Director of MMFA Internal Sales

Springfield, MA

The Opportunity

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.

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 exceptional expertise, 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

The Director, Internal Sales will lead an Internal 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 and behaviors

• 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 to identify high‑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 to identify gaps 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 7 required 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

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.

• 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.

What You Can Expect at MassMutual

MassMutual offers the opportunity to do meaningful work within a purpose-driven organization that 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

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