Vice President of Sales Operations and Strategy

Description

Company Overview

Agility Insurance Services is a leading Field Marketing Organization (FMO) specializing in Medicare, life, and health insurance products. Our focus on innovation, support, and resource provision has made us a trusted partner for independent agents and agencies nationwide. As we continue to grow, we strive to cultivate a collaborative environment that empowers our teams to deliver exceptional value to our partners.

Position Summary

The Vice President of Sales Operations & Strategy will lead the development, execution, and optimization of Agility Insurance Services’ national sales and recruitment strategies across all product lines — Medicare, ACA, and Life & Ancillary. As a senior leader within the organization, this role is responsible for building scalable sales operations, leveraging market intelligence to guide strategic decision-making, and driving growth in agent recruitment, contracting, and productivity. This individual will work closely with executive leadership, carrier partners, and key internal stakeholders — including the Director of Producer Support, Commissions Program Manager, Compliance Officer, and marketing and technology teams — to ensure Agility maintains its position as a top-performing Field Marketing Organization (FMO).

Key Responsibilities

Strategic Leadership

• Develop and implement the national sales and agent recruitment strategy for all business lines, ensuring alignment with Agility’s growth targets and market expansion plans.
• Translate market intelligence and competitive insights into actionable sales initiatives, including territory expansion, vertical product growth, and partner engagement.
• Oversee the execution of short- and long-term sales strategies to drive contracted agent count, active agent productivity, and premium growth.
• Partner with executive leadership on strategic initiatives such as new carrier partnerships, incentive programs, and expansion into new states or lines of business.

Sales Operations Management

• Lead and mentor direct reports, fostering a culture of accountability, collaboration, and high performance.
• Oversee operational infrastructure for sales reporting, pipeline management, and agent lifecycle tracking from contracting through retention.
• Establish and manage KPIs, dashboards, and reporting cadence for all sales channels, ensuring timely, accurate performance measurement.
• Optimize sales processes and tools to improve efficiency, transparency, and scalability.
• Coordinate closely with the Director of Producer Support to ensure aligned strategies for agent engagement, onboarding, and service delivery.
• Partner with the Commissions Program Manager to integrate commission structure updates and payout accuracy into recruitment and retention strategies.

Market & Competitive Intelligence

• Lead the gathering and analysis of carrier, competitor, and market data to inform go-to-market strategies.
• Maintain awareness of regulatory changes, industry trends, and emerging distribution models impacting the FMO space.
• Identify growth opportunities through product diversification, geographic expansion, and strategic partnerships.

Collaboration & Partnership Development

• Build strong relationships with carrier sales leadership to ensure mutual growth objectives are met.
• Partner with compliance to ensure all sales and marketing strategies are fully aligned with federal, state, and carrier regulations.
• Collaborate with marketing and technology teams to develop innovative campaigns, recruitment funnels, and sales enablement tools.
• Coordinate with internal service departments to ensure agents receive a seamless, high-quality experience from recruitment through retention.

Recruitment & Retention Strategy

• Oversee design and execution of national agent recruitment campaigns, including lead generation, onboarding, and activation programs.
• Drive retention initiatives to improve persistency and long-term agent engagement.
• Support market managers and AVPs in developing localized recruitment and retention strategies.

Financial & Resource Management

• Partner with finance to develop sales budgets, forecasts, and incentive structures.
• Monitor ROI on sales initiatives and adjust strategies based on performance data.
• Ensure resources are allocated effectively to achieve maximum market impact.

Requirements

Qualifications

Education & Experience

• Bachelor’s degree in Business, Marketing, or related field (Master’s preferred).
• 10+ years of progressive sales leadership experience, with at least 5 years in insurance distribution, preferably in an FMO, IMO, or health plan environment.
• Proven track record of developing and executing multi-channel sales strategies across multiple product lines.
• Experience leading large, geographically dispersed sales teams and managing sales operations infrastructure.

Skills & Competencies

• Strategic thinker with strong analytical and market assessment skills.
• Exceptional leadership, coaching, and team development capabilities.
• Strong understanding of Medicare, ACA, and ancillary product distribution dynamics.
• Ability to balance high-level strategic vision with operational execution.
• Proficiency with CRM platforms, sales reporting tools, and data analytics.
• Excellent communication and relationship-building skills with internal teams and external partners.

Performance Metrics

Success in this role will be measured by:

• Year-over-year growth in contracted and active agents per product line.
• Revenue growth and achievement of sales targets across all channels.
• Market expansion into targeted states and territories.
• Improvement in agent productivity, retention, and engagement scores.
• Operational efficiency gains in sales processes and reporting.

Compensation & Benefits

• Comprehensive benefits package (medical, dental, vision, 401(k), etc.).
• Opportunities for professional growth and development through ongoing training and industry certifications.
• A collaborative and supportive work culture that values innovation, integrity, and teamwork.
• The chance to lead and optimize a key function within a rapidly growing FMO, contributing to the success of agents and partners nationwide.

Note:

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