Assistant Vice President Agency Distribution

Horace Mann is seeking a dynamic and results-driven Assistant Vice President (AVP), Agency Distribution to lead and evolve our General Agency operations and third-party distribution strategy. This executive role is responsible for driving growth, strengthening carrier partnerships, and optimizing sales and service performance across multiple distribution channels.

The AVP will play a critical role in enhancing the customer and agent experience, expanding our product offerings, and delivering measurable improvements in retention, conversion, and operational efficiency. This leader will partner across the enterprise to ensure seamless execution of strategic initiatives while building and developing high-performing teams.

Key Responsibilities

Agency Leadership & Distribution Strategy

• Oversee the General Agency, including agency operations across sales, service, and carrier optimization.
• Lead and manage strategic agency programs connecting third-party carriers and Horace Mann clients.
• Translate enterprise strategy into actionable inside-sales initiatives, playbooks, and execution plans.
• Coordinate across multiple distribution channels including inside sales, service, and agent distribution to drive alignment and results.

Growth, Retention & Performance

• Lead and optimize the HM Client Retention Team to improve retention, third-party sales, and customer satisfaction.
• Grow and diversify the book of business while ensuring carrier partners meet client needs.
• Strengthen key performance indicators (KPIs) such as lead conversion rates, policy issuance workflows, and agent satisfaction.
• Drive cross-sell, upsell, and retention initiatives to maximize customer lifetime value.

Carrier & Partnership Management

• Manage operational carrier partnerships, including product rollouts, compliance updates, and issue resolution.
• Serve as the primary liaison between Horace Mann agents, internal teams, and third-party carriers.
• Ensure successful execution and adoption of third-party offerings across the agent network.
• Lead escalation management and maintain strong, productive relationships with partners.

Team Leadership & Operational Excellence

• Develop, coach, and empower the inside sales and operations teams to deliver consistent results and continuous improvement.
• Promote accountability for service levels, SLA adherence, and operational efficiency.
• Lead initiatives to improve processes, systems, and workflows that enhance both employee and customer experience.

Qualifications & Experience

Required Qualifications

• Demonstrated success leading complex sales, service, and agency operations.
• Proven track record managing strategic partnerships, particularly within insurance distribution models.
• Strong leadership capabilities with experience coaching and developing high-performing teams.
• Ability to coordinate across multiple distribution channels and drive performance metrics and business outcomes.
• Skilled in managing escalations and navigating complex organizational and partner relationships.

Education & Licensing

• Bachelor’s degree required; MBA or advanced degree preferred.
• Property & Casualty (P&C) License required.
• Additional industry certifications (e.g., CLU, ChFC, CPCU) preferred.

Experience

• 8–10+ years of experience in insurance or financial services with progressive leadership responsibility.
• Experience managing general agency operations and third-party distribution models.
• Background in inside sales leadership, carrier relationship management, and strategic program development.
• Experience driving retention initiatives, cross-sell/upsell campaigns, and KPI optimization.

Key Competencies

• Strategic T