Director, Internal Sales - Life & DI

Massachusetts Mutual Life Insurance; Springfield (MA); Hybrid; USD 150,000 - 230,000; Full time

Job summary

MassMutual Strategic Distributors (MMSD) is seeking a Director of Internal Sales to lead the internal sales desk and sales support team. Based in Springfield, MA with hybrid work, you will translate strategic goals into team execution, ensure pipeline health, and drive Life & Disability sales.

You will coach sellers, build a high-performing culture, and partner with wholesalers, underwriting, marketing, and technology to remove friction and accelerate advisor and distributor experiences.

Qualifications

• Experience leading internal sales teams.
• Ability to translate strategy into executable plans.
• Strong cross-functional collaboration and communication.

Responsibilities

• Lead internal sales desk and sales support teams.
• Collaborate with external wholesalers and account teams.
• Shape client experience for MMSD Life & DI.
• Drive revenue growth with forecast accuracy.
• Implement data-driven coaching and process improvements.

Skills

Sales leadership

Sales management

Forecasting

CRM (Salesforce)

Coaching

Data-driven

Tools

Salesforce

Job description

Director, Internal Sales, Life and Disability Distribution, MMSD

Springfield, MA Hybrid/Fulltime

The Opportunity

Are you ready to lead in an environment where innovation, grit, and a client-centered mindset are expected? MassMutual Strategic Distributors (MMSD) is looking for an experienced Life and Disability Insurance sales leader to lead the internal sales desk and sales support team while shaping the direction of client experience for MMSD Life & DI. This is an opportunity to help shape how our internal teams support advisors, distribution partners, and external sales teams while strengthening the execution discipline needed to grow Life and DI sales.

You will lead talented professionals who partner closely with external wholesalers, key account managers, advanced sales, underwriting, operations, marketing, product, and technology teams to execute our strategy and remove friction from the sales process.

Your purpose as the Director of Internal Sales will be:

Driving revenue goals:

• Translating company strategy into team execution.
• Ensuring pipeline health.
• Holding accountability for forecast accuracy and delivery.

Developing people and culture:

• Coaching sellers on the skills and behaviors to win in today's sales environment.
• Motivating, guiding and building a team culture that sustains performance.
• Creating future leaders and mentoring the career path of your team.

Simplifying operations:

• Removing obstacles so sellers spend more time with customers.
• Enabling smart use of process, CRM, data and AI.
• Liaising cross-functionally to drive approvals for sellers.

The Team

We are growing, and our clients and partners deserve the best. MMSD Life & DI needs a leader who can bring structure, urgency, and clarity to the internal sales and sales support model while continuing to elevate the experience we deliver to advisors and distribution partners.

You are someone who:

• Brings passion, grit, and determination to every challenge.
• Thrives in a fast-paced, dynamic environment and inspires others to do the same.
• Holds yourself and your teams accountable to high standards, clear priorities, and measurable results.
• Uses data, activity insights, and partner feedback to improve execution, coaching, and decision making.
• Puts the client and advisor experience at the center of every decision.
• Builds repeatable, easy-to-understand processes that help teams execute with consistency and confidence.
• Can represent Sales effectively on strategic initiatives such as illustration strategy, portal experience, digital tools, and other ease-of-doing-business priorities.

What Success Looks Like

• Client-Centered Commitment: Champions a client-first mindset, ensuring every interaction with internal partners, advisors, and distribution partners reflects a responsive, accurate, and boutique experience.
• Sales Desk Leadership: Leads a high-performing internal sales team that partners effectively with external wholesalers and key account teams to drive Life and DI sales execution.
• Client Experience Excellence: Identifies and removes friction from the advisor and distributor experience, improving responsiveness, follow-through, and consistency across the sales process.
• Operational Discipline: Establishes repeatable processes, clear service expectations, and disciplined routines that improve quality, prioritization, and accountability across the internal teams.
• Data-Driven Coaching: Uses Salesforce, activity reporting, pipeline insights, and service metrics to coach the team, identify opportunities, and improve business outcomes.
• Talent Development: Recruits, motivates, develops, and retains internal sales and sales support talent, creating clear development paths and readiness for future sales roles.
• Cross-Functional Partnership: Partners with Key Accounts, National Sales, Advanced Sales, Underwriting, Operations, Marketing, Product, and technology to support product launches, campaigns, readiness, and service improvements.
• Strategic Initiative Leadership: Represents the Life & DI distribution team on initiatives such as illustration strategy, portal enhancements, Salesforce improvements, digital sales tools, and other capabilities tied to advisor experience and sales growth.
• Executive Communication: Communicates priorities, risks, decisions, and recommendations clearly to senior leaders and business partners, with a bias toward action and practical execution.

The Impact

In this role, you will be expected to deliver meaningful, measurable impact across three areas:

Drive Revenue Outcomes

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