Humana

Director, External Field Sales

Humana

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $124,100 - $169,300 per year

Job Level

Lead

About the role

  • Manage national sales and revenue targets for the External Field Agency channel.
  • Develop a multi-year strategy to expand field agency penetration and increase overall channel contribution.
  • Recruit, contract, and onboard high-quality field agencies aligned with enterprise growth and quality standards.
  • Strengthen existing agency relationships through structured performance management, coaching, and strategic account planning.
  • Implement agency segmentation models to prioritize high-performing and high-potential partners.
  • Establish production benchmarks, retention standards, and quality KPIs to ensure long-term channel sustainability.
  • Drive engagement with top national and regional field agencies, ensuring alignment with enterprise carrier relationships.
  • Lead recruitment and activation strategy for independent 1099 agents and brokerage partners.
  • Build scalable onboarding, training, and enablement frameworks to accelerate agent ramp time and productivity.
  • Design productivity programs, incentives, and engagement models to increase per-agent output and retention.
  • Implement disciplined performance tracking to manage agent lifecycle, activation rates, and production consistency.
  • Develop initiatives to improve agent retention, quality compliance, and long-term channel viability.
  • Own top-line revenue growth across both external field and 1099 brokerage channels.
  • Develop sales forecasting models and pipeline visibility across agency and broker segments.
  • Optimize channel mix to improve blended revenue performance and contribution margins.
  • Partner with Finance and Operations to manage budget allocation and resource deployment in support of growth objectives.
  • Identify opportunities to improve CTM, retention, provider engagement, and overall downstream quality metrics through channel management.
  • Build and execute national sales strategy in coordination with senior sales leadership.
  • Identify new geographic expansion opportunities and underpenetrated markets.
  • Develop partnerships with key carrier organizations to maximize alignment and competitive positioning.
  • Lead cross-functional initiatives to streamline contracting, onboarding, compensation alignment, and operational processes.
  • Evaluate and implement technology and CRM tools to improve visibility into field performance and agent productivity.
  • Lead, coach, and develop regional sales managers and channel leaders supporting external distribution.
  • Partner closely with Compliance to ensure CMS and regulatory adherence across all distribution channels.
  • Collaborate with Marketing and Sales Enablement to build field-ready materials and campaigns.
  • Serve as executive point of contact for key agency relationships.
  • Participate in national sales meetings, field visits, and industry events to maintain market presence.

Requirements

  • 5+ years of leadership experience in insurance distribution or Medicare Advantage sales.
  • Demonstrated experience building and scaling external field agency and/or independent broker channels.
  • Proven track record of delivering national sales growth and revenue accountability.
  • Experience recruiting, contracting, and managing 1099 agents and brokerage partners.
  • Strong understanding of CMS regulations and Medicare insurance distribution.
  • Experience managing budgets and driving operational efficiencies.
  • Active Health & Life license or ability to obtain within 90 days.
Benefits
  • Medical, dental and vision benefits
  • 401(k) retirement savings plan
  • Time off (including paid time off, company and personal holidays, volunteer time off, paid parental and caregiver leave)
  • Short-term and long-term disability
  • Life insurance
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales forecastingperformance managementagent onboardingchannel managementbudget managementoperational efficienciesrecruitingcontractingperformance trackingKPI development
Soft Skills
leadershipcoachingstrategic planningrelationship managementcross-functional collaborationcommunicationengagementproblem-solvingorganizational skillstraining development
Certifications
Health & Life license