Sales Manager/Director

Performance Profile for Mentally Balanced Media’s First Sales Manager

Role Title: Sales Manager
Location: Remote
Reports to: CEO

Role Overview

As Mentally Balanced Media’s first Sales Manager, you’ll play a key role in driving revenue growth, managing client acquisition, and building a high-performance sales team. With an annual revenue target, you’ll focus on both new client acquisition and maximizing client lifetime value through retention and upselling. This role is ideal for a proactive, data-driven leader who can optimize existing sales processes, adapt to client feedback, and support Mentally Balanced Media’s growth trajectory.

Key Performance Objectives (KPOs)

Aggressive Revenue Growth and Client Acquisition
* Objective: Achieve an annual revenue target by acquiring new clients across Mentally Balanced Media’s tiered service offerings.
* Quarterly Adjustment: Revenue milestones will be reviewed quarterly, allowing for adjustments based on pipeline progress, market response, and early performance data.
* Action Steps:
* Implement Mentally Balanced Media’s sales playbook to drive client acquisition, focusing on optimizing conversion rates and deepening client relationships.
* Prioritize high-quality lead targeting and strategic upselling to support both new revenue and long-term client growth.

Execution and Optimization of Sales Playbook
* Objective: Use Mentally Balanced Media’s existing sales playbook to drive performance, making quarterly updates to ensure scalability and alignment with client needs.
* Process Milestones:
* Refine lead qualification, follow-up strategies, and response benchmarks based on data insights and SDR feedback.
* Capture process improvements in a versioned playbook, updating regularly to reflect effective strategies for new hires.
* Action Steps:
* Regularly review and adjust key metrics such as response times, conversion rates, and client onboarding processes based on evolving client needs.

Team Building and Development
* Objective: Build a results-oriented team of SDRs within the first six months, with the potential addition of an Account Executive based on early revenue achievements.
* Team Milestones:
* Hire and onboard SDRs within six months, focusing on lead generation, qualification, and playbook alignment.
* Establish a structured feedback loop with SDRs to continuously refine lead generation and outreach.
* Action Steps:
* Conduct weekly feedback sessions with SDRs to optimize playbook application, encourage continuous improvement, and ensure quality lead flow.

Client Retention, Upselling, and Lifetime Value Enhancement
* Objective: Develop a client success framework that enhances retention and upselling, with a target to increase average client lifetime value.
* Retention Milestones:
* Establish a structured onboarding and quarterly client check-in system to drive satisfaction and identify upsell potential.
* Collect client feedback at quarterly check-ins, using insights to refine client success and retention strategies.
* Action Steps:
* Track client satisfaction with a goal to maintain a satisfaction rate, leveraging feedback to adjust retention approaches and strengthen client relationships.

Sales Operations, Reporting, and Data Hygiene
* Objective: Implement a data hygiene and reporting process within MBM360 to ensure accuracy and transparency in tracking revenue-generating activities.
* Operational Milestones:
* Create a real-time dashboard in MBM360 to track lead response times, conversion rates, pipeline health, and client retention metrics.
* Conduct weekly CRM data reviews and provide a monthly analytics report summarizing pipeline health, conversion trends, revenue, and client retention.
* Action Steps:
* Implement weekly data hygiene protocols to maintain accurate, actionable data in CRM.
* Use monthly insights to refine sales strategies, identify emerging trends, and adjust focus areas to meet revenue goals.

Success Metrics

• Revenue Targets: Drive significant revenue growth by acquiring new clients and expanding MBM’s client base across various service tiers.
• Pipeline Efficiency: Maintain a 1-day average lead response time and reduce lead-to-close time within the first year.
• Team Growth and Productivity: Hire and train SDRs within six months, with meeting or exceeding lead generation and qualification targets.
• Client Retention and Lifetime Value: Increase client lifetime value by through effective retention, satisfaction, and upsell initiatives.
• Process Scalability: Update the sales playbook quarterly based on SDR feedback and data-driven performance metrics, ensuring continuous improvement.

Ideal Candidate Profile

• Experience: 5+ years in B2B sales with a proven track record in revenue growth and team-building. Industry experience in mental health, media technology, or a related field is a plus.
• Leadership: Strong background in building and leading sales teams, with data-driven decision-making skills and an ability to optimize team performance.
• Technical Proficiency: Proficient in CRM tools, data analytics, and KPI tracking to drive performance and pipeline efficiency.
• Entrepreneurial Drive: Motivated by building scalable processes from the ground up and able to thrive in a fast-paced startup environment.
• Communication Skills: Excellent at building rapport, handling objections, and articulating Mentally Balanced Media’s value proposition to diverse audiences.

Compensation and Benefits

• Commission-Only Structure: Commission on new client revenue, upsells and renewals.
• Milestone Bonuses: Quarterly bonuses tied to revenue and client acquisition goals.
• Growth Potential: Opportunity for advancement as Mentally Balanced Media scales and achieves consistent revenue growth.
• Remote Flexibility: Enjoy a remote work environment with regular mentorship and collaboration with Mentally Balanced Media’s leadership team, plus the opportunity to play a key role in Mentally Balanced Media’s growth.

Why Join Mentally Balanced Media?
This role offers the chance to establish Mentally Balanced Media’s revenue foundation and drive client success while working closely with Mentally Balanced Media leadership. As the first Sales Manager, you’ll build a team, refine sales processes, and expand Mentally Balanced Media’s client base. This position is ideal for an experienced sales leader ready to make a significant impact and grow alongside Mentally Balanced Media.