Franklin Street is a full-service commercial real estate and insurance brokerage specializing in investment sales, capital advisory, leasing, property management, and insurance services. Founded on a collaborative, performance-driven culture, Franklin Street provides integrated solutions that help real estate investors, developers, and operators maximize asset value, mitigate risk, and drive long-term profitability. With a national presence and deep expertise in CAT-exposed markets, Franklin Street’s Insurance Services (FSIS) division delivers customized risk management strategies tailored to the unique needs of multifamily, retail, office, industrial, and hospitality portfolios. By leveraging cross-servicing opportunities across all Franklin Street business lines, FSIS is positioned as a trusted partner in delivering holistic insurance and risk solutions to the commercial real estate industry.
The Director of Sales is responsible for overseeing all sales agents and driving the growth strategy of the agency. This role will lead, develop, and manage the sales team while implementing scalable processes to enhance performance, client acquisition, and retention. A key focus will be recruiting, training, and coaching new associates to ensure they are prepared to meet and exceed sales targets. The Director of Sales will foster a high-performance sales culture, leveraging data-driven decision-making to maximize revenue opportunities and long-term client relationships.
The ideal candidate is a visionary leader and hands-on strategist who thrives in a fast-paced, competitive environment and is committed to building a high-performance sales organization. This is an opportunity to make a lasting impact by scaling a revenue-driven, results-oriented team that dominates the market.
Sales Leadership & Growth Strategy
- Develop and implement a scalable sales growth strategy that aligns with Franklin Street’s vision and long-term objectives, positioning FSIS as the premier risk management partner for property investors, developers, and asset managers seeking comprehensive insurance solutions.
- Recruit, develop, and lead a high-performance sales team, ensuring each associate follows FSIS’s structured sales training program and meets key performance benchmarks for prospecting, deal conversion, and client retention.
- Enhance cross-servicing opportunities by partnering with Capital, Investment Sales, Leasing, and Property Management teams to integrate insurance solutions into Franklin Street’s full-service platform, increasing deal flow and revenue capture across divisions.
- Refine and expand target market strategies, identifying high-growth sectors in commercial real estate, ensuring sales teams effectively engage investors, asset managers, and developers with tailored risk solutions.
- Work closely with marketing and client engagement teams to develop industry-leading content, client education materials, and thought leadership that position FSIS as the authority in commercial real estate.
- Leverage data-driven sales insights to track deal pipeline health, monitor conversion rates, and optimize outreach efforts using Frankie CRM, Power BI analytics, and market research tools like CoStar and ZoomInfo.
Team Development & Sales Training Program Oversight
- Lead and refine Franklin Street’s structured two-year training program, ensuring new associates quickly become productive contributors.
- Coach and mentor team leaders to build high-performing, competitive teams.
- Develop structured accountability systems that track associate progress and ensure performance benchmarks are met.
- Provide ongoing coaching through role-plays, live deal strategy discussions, and call audits.
- Oversee all new associate hiring, training, and professional development initiatives.
- Train associates to identify high-value opportunities by asking targeted questions, prioritizing prospects with genuine needs, and distinguishing between real deals and time-wasting pursuits.
- Equip associates with negotiation strategies, objection handling, and urgency-driven tactics to confidently secure commitments and maximize close rates.
- Teach persuasive storytelling, data-driven insights, and structured frameworks to craft impactful presentations that resonate with clients and drive decision-making.
- Educate associates on market trends, underwriting standards, and pricing cycles, enabling them to position Franklin Street as a strategic risk management partner.
- Train associates to evaluate risk profiles and tailor insurance programs to specific client needs, ensuring optimal coverage, competitive pricing, and long-term client retention.
Client Growth & Experience Enhancement
- Create and oversee a Client Appreciation Program, ensuring that Franklin Street maintains strong relationships with key clients and consistently delivers added value.
- Partner with marketing to develop engaging content that educates clients and prospects on market trends, insurance strategies, and risk management best practices.
- Develop initiatives that enhance client experiences, ensuring smooth communication, proactive risk management, and seamless renewals.
- Implement retention strategies to ensure long-term client engagement and loyalty.
Sales Execution & Optimization
- Drive rigorous sales execution, ensuring every associate operates with discipline, urgency, and efficiency.
- Ensure CRM adoption and data accuracy, so sales teams can effectively manage prospecting, pipeline tracking, and deal progression.
- Lead weekly deal triage meetings, reviewing opportunities, market positioning, and pricing strategies.
- Develop refined sales playbooks, ensuring that all team members are following best-in-class sales processes.
Performance Management & Accountability
- Establish clear performance expectations for all sales associates, ensuring they are consistently meeting or exceeding revenue targets.
- Run high-intensity, results-driven sales meetings that emphasize strategy, accountability, and continuous improvement.
- Track key sales performance metrics and provide real-time feedback to sales associates and team leaders.
- Create a culture of accountability and ownership, where high performers are recognized and underperformers are coached to success.
Leadership & Sales Expertise
- 5+ years of experience in sales leadership in insurance brokerage.
- Proven ability to build, lead, and develop high-performing sales teams.
- Strong background in sales training, coaching, and performance management.
- A track record of scaling sales organizations and driving measurable revenue growth.
Strategic Thinking & Execution
- Ability to translate high-level business goals into actionable sales strategies.
- Skilled in CRM utilization, sales analytics, and market research tools to drive data-driven decision-making.
- Adept at identifying sales trends and opportunities, ensuring a proactive approach to market expansion.
Communication & Influence
- Strong interpersonal and leadership skills, with the ability to motivate and inspire a sales team.
- Excellent presentation, negotiation, and persuasion skills.
- Comfortable working with executive leadership to align sales strategies with overall company goals.
Education & Technical Requirements
- Bachelor’s degree required (Business, Sales, Marketing, or related field preferred).
- Experience using PowerPoint, Word, Excel, CRM software, and virtual meeting platforms.
- Strong presentation and messaging skills, with the ability to influence and inspire.
About Franklin Street:
Franklin Street is a family of full-service real estate companies focused on delivering value-added solutions to meet clients’ evolving needs. Through a collaborative philosophy of leveraging the resources, expertise, and experience of each of its divisions—Real Estate, Capital, Insurance, Property Management, and Project Management—Franklin Street offers unmatched value and optimal solutions for clients nationwide.
Make your next career move with Franklin Street. With seven lines of business and nine offices across, that perfect opportunity you’ve been looking for is here. We believe in hiring a mix of experienced and new talent to join our team of professionals. Whatever your expertise, wherever you are on your career path, Franklin Street is your destination for success.
Learn more about Franklin Street and our award-winning culture at www.FranklinSt.com.
Franklin Street offers competitive salaries, medical – including additional discounts, dental, and vision benefits, disability, and life insurance, 401(K), paid time off, and holiday pay. We also love working together to help the community through our company-sponsored philanthropy events.
Must be able to successfully pass pre-employment (post-offer) drug screen and background check.
Franklin Street and Lighthouse HR Services is an Equal Opportunity Employer: Race, Religion, Color, National Origin, Citizenship, Sex, Sexual Orientation, Gender Identity, Age, Disability, Ancestry, Veteran Status, Genetic Information, or any other classification protected by law.
