Sales Manager

Willis Johnson Wealth•Houston, TX

4d•Onsite

About The Position

We are seeking a high-impact, data-driven Sales Manager (Player-Coach) to lead our Client Development team and own the performance of our prospect meeting engine. This role is responsible for driving consistent, predictable prospect meeting volume, improving conversion rates, and building a high-performing outbound and inbound sales engine. This role is ultimately accountable for ensuring we consistently hit our weekly prospect meeting targets through a combination of team performance, conversion optimization, and hands-on execution. Willis Johnson Wealth is a fast-growing, award-winning, wealth management firm specializing in corporate executives and professionals. We help our clients optimize everything in their personal financial lives from compensation and benefit strategy to tax mitigation, from retirement planning to investments. We also have an in-house CPA team that provides tax preparation for our clients that need it. And with everything we recommend, we put our clients first—all the time, every time. No product sales. No commissions. Straight fee-only financial planning and asset management. The same way we take care of our clients, we invest in our team. Aside from providing a very competitive benefits package including medical, dental, vision, disability/life insurance, 401(k), and PTO, we pride ourselves in supporting personal and professional growth. We encourage and incentivize continued education for all employees and support their participation in educational conferences and events. WJW is also proud to be one of the Best Places to Work for Financial Advisors by Investment News.

Requirements

Proven experience managing inside sales or SDR/BDR teams
Strong individual sales performance and ability to lead from the front
Analytical mindset with the ability to diagnose performance issues quickly
Decisive and proactive in addressing challenges
Process-oriented, with the ability to build and refine systems
Proven track record of delivering against performance targets in a metrics-driven environment
Series 65 or willingness to take the Series 65 exam in the first 6 months of employment

Responsibilities

Lead and coach a team of 3 Client Development Specialists
Set clear expectations and hold the team accountable to performance standards
Monitor daily activity, conversion rates, and pipeline health
Identify performance gaps and implement solutions quickly
Own hiring, onboarding, and performance management
Foster a culture of accountability and continuous improvement
Carry an individual quota (meetings + pipeline/AUM contribution)
Actively prospect through calls, LinkedIn, and multi-channel outreach
Lead by example in activity level, messaging, and conversion performance
Balance time between team leadership (~30%) and individual production (~70%), flexing as needed
Own: Weekly meetings set (primary KPI)
Own: Activity volume (calls, LinkedIn, outreach)
Own: Conversion rates (lead → meeting)
Own: Pipeline/AUM targets
Build and maintain reporting to track performance and drive decisions
This role is fully accountable for diagnosing performance gaps and implementing solutions to ensure targets are met.
Continuously improve outreach strategies, messaging, and sequences
Analyze performance data to recommend changes
Evaluate and optimize tools (HubSpot, RingCentral, LinkedIn, etc.)
Partner with Marketing to influence campaign strategy, targeting, and messaging based on sales insights and performance data
Make recommendations and drive decisions on tools, workflows, and sales processes to improve team performance