Director, Internal Sales
Springfield, MA
The Opportunity
MassMutual Financial Advisors (MMFA) isseekingan experienced and people-focusedDirector, Internal Salesto lead and evolve the MMFA Internal Sales Desk supporting MMFA Career Agents and MMFA-affiliated Brokers. This roleis responsible forbuilding 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 insettingthe 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.
The Team
National Sales is a team of experts (Advanced Sales, Wholesalers, Internal Wholesalers, Strategy/Planning) that MMFA Advisors and Brokers go to when needing exceptional financial solutions for their clients. We collaborate closely with MMFA firms/agencies, agency specialists, and home office partners to deliver exceptionalexpertise, specialized guidance, and tailored solutions to MMFA advisors and brokers. Our partnership empowers advisors and brokers to strengthen client relationships, plan confidently for their clients’ financial futures, and grow balanced practices.
The Impact
TheDirector, Internal Saleswill lead anInternal Wholesaling team to deliver proactive, high‑quality sales support and drive growth across MMFA. This role translates national sales strategy into clear execution, builds a strong coaching culture, and partners across the organization to maximize advisor engagement, pipeline development, and overall territory performance.
Team Leadership & Development– Lead, coach, and develop Internal Wholesalers to drive sales effectiveness and high‑quality advisor engagement
Coaching Culture– Build a culture focused on consultative selling, opportunity identification, and strong territory execution
Strategy Execution– Translate national sales strategy into clear priorities, KPIs, and activity expectations
Performance Management– Drive accountability, recognition, and results aligned to sales goals andbehaviors
Territory Alignment– Partner with External Wholesalers, agency leadership, and brokerage partners to execute coordinated territory strategies
Sales Campaigns– Design and execute internal campaigns supporting product priorities and balanced growth across Life, Annuity, and Disability
Advisor Focus– Enable teams toidentifyhigh‑value opportunities and act as trusted partners to External Wholesalers
Metrics & Insights– Establish and monitor performance metrics (productivity, pipeline, conversion, advisor experience)
Data & Planning– Partner with Sales Strategy & Planning toidentifygaps and unlock growth opportunities
Tools & Discipline– Ensure effective use of Salesforce and sales tools for pipeline management and performance visibility
Talent Strategy– Own hiring, onboarding, development, and succession planning for the internal sales team
Learning & Development– Partner with Learning, HR, and Sales Enablement to deliver ongoing capability building
Cross-Functional Collaboration– Work with Product, Marketing, Underwriting, New Business, and Service teams to support a seamless advisor experience
Risk & Compliance– Partner with Compliance and Legal to ensure adherence to regulatory requirements
Culture & Engagement– Foster a culture of inclusion, collaboration, accountability, and continuous improvement
The Minimum Qualifications
5+ years of experience in wholesaling, internal sales, or sales leadership within financial services
FINRA licenses Series 6 or Series 7requiredat time of application
Life & Health license (state of residence)requiredat time of application or must obtain within 60 days of hire
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
The Ideal Qualifications
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.
ProficiencyleveragingSalesforce and sales enablement tools to drive execution and insight.
Proven leader with a strongtrack recordof 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.
What You Can Expect atMassMutual
MassMutual offers the opportunity to do meaningful work within a purpose-drivenorganizationthat values long-term impact over short-term outcomes. In this role, you can expect:
Clear areas of ownership and accountability, with work that connects directly to company and customer outcomes
A collaborative environment where perspectives are welcomed
Access to learning, development, and internal networks that support continuous growth and skill-building over time
Employee-led communities and forums that foster connection, learning, and inclusion across the organization
A culture grounded in integrity, responsibility, and stewardship—supported by a company with a strong legacy and a future-focused mindset
#LI-RS1