Senior Direct Sales Director - Phoenix, AZ

Farmers Insurance; Phoenix (AZ); Hybrid; USD 140,000 - 210,000; Full time

Benefits offered by this job

Competitive salary

Bonus opportunities

401(k)

Medical

Dental

Vision

Health Savings and FSA

Life Insurance

Paid Time Off

Paid Parental Leave

Tuition Assistance

Job summary

Farmers Insurance in Phoenix is seeking a senior leader to drive production, strategic development, and execution of the direct sales organization. You will lead a multi-line product contact center, aligning operations with business goals and customer experience targets.

The role requires extensive sales and leadership experience, with a focus on coaching, budget oversight, staffing, and ongoing performance improvement, in a hybrid work setting.

Qualifications

• Bachelor's degree preferred; P&C license required upon hire.
• Minimum ten years in sales and call centers, preferably in direct sales.
• Minimum five years in people leadership.

Responsibilities

• Develops strategic plans to optimize direct sales performance.
• Sponsors projects to enhance sales capabilities, operational efficiency, and regulatory compliance.
• Monitors and analyzes sales performance and track key metrics such as policy and premium.
• Manages, coaches and develops a team of leaders, fostering a high-performance culture.
• Oversees recruiting and onboarding to attract, hire, train, and retain top-tier sales talent.

Skills

Leadership

Analytical skills

Interpersonal skills

Product knowledge

Judgment

Influencing

Direct sales

Technical aptitude

Education

High School Diploma or equivalent

Bachelor's degree preferred

Property & Casualty license

Job description

We are Farmers – where ambition meets opportunity.

At Farmers, we’re not just known for unforgettable jingle – we’re a team with a passion for purpose and making a real difference in people’s lives. We deliver peace of mind when it matters most. Our results-driven, high-performance culture thrives on creativity, accountability and bold solutions. Here, growth isn’t just a goal – it’s a way of life for both the organization and every individual on our team. We tackle challenges head-on, learn from every experience and measure our impact on the customers who trust us.

Join an award-winning, equal opportunity employer, where you’ll find more than a job – you’ll find a supportive community. Enjoy competitive benefits, take part in meaningful volunteer projects, and help shape the future alongside talented colleagues across all backgrounds. At Farmers, helping others is at the heart of what we do.

Workplace: Hybrid

Farmers believes in a culture of collaboration, creativity, and innovation, which thrives when we have the ability to work flexibly in a virtual setting as well as the opportunity to be together in person. Our hybrid work environment combines the best of both worlds with at least three (3) days in office and up to two (2) days virtual for employees who live within fifty (50) miles of a Farmers corporate office. Applicants beyond fifty (50) miles may still be considered.

Job Summary

This position leads production, strategic development, and execution of the direct sales organization, driving growth through innovative sales initiatives, cross-functional collaboration, and data-informed decision-making. The role oversees a multi-tiered contact center team selling multi-line products, aligning operational performance with long-term business objectives, and customer experience goals.

Essential Job Functions

• Develops and implements strategic plans to optimize direct sales performance and customer acquisition.
• Sponsors key projects that enhance sales capabilities, operational efficiency, and regulatory compliance.
• Monitors and analyzes sales performance and track key metrics such as policy and premium, sales to call, and quality.
• Manages, coaches and develops a team of leaders, fostering a high-performance culture through coaching, recognition, and development.
• Manages staffing, budget, variable pay, and performance metrics for a 75+ employee organization.
• Oversees recruiting and onboarding to attract, hire, train, and retain top-tier sales talent and develop dynamic training programs for new hires.
• Drives a culture of ownership, accountability, recognition, and continuous improvement through regular performance reviews, coaching sessions, and development planning.
• Collaborates with executive leadership and cross-functional partners to identify new sales opportunities.
• Communicates business unit strategies, updates, and priorities across the organization to ensure alignment and engagement.
• Cultivates relationships with key stakeholders.
• Ensures ongoing development and compliance with underwriting guidelines and regulatory standards.
• Performs other duties as assigned.

Physical Actions

• Job is performed in-person at a Farmers office or virtually at an approved alternative work location.
• The physical work environment is indoors and climate-controlled with adequate lighting and ventilation.
• Normal and customary distractions include background noise produced by office equipment and chatter among people, as well as interruptions.
• Frequently sits for prolonged periods of time, up to a full shift.
• Occasionally moves about the workplace including, navigating stairs, ramps, and level or uneven surfaces.
• Occasionally moves, pushes, pulls, lifts, carries, and/or places objects or materials weighing up to 25 pounds without assistance.
• Frequently uses shoulders, arms, hands, and fingers to manipulate equipment, tools, and objects necessary to perform job duties.
• Frequently performs fine motor tasks such as typing, mousing, or writing, up to a full shift.
• Rarely performs movements such as bending, stooping, crouching, kneeling, twisting, and reaching overhead or below the knees.
• Possesses clear vision, with or without correction, to visually read and verify information.
• Relies on depth perception and peripheral vision to navigate the work environment visually by identifying barriers, changes in terrain and locating objects.
• Possesses adequate hearing, with or without correction, to communicate with co-workers, respond promptly to auditory signals or alarms, and discern sounds essential for maintaining safety and productivity in the workplace.
• Jobs in this category require rare, if any, travel.

Education Requirements

• High School Diploma or equivalent required.
• Bachelors degree preferred. Property & Casualty insurance license required upon hire.

Experience Requirements

• Minimum ten years of sales and call center experience required, preferably in direct sales and the insurance industry.
• Minimum five years of people leadership experience required.

Additional Qualification

• Demonstrates excellent judgment and decision making skills.
• Effective interpersonal skills.
• Ability to influence internal and/or external constituents.
• Possesses strong product knowledge.
• Deep knowledge of direct sales methods and procedures.
• Effective leadership skills. Instills commitment to organizational goals.
• Demonstrated analytical skills.
• Excellent interpretation of complex statistical data.
• Possesses strong technical aptitude.

Benefits

• Farmers offers a competitive salary commensurate with experience, qualifications and location.
• Bonus Opportunity (based on Company and Individual Performance)
• 401(k)
• Medical
• Dental
• Vision
• Health Savings and Flexible Spending Accounts
• Life Insurance
• Paid Time Off
• Paid Parental Leave
• Tuition Assistance
• For more information, review "What we offer" on https://www.farmers.com/careers/corporate/#offer

Job Location(s): US - AZ - Phoenix

Farmers will consider for employment all qualified applicants, including those with criminal histories, in accordance with the Los Angeles Fair Chance Initiative for Hiring Ordinance or other applicable law. Pursuant to 18 U.S.C. Section 1033, Farmers is prohibited from employing any individual who has been convicted of any criminal felony involving dishonesty or a breach of trust without prior written consent from the state Department of Insurance.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Farmers is an Equal Opportunity Employer and does not discriminate in any employer/employee relations based on race, color, religion, gender, sexual orientation, gender expression, genetic information, national origin, age, disability, marital status, military and veteran's status, or any other basis protected by applicable discrimination laws.