What are the responsibilities and job description for the Director of Sales position at Millman Search?
Title: Director of Sales & Agent Development
Location: Middle Tennessee (Nashville / Hendersonville area) — On-site
Our client — a nationally ranked residential real estate brokerage — is growing and looking for a Director of Sales & Agent Development to join their team.
They are the #1 team in their MLS for both dollar volume and transaction count in Middle Tennessee and rank in the top 1% of real estate teams nationwide. This is an opportunity to step into a high-performance environment where strong leadership directly supports agent success, sales growth, and continued market dominance.
Who We’re Looking For:
We’re seeking a hands-on sales leader focused on two key outcomes:
• Elevating agent performance through coaching, accountability, and skill development
• Leading inside sales (ISA/SDR-style) to improve speed-to-lead, appointment-setting, and conversion
This is a leadership position for someone who can coach, set standards, build structure, and raise conversion — all while maintaining a healthy, high-accountability culture.
What You’ll Do:
Agent Leadership & Development
- Guide onboarding and ramp plans for new agents with clear 30/60/90-day expectations
- Lead weekly coaching and roleplay sessions focused on scripts, objections, and client conversations
- Provide targeted 1:1 coaching and pipeline reviews
- Establish and reinforce standards for lead handling, follow-up, and CRM discipline
Inside Sales / ISA Leadership
- Lead the ISA team to improve speed-to-lead and appointment-setting outcomes
- Coach call quality using scripts, recordings, and feedback
- Strengthen follow-up processes and lead coverage
- Improve handoffs from ISA to agent to maximize appointment quality
Sales Performance & Reporting
- Track funnel performance from lead → appointment → close
- Provide weekly visibility into activity and priorities
- Identify bottlenecks and implement improvements that lift results
What Success Looks Like
- Faster response times and stronger follow-up consistency
- More qualified appointments set and held
- Improved conversion throughout the sales funnel
- Agents ramp faster and perform with clear expectations
- Clean reporting and consistent visibility into performance
What You Bring
- 5 years in sales leadership (real estate preferred; high-velocity sales also relevant)
- Proven ability to coach performance and hold accountability
- Strong operational discipline and follow-through
- Clear communication and leadership presence
- A builder mindset — focused on improving systems, not just motivation
Compensation & Benefits
• Competitive base salary performance bonus
• Health, dental, and vision insurance
• Professional development opportunities
• Supportive, collaborative team culture