Job Details

The Director of Sales for the Return Assets Division is a strategic and hands-on leadership role responsible for driving revenue growth by overseeing the team of Claim Researchers and Client Care Coordinators. You will lead the department responsible for contacting potential claimants (heirs, individuals, and corporations) to facilitate the recovery of lost or unclaimed assets. This role requires a leader who can balance aggressive performance targets with the high ethical standards, empathy, and compliance required when navigating sensitive financial and probate matters.

Key Responsibilities

1. Team Leadership & Strategy

• Manage the Sales/Research Team: Recruit, train, and manage a team of Claim Researchers and Client Care Coordinators. Provide daily coaching on call scripts, objection handling, and closing techniques.
• Strategic Planning: Develop and execute sales strategies to increase the conversion rate of "leads" (identified owners of unclaimed property) into signed clients.
• Pipeline Management: oversee the full lifecycle of the claimant acquisition process, from initial contact (cold calling/outreach) to contract execution and hand-off to the case processing team.
• KPI Optimization: Establish and monitor key performance indicators (KPIs) such as daily call volume, contact rates, contract conversion rates, and total asset value recovered.

2. Business Development & Revenue Growth

• Trust Building: Develop methodologies to overcome initial skepticism. In this industry, potential clients often fear scams; the Director must train the team to project legitimacy, authority, and empathy to build immediate trust.
• B2B Partnerships: Identify and cultivate relationships with estate attorneys, probate lawyers, and corporate entities to create referral channels for complex asset recovery cases.
• Process Improvement: Analyze the "customer journey" for heirs and claimants to reduce friction in the signing and documentation process.

3. Compliance & Operations

• Regulatory Adherence: Ensure all sales and outreach activities comply with state unclaimed property laws, private investigator regulations, and telemarketing compliance standards (TCPA).
• CRM Management: Oversee the maintenance and data integrity of the division's CRM (e.g., Salesforce, Zoho, or proprietary systems), ensuring accurate tracking of all claimant interactions and case statuses.
• Collaboration: Work closely with the Research and Legal/Processing departments to ensure that the "sales" team is pursuing viable claims with high recoverability potential.

Requirements

Education & Experience

• Experience: 7–10+ years of sales management experience, preferably in consultative sales, financial services, legal services, or high-volume specialized call centers.
• Industry Knowledge: Experience in asset recovery, probate, genealogy, skip tracing, or private investigation industries is highly preferred.
• Leadership: Proven track record of managing teams of 10+ representatives and consistently exceeding revenue targets.
• Education: Bachelor's degree in Business, Communications, Legal Studies, or related field required.

Technical Skills

• CRM Proficiency: Advanced knowledge of CRM platforms and sales enablement tools (dialers, lead tracking).
• Data Analysis: Ability to analyze call metrics and conversion data to identify trends and implement corrective training.
• Legal Literacy: Comfort working with legal terminology (probate, affidavits, heirship) is essential.

Core Competencies

• High Emotional Intelligence (EQ): The ability to teach the team how to handle grieving or confused families with patience and compassion.
• Integrity & Ethics: Unwavering commitment to ethical practices. Lauth acts as a fiduciary-style partner; "hard selling" must never cross the line into coercion.
• Tenacity: The "lost assets" business requires persistence. The Director must foster a culture of resilience in the face of rejection or skepticism.
• Credibility: Executive presence required to speak with high-net-worth individuals, corporate executives, and legal counsel.

Performance Metrics (Success Indicators)

• Increase in total recovered asset value (Year-over-Year).
• Improvement in "Lead-to-Contract" conversion rate.
• Reduction in team turnover and increase in employee satisfaction.
• Successful expansion into new state markets or asset classes.

Benefits

Why Lauth?

• Opportunity to lead a division that genuinely changes lives by returning significant wealth to rightful owners.
• Family-owned culture with a reputation for integrity and 97%+ success rate in recovery.
• Competitive base salary + performance-based overrides on division revenue.