Sales Director

SALES DIRECTOR ROLE
Employee Retention Benefits, Inc. (ERB)

1. POSITION INFORMATION
Position Title: Sales Director (Enrollment Operations)
Department: Sales / Enrollment
Reports To: Integrator
Location: Remote / Offshore (Philippines)

2. PURPOSE OF THE ROLE
The Sales Director is responsible for driving revenue growth, building and leading the enrollment sales organization, and ensuring consistent execution across all sales and enrollment activities.

This role owns sales strategy, team performance, and revenue outcomes, ensuring that ERB meets its premium targets across public and private sector accounts.

The Sales Director acts as the growth engine of the organization, aligning people, process, and performance to deliver scalable and predictable revenue results.

3. ROLE DEFINITION
Sales Director (Enrollment Operations)

Role Purpose 
The Sales Director provides strategic leadership, operational oversight, and execution across ERB’s sales and enrollment functions.

This role is responsible for building high-performing teams, developing scalable sales processes, and ensuring full alignment between revenue goals and operational delivery.

4. CORE AREAS OF OWNERSHIP

Sales strategy and revenue growth
Enrollment team leadership (Agents & EORs)
Recruitment, onboarding, and retention of sales personnel
Sales process design and performance management
Pipeline visibility, forecasting, and reporting
CRM usage, data accuracy, and automation adoption

5. KEY RESPONSIBILITIES

A. Sales Strategy & Revenue Execution
Lead and execute revenue strategy aligned with company growth targets
Develop and implement sales plans tied to:
premium production goals
account acquisition
Drive new business development in coordination with leadership
Ensure consistent achievement of revenue KPIs across the team

B. Team Leadership & Development
Recruit, onboard, and retain:
Enrollment Agents
Enrollment Outreach Representatives (EORs)
?Apply EOS LMA (Lead, Manage, Accountable) principles
Set clear performance expectations and accountability standards

Conduct:
weekly Level 10 (L10) meetings
performance reviews and coaching sessions
Build a high-performance, results-driven sales culture

C. Sales Process & Performance Management
Design, implement, and refine sales workflows and processes
Ensure full adoption and usage of:
CRM systems
appointment scheduling tools
follow-up and pipeline tracking systems
Monitor and manage key performance metrics, including:
premium written (weekly/monthly)
appointment conversion rates
follow-up and referral capture rates
agent productivity and retention

D. Pipeline Management & Forecasting
Maintain accurate pipeline visibility across all accounts
Provide:
weekly sales performance dashboards
monthly revenue forecasts and strategy updates
Track progress against targets and adjust strategies as needed
Ensure leadership has clear, real-time insight into sales performance

E. Operational Alignment & Execution
Coordinate with:
Client Success Team (CST)
Operations
Account Management
Ensure that sales commitments align with operational delivery capacity
Oversee onboarding of new accounts to ensure smooth transitions
Support alignment between sales execution and client expectations

F. Process, Systems & Automation
Design and optimize sales systems and workflows using:
CRM platforms
automation tools (e.g., GHL, reporting dashboards)
Ensure data accuracy and completeness across all systems
Build scalable processes to support growth without breakdowns

6. REPORTING & ALIGNMENT STRUCTURE
Direct Report
Integrator

Works Closely With
Director of Client Experience / Account Director
Operations Director
Finance
HR

7. AUTHORITY & BOUNDARIES

Authority
Owns revenue performance and premium production outcomes
Owns sales team structure, hiring, and performance management
Owns sales processes, workflows, and execution standards
Has authority to drive strategy and resource allocation within Sales

Boundaries 
Does not own client service execution (handled by Operations / CST)
Does not own client relationship management post-sale (Account Director / KAM)
Does not perform licensed insurance sales unless properly licensed
Does not override operational or client delivery constraints

8. KPIs & SCORECARD (EOS-ALIGNED)
The Sales Director is measured on:
Total premium written (weekly, monthly, quarterly)
Revenue vs target performance
Appointment set ? show ? close conversion rates
Agent productivity and ramp time
Recruitment success (hiring and activation of agents)
Agent retention and performance consistency
Pipeline accuracy and forecast reliability

9. WHAT SUCCESS LOOKS LIKE
Revenue targets are consistently achieved or exceeded
Sales pipeline is predictable, visible, and well-managed
Sales team is fully staffed, trained, and performing
High conversion rates across the sales funnel
Strong alignment between Sales and Operations
Minimal breakdowns between sales commitments and delivery

10. TRANSITION & EXPECTATIONS
Initial focus on building structure, team, and processes
Rapid development of sales pipeline and recruitment engine
Implementation of KPIs, dashboards, and reporting cadence
Transition from hands-on execution to leadership and scalability

11. IDEAL CANDIDATE PROFILE
Proven experience leading and scaling sales organizations
Strong background in revenue strategy and execution
Experience in recruiting and developing high-performing teams
Systems-driven and data-oriented mindset
Strong leadership presence with EOS / LMA alignment
Ability to operate in fast-paced, high-growth environments


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