Senior Manager – Prospect Qualification

US-KS-Overland Park


The responsibility of this position is to help meet the company’s revenue, profit and transfer goals by efficiently managing the SelectQuote Business Development Representative organization. The Business Development Representative organization is an internal group tasked with contacting potential customers, pre-qualifying them for sales, and transferring them to licensed sales agents. 


This position will direct and oversee all aspects of the Business Development Rep process including training, transfer rate, product knowledge, compensation, adherence to quality standards and ensuring all compensation/bonus programs are aligned with the company’s objectives. This position will also require leadership in overall sales talent management and achievement of the aggressive growth targets in terms of production and marketing efficiency.


  • Directs sales strategies, conversion optimization, improvement of sales competencies of inside sales agents and delivery of an excellent customer experience
  • Manage direct reports in two inside sales centers (Kansas City and Denver) including BDR Supervisors
  • Achieve stated transfer rates and marketing cost per transfer goals per the established annual financial plan
  • Ensure that cost efficiency goals are achieved through the utilization of company’s technology platform, design of improved sales processes and measurement and monitoring of key performance metrics
  • Provide increased structure to the division (structured call flow, call review, coaching, utilization of technology in process) in order for company to aggressively scale
  • Work effectively with other leadership team functions including Sales, Marketing, Service, Quality, Finance, Information Technology and Human Resources
  • Develop and modify as necessary relevant and cost-effective compensation programs that motivate and reward associates and tie to company strategic goals
  • Recruit, hire, manage and develop a world-class internal transfer organization
  • In conjunction with the regional trainers, help improve upon a training curriculum for both new and experienced BDRs to ensure that training programs are meaningful and achieve desired results
  • Facilitate all administrative issues with respect to the Prospect Qualification (BDR) organization
  • Track and oversee a wide variety of quantitative and qualitative metrics ranging from quota attainment, activity levels, transfer rate/content effectiveness, quality, customer experience and others; recommend changes to executives as necessary
  • Ability to evolve the business from growth mode into more mature and consistent outcomes


Additional Responsibilities:

  • Manages direct reports of 2+ Supervisors


  • Uncompromising ability to maximize sales conversion while providing an excellent customer experience
  • Excellent management and leadership skills; ability to develop new leaders
  • Ability to work well under pressure, to prioritize and deliver business results
  • Demonstrated ability to influence and build consensus at all levels of management
  • Excellent interpersonal skills; a strong verbal and written communicator plus an ability to be effective in a business-to-business setting
  • Ability to utilize and maximize current technology to improve agency performance and marketing ROI; provide recommendations for change to accelerate performance
  • Strong analytical skills and ability to manage in a complex environment

Training and Experience

  • Requires minimum 3 to 5 years of progressive inside sales experience; 2+ years of leadership/manager – level experience
  • Demonstrated track record of successfully leading a minimum of 50+ professionals
  • Demonstrated ability to achieve/exceed sales targets
  • Experience with high-growth businesses, ideally leading them from early stage growth through maturity
  • Demonstrated ability to influence and build consensus at all levels of management
  • Experience in the insurance industry (no required)  
  • Bachelor’s degree required; Master’s degree desirable


Other Requirements:

  • Must be able to travel 25-50% of the time - - primarily to our Denver office


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