Director, External Field Sales

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The Director, Brokerage Sales – IFG is a national sales leader that will report to William Kinkead Associate VP, Brokerage Sales. You will be responsible for driving profitable growth across the External Field Agency and Independent 1099 Broker channels. You will own the strategy, recruitment, performance management, and revenue outcomes of both new and existing external field agency partners as well as the expansion and productivity of the independent/brokerage agent channel.
You will develop and execute a comprehensive channel growth strategy focused on scaling high-quality field distribution, improving agent productivity, increasing retention, and driving sustainable revenue growth. We are looking for strong leadership across Sales, Operations, Compliance, Marketing, and Carrier Relations to ensure operational excellence and regulatory adherence while accelerating top-line performance.
You will be accountable for national sales targets, revenue growth, channel mix optimization, and the long-term health of the external distribution ecosystem.

Key Responsibilities

External Field Agency Growth & Performance

• 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.

Independent / 1099 Broker Channel Expansion

• 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.

Revenue & Sales Accountability

• 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.

Strategic Channel Development

• 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.

Leadership & Cross-Functional Collaboration

• 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.

Success Metrics

• External Field Agency revenue growth (new & existing)
• 1099 broker recruitment, activation, and productivity rates
• Channel contribution mix improvement
• Agency retention and performance tier improvement
• Quality metrics including retention and compliance adherence
• Forecast accuracy and pipeline growth
• Reduction in underperforming or non-strategic partnerships

Use your skills to make an impact
 

Required Qualifications

• 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.

Preferred Qualifications

• Experience leading multi-state or national distribution teams.
• Background in channel transformation or growth acceleration initiatives.
• Strong executive presence with ability to influence internal and external stakeholders.
• Experience negotiating complex agreements with field agencies and brokerage organizations.

Leadership Profile

The ideal candidate is:

• Growth-oriented and performance-driven
• Data-informed and operationally disciplined
• Skilled at relationship development and influence
• Comfortable making strategic decisions regarding channel optimization
• Focused on sustainable, high-quality revenue expansion

Travel: While this is a remote position, occasional travel to Humana's offices for training or meetings may be required.

Scheduled Weekly Hours

40

Pay Range

The compensation range below reflects a good faith estimate of starting base pay for full time (40 hours per week) employment at the time of posting. The pay range may be higher or lower based on geographic location and individual pay will vary based on demonstrated job related skills, knowledge, experience, education, certifications, etc.

 

$124,100 - $169,300 per year

 

This job is eligible for a commission incentive plan. This incentive opportunity is based upon company and/or individual performance.

Description of Benefits

Humana, Inc. and its affiliated subsidiaries (collectively, “Humana”) offers competitive benefits that support whole-person well-being. Associate benefits are designed to encourage personal wellness and smart healthcare decisions for you and your family while also knowing your life extends outside of work. Among our benefits, Humana provides 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 and many other opportunities.Application Deadline: 03-06-2026

About us
 

Humana Inc. (NYSE: HUM) is committed to putting health first – for our teammates, our customers and our company. Through our Humana insurance services and CenterWell healthcare services, we make it easier for the millions of people we serve to achieve their best health – delivering the care and service they need, when they need it. These efforts are leading to a better quality of life for people with Medicare, Medicaid, families, individuals, military service personnel, and communities at large.

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Equal Opportunity Employer

It is the policy of Humana not to discriminate against any employee or applicant for employment because of race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, genetic information, disability or protected veteran status. It is also the policy of Humana to take affirmative action, in compliance with Section 503 of the Rehabilitation Act and VEVRAA, to employ and to advance in employment individuals with disability or protected veteran status, and to base all employment decisions only on valid job requirements. This policy shall apply to all employment actions, including but not limited to recruitment, hiring, upgrading, promotion, transfer, demotion, layoff, recall, termination, rates of pay or other forms of compensation and selection for training, including apprenticeship, at all levels of employment.