Director, Internal Sales - Life & DI

MassMutual • Springfield, MA

6d • Hybrid

About The Position

MassMutual Strategic Distributors (MMSD) is seeking a Director of Internal Sales to lead the internal sales desk and sales support team for Life and Disability Insurance distribution. The role shapes the client experience for MMSD Life & DI and strengthens execution to grow sales. The director works closely with external wholesalers, key account managers, and teams across advanced sales, underwriting, operations, marketing, product, technology, compliance, and legal.

The director translates company strategy into team execution, manages pipeline health, and is accountable for forecast accuracy and delivery. They coach and develop sellers, build a high-performing and client-centered team, and create development paths for future sales and leadership roles. The role also simplifies operations by removing obstacles, improving processes and service expectations, and enabling effective use of CRM, data, and AI.

The position represents Sales on strategic initiatives including illustration strategy, portal enhancements, Salesforce improvements, digital sales tools, product launches, and other priorities that improve advisor experience and sales growth. Success requires clear executive communication, practical execution, strong cross-functional partnerships, and a focus on measurable business and client outcomes. The role is based in Springfield, Massachusetts, with a hybrid work arrangement and travel as needed.

Compensation is a $90,000–$110,000 base salary range, plus sales-based compensation, for a stated total target compensation package of $130,000–$160,000.

Requirements

• At least 5 years of experience in financial services.
• FINRA Series 6 or 7 and Series 24 or 26 licenses, or ability to obtain them within 6 months of hire.
• State Life and Health License, or ability to obtain it within 6 months of hire.
• At least 3 years of experience using Salesforce, Microsoft Office, reporting tools, and sales activity/pipeline management processes.
• High school diploma.
• Strong organizational, prioritization, and relationship management skills, including comfort managing in a fast-paced environment.
• Excellent written and verbal communication skills, including ability to simplify complex issues and influence senior leaders and business partners.
• Strong presentation, negotiation, analytical, and problem-solving skills.
• Ability to travel as needed.

Nice To Haves

• At least 3 years of experience managing, coaching, or leading others.
• At least 5 years of experience in Life and/or DI, insurance distribution, sales support, internal wholesaling, sales desk leadership, client experience, or related functions.
• Strong working knowledge of Life Insurance and/or Disability Income Insurance products, third-party distribution, and advisor support models.
• Strong understanding of BGAs, IMOs, financial institutions, broker-dealers, wirehouses, and other third-party distribution models.
• Creativity, a desire to learn and improve, and ability to lead change with urgency and clarity.

Responsibilities

• Translate company strategy into internal sales team execution and drive revenue goals.
• Maintain pipeline health and accountability for forecast accuracy and delivery.
• Lead and coach internal sales and sales support teams; motivate, develop, recruit, and retain talent.
• Build team culture, establish clear goals and priorities, and recognize performance tied to results.
• Use Salesforce, activity reporting, pipeline insights, service metrics, and partner feedback to coach the team and improve outcomes.
• Remove friction from advisor and distributor interactions and improve responsiveness, follow-through, and consistency.
• Establish repeatable processes, service expectations, operating routines, training, and communication.
• Partner with external wholesalers, key account teams, and cross-functional teams to support sales execution, product launches, campaigns, readiness, and service improvements.
• Represent the Life & DI distribution team on illustration strategy, portal enhancements, Salesforce improvements, digital sales tools, and other strategic initiatives.
• Coordinate with Underwriting, Operations, Product, Marketing, Technology, Compliance, and Legal to resolve recurring challenges and improve ease of doing business.
• Communicate priorities, risks, decisions, and recommendations to senior leaders and business partners.
• Travel as needed for team leadership, partner engagement, training, and strategic initiatives.

Benefits

• Learning and development opportunities and internal networks.
• Employee-led communities and forums supporting connection, learning, and inclusion.
• Competitive salaries and incentive or bonus opportunities.
• Extensive benefits offerings; details are referenced through MassMutual Total Rewards at a Glance.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: High school or GED