The Director of Sales is a hands-on sales leader accountable for running Citadel’s day-to-day sales execution engine across selected direct-to-insured (DTI) programs. This role actively participates in outbound prospecting and models high phone and email activity while enforcing scripting discipline, structured follow-up, pipeline integrity, and KPI accountability.
The Director owns pipeline phase definitions, forecasting rigor, and CRM hygiene while serving as the cross-functional “traffic controller” across Underwriting, Claims, Account Management, Program Management, Marketing, and Marketing Automation Engineering (MAE). This leader ensures clean handoffs, reduced cycle times, underwriting-ready submissions, accurate expectation-setting, and continuous funnel optimization to drive premium growth, productivity, and forecast accuracy.
Supervisory Responsibilities:
- Leads and manages Producers, Brokers, SDRs, BDRs, and Sales support personnel assigned to DTI programs.
- Oversee onboarding, script training, call coaching, and ongoing performance management.
- Enforces structured operating cadence, KPI reporting, and pipeline discipline.
- Conducts call reviews, coaching sessions, corrective action plans, and documented performance follow-through.
- Phone-Centric Sales Leadership: Builds high-activity, script-disciplined outbound sales environments.
- Pipeline & Forecast Discipline: Strong command of stage management, commit criteria, variance analysis, and forecast accuracy improvement.
- Funnel Optimization: Analyzes stage conversion, velocity, and leakage to improve short-cycle consultative selling outcomes.
- Cross-Functional Alignment: Effectively integrates Sales with Underwriting, Claims, Service, Marketing, and Program Management.
- Coaching & Enablement: Conducts structured call reviews and drives continuous skill improvement.
- Operational Rigor: Enforces CRM hygiene, SLA discipline, submission completeness, and quote triage systems.
- KPI Management & Accountability: Develops dashboards, monitors leading/lagging indicators, and drives measurable performance improvement.
Experience and Education:
- 5+ years in sales leadership or sales operations with hands-on outbound ownership and forecasting responsibility.
- Proven success building phone-centric teams with script discipline and repeatable coaching systems.
- Strong CRM expertise (Salesforce or Zoho), telephony systems, dashboard reporting, and marketing automation collaboration.
- P&C insurance experience preferred (program/MGA environment a plus).
- Bachelor’s degree in Business, Marketing, or related field (or equivalent experience).
Licensing and Credentials:
- Property & Casualty License preferred, or a willingness to obtain licensure with company support within a designated timeframe.
