports to the SVP of Marketing and Sales.


Essential Duties and Responsibilities

  • Achieve sales plans and proactively manage business and P&L to meet objectives, including accountability for performance by understanding and analyzing sales performance metrics and accurately forecasting future sales volumes, setting clear goals and expectations through sales planning and strategy, tracking on-going progress and course-correcting when appropriate, meeting and exceeding sales goals, and providing supporting analysis, reports, insights and optimization opportunities
  • Collaborate with senior management to devise and implement innovative go-to-market strategies
  • Establish productive and professional relationships with key market access providers, high-touch distributors and aggregators
  • Create new opportunities and goals to meet the needs of our channel partners and help them exceed revenue expectations with our products
  • Provide timely and effective solutions aligned with distributors’ needs
  • Partner with the National Relationship Executive in the development of key customer relationship management, including travel to meet with potential and existing clients
  • Design and implement strategies to penetrate targeted accounts in the direct market, i.e. contractors, as well as determine approach and entry points for direct to consumer access
  • Actively pursue distribution expansion opportunities, including performing research and identifying new potential aggregators and channels
  • Proactively identify changes in distribution, the construction industry and competitive pressures to develop and modify strategies and tactics accordingly
  • Provide sales management, budget control, compensation programs and incentive planning
  • Prepare monthly, quarterly and annual sales forecasts; monitor and analyze performance metrics and suggest improvements
  • Work with the senior management team to set revenue and sales goals on a monthly, quarterly, or annual basis
  • Manage to meet/exceed monthly, quarterly and annual sales forecasts
  • Ensure accurate reporting on lead generation and sales efforts, including pulling data and metrics to provide detailed information about pipeline status
  • Develop competencies and processes required to create an effective and efficient sales organization
  • Provide leadership through effective communication of vision, active coaching and development while comparing sales results to goals and taking appropriate action to correct when necessary
  • Ensure effective hiring, orientation, training, development and retention of sales staff
  • Provide supervision through field visits, observations and measurement of results to include performance appraisals and salary reviews
  • Mentor the sales team and nurture relationships with each associate in order to help them achieve their goals
  • Establish effective relationships and collaborations with other departments (Underwriting, Customer Service, IT, Finance etc.) to address key business issues and opportunities
  • Stay up-to-date with new product enhancements and ensure sales team members are on board
  • Maintain competitive knowledge to create and adjust sales strategies
  • Attend tradeshows, events and conferences as appropriate

Other Duties and Responsibilities

The Distribution and Sales Director may perform other duties as assigned in order to meet business needs.  These functions may be reassigned to other employees as part of a “Reasonable Accommodation” under the ADA.



We are looking for highly motivated and initiative driven candidates who are excited about the opportunity to collaborate with a passionate team of sales-minded marketers. To perform this job successfully, an individual must be able to perform each essential duty, satisfactorily. The requirements listed below are representative of the knowledge, skills and/or abilities required:


Education and / or Experience and Abilities

  • Overnight travel as required, estimated to be least 50% or more
  • Bachelor’s degree in Business, Risk Management, Sales or equivalent business-related area of study; industry designations a plus
  • 10 - 15 years of proven related experience and knowledge in the insurance industry, including a strong history in sales and relationship management, at least 5 years of experience managing a high-performance sales team, a proven track record of success in sales, superior analytical skills, including forecasting and reporting, and consistent interaction with executive leadership
  • Solid comprehension of the P&C insurance market including trends, technologies, products and players, as well as existing agency contacts with local, regional and national brokers
  • Commercial lines sales experience with a P&C insurance PA, wholesale broker or carrier/MGU/MGA
  • Experience and success in recruiting and retaining a high performance sales team and a demonstrated capacity to lead and manage a sales team with the ability to professionally develop and coach members to continually increase performance
  • Demonstrated expertise with strategy development, project management, problem solving, and change management, including creating and implementing effective sales strategies and leading sales personnel toward achievement of corporate sales objectives
  • Insight to improve on existing practices, leveraging personal past experiences and in-depth understanding of best practices in the marketplace intended to improve the competitive advantage of the company
  • Robust capacity to build positive working relationships, both internally and externally, including the aptitude to manage, optimize and identify opportunities with distributors, business units, process enhancement and program growth
  • Ability to creatively identify new opportunities, effectively position products, identify decision makers, and manage objections positively and professionally
  • Logical, systematic and sequential approach to solving difficult problems; excellent at objective analysis, and engaging others in analyzing and developing solutions; anticipates the implications and consequences of situations and takes appropriate action
  • Excellent written, oral and interpersonal communication skills, including, presentation, negotiation, prospecting, qualifying, rapport building, opening doors and understanding business requirements of senior decision makers, as well as an exceptional ability to create, format and deliver highly professional materials, such as presentation documents, proposals and reports
  • Self-motivated and action-oriented with minimal oversight and direction on a frequent basis, extremely high attention to detail and incredibly organized with exceptional project management skills
  • Experience with CRM platforms, preferably Salesforce.com, including account management, lead tracking and reporting
  • Highly proficient in Microsoft suite of applications and Adobe Acrobat Professional
  • A neat professional appearance is required at all times
  • Skills / Specialties include Account Management, Strategic Sales, Customer Relations, Market Analysis, New Business Development, Business to Business (B2B) Sales

How To Apply

To learn more about the position and apply online, CLICK HERE. Qualified candidates should also be prepared to submit a resume during the application process.