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. 

Why Willis Johnson & Associates? 

Willis Johnson & Associates 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. WJA is also proud to be one of the Best Places to Work for Financial Advisors by Investment News. 

What Success Looks Like 

• Team consistently meets or exceeds weekly qualified prospect meeting targets  

• Improved conversion rates from lead to meeting  

• Clear visibility into activity, performance, and pipeline metrics  

• Proactive identification and resolution of performance gaps  

• A culture of ownership, urgency, and results 

Key Responsibilities 

Team Leadership & Performance Management 

• 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  

Player-Coach Execution 

• 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  

KPI Ownership 

• Own:  

• Weekly meetings set (primary KPI)  

• Activity volume (calls, LinkedIn, outreach)  

• Conversion rates (lead → meeting)  

• 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. 

Sales Strategy & Optimization 

• 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 

Qualifications 

• 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  

What We Offer 

• Collaborative, positive teammates 

• Advancement opportunities 

• Autonomy in your role 

• Professional development options 

• Rewarding work that matters 

• Uncapped bonuses  

Compensation & Benefits 

• Base salary range: $120,000-$140,000/year, plus quarterly performance-based bonuses tied to: 

• Team meeting targets 

• Conversion rates / pipeline performance  

• Individual quota attainment 

• On-target earnings (OTE): $180,000+ 

• 401(k) plan with opportunity to earn up to 7% the first year and 10% with tenure. 

• Best and brightest leaders will have opportunities to buy into and become owners in the firm over time. 

• 11 paid holidays and 15 PTO days to use at your discretion. 

• Employer paid Health/Dental/Vision insurance premiums for individuals and families. 

• Employer HSA contributions 

• Employer paid Life and Long-Term Disability