Director of MMFA Internal Sales

MassMutual•Springfield, MA

6d•Onsite

About The Position

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. As a member of the MMFA National Sales team, this Director will report to the Head of MMFA Advanced Markets and Internal Sales and will partner in setting the strategy, operating model, and talent agenda for the internal sales desk. The role emphasizes coaching internal sales associates, aligning activity to MMFA distribution priorities, strengthening partnership with external sales and agency leadership, and embedding disciplined sales management, analytics, and enablement practices.

Requirements

5+ years of experience in wholesaling, internal sales, or sales leadership within financial services
FINRA licenses Series 6 or Series 7 at time of application
Life & Health license (state of residence) required at time of application
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

Nice To Haves

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.

Responsibilities

Lead, coach, and develop Internal Wholesalers to drive sales effectiveness and high-quality advisor engagement
Build a culture focused on consultative selling, opportunity identification, and strong territory execution
Translate national sales strategy into clear priorities, KPIs, and activity expectations
Drive accountability, recognition, and results aligned to sales goals and behaviors
Partner with External Wholesalers, agency leadership, and brokerage partners to execute coordinated territory strategies
Design and execute internal campaigns supporting product priorities and balanced growth across Life, Annuity, and Disability
Enable teams to identify high-value opportunities and act as trusted partners to External Wholesalers
Establish and monitor performance metrics (productivity, pipeline, conversion, advisor experience)
Partner with Sales Strategy & Planning to identify gaps and unlock growth opportunities
Ensure effective use of Salesforce and sales tools for pipeline management and performance visibility
Own hiring, onboarding, development, and succession planning for the internal sales team
Partner with Learning, HR, and Sales Enablement to deliver ongoing capability building
Work with Product, Marketing, Underwriting, New Business, and Service teams to support a seamless advisor experience
Partner with Compliance and Legal to ensure adherence to regulatory requirements
Foster a culture of inclusion, collaboration, accountability, and continuous improvement