The Job
The Sr. Director, Broker Sales is responsible for leading and driving broker sales strategies across Southern California, ensuring the achievement of ambitious growth and retention goals. This role oversees the entire broker distribution channel within the region, providing executive leadership and direction to Broker Account Executives, FMOs, agencies, and independent brokers. The Sr. Director will focus on expanding market presence, optimizing sales performance, and strengthening relationships with key distribution partners to position SCAN as the Medicare Advantage plan of choice. Given channel interaction within a market, the Sr. Director will also provider overall market-level thought leadership to support overall sales across Southern California.
As a senior leader, this role will drive operational excellence, ensure compliance, and collaborate cross-functionally to align broker sales strategies with the company’s overall business objectives.
You Will
Strategic Leadership & Sales Growth
- Develops and executes multi-year strategic sales plans to drive market expansion, competitive positioning, and sustainable membership growth across Southern California.
- Establishes and manages sales targets, forecasting models, and performance metrics to ensure alignment with corporate goals.
- Oversees broker distribution initiatives, identifying new opportunities to enhance market penetration and optimize broker network effectiveness.
- Leads go-to-market initiatives for new product launches and service area expansions in coordination with marketing and product teams.
Broker Channel Management & Optimization
Provides executive oversight to Broker Account Executives, ensuring effective management of FMOs, agencies, and independent brokers to drive maximum sales performance.Strengthens relationships with top-tier FMO partners and broker distribution networks, negotiating agreements and ensuring SCAN remains a preferred partnerImplements best practices to improve broker onboarding, engagement, and retention, enhancing productivity across all sales channelsDevelops strategies to expand and optimize broker recruitment efforts, ensuring a continuous pipeline of high-performing agents.Operational Excellence & Compliance Ensures all broker sales operations adhere to state and federal regulations (CMS, DOI, etc.), maintaining high compliance standards and mitigating risk.Partners with internal departments (Compliance, Marketing, Network Development, and Member Services) to streamline processes and improve broker support infrastructure.Leverages data analytics to monitor sales trends, broker performance, and identify areas for process improvement.Leads continuous training, performance coaching, and professional development programs to ensure Broker Account Executives and agents meet and exceed expectations.Executive Collaboration & Influence
Serves as a key thought leader within SCAN’s sales organization, collaborating with executive leadership to shape enterprise-wide sales strategiesCollaborate with other channel leaders, such as those overseeing Field, Telesales, Community Business Development, and Digital to support SCAN’s overall growth for Southern California.Acts as a senior representative in industry events, community partnerships, and broker-related forums, reinforcing SCAN’s brand positioningProvides ongoing market intelligence, competitive insights, and strategic recommendations to Chief Growth Officer, VP of National Broker Sales, and other senior leaders.People Leadership & Development
Leads, mentors, and inspires a high-performing team of Broker Account Executives to drive engagement, accountability, and performance excellenceEstablishes performance benchmarks and holds team members accountable for achieving key objectivesChampions a culture of collaboration, innovation, and continuous professional development.Contribute to team effort by accomplishing related results as needed.Travel as needed in local market ares.
Actively support the achievement of SCAN’s Vision and Goals.
Other duties as assigned.
Your Qualifications
Bachelor's Degree or equivalent experienceCurrent license(s) to sell Medicare products in California required12 years of progressive Medicare Advantage sales leadership experience, with at least 5 years in a senior leadership role managing multi-regional broker sales teamsProven track record in building and scaling broker sales strategies to drive revenue growth in large, complex marketsDeep expertise in Southern California's Medicare market dynamics, competitor landscape, and broker distribution channelsStrong negotiation, relationship management, and executive-level presentation skillsHigh proficiency in data-driven decision-making, CRM tools, and MS OfficeStrategic Market Expansion & Growth Planning – Ability to assess market opportunities, identify growth areas, and implement long-term sales strategies that drive membership growth across Southern California.Advanced Contract Negotiation & Relationship Management – Expertise in negotiating contracts, partnership agreements, and incentive structures with FMOs, agencies, and brokers to ensure SCAN remains a preferred Medicare Advantage plan.Cross-Functional Collaboration & Executive Influence – Strong ability to align broker sales strategies with corporate initiatives by collaborating with executive leadership, marketing, product development, compliance, and provider relations teams.Data Analytics & Performance Optimization – Proficiency in using sales analytics, CRM systems, and performance metrics to monitor broker productivity, assess ROI, and make data-driven decisions for continuous improvement.Change Management & Adaptability – Ability to lead teams through change, adapt to regulatory shifts, and implement new sales strategies in response to evolving Medicare Advantage market dynamics.What's in it for you?
Base Pay Range : TBDWork Mode : Mostly remoteAn annual employee bonus programRobust Wellness ProgramGenerous paid-time-off (PTO) along with 11 paid holidays per year, 1 floating holiday, birthday off, and 2 volunteer daysExcellent 401(k) Retirement Saving Plan with employer matchRobust employee recognition programTuition reimbursementAn opportunity to become part of a team that makes a difference to our members and our community every day!
