Sales Manager (Startup)

☀️ About Bright:

Hey there! We’re Bright, a fintech solar energy startup on a mission to reverse climate change, starting in Mexico. We do so as a finance and technology layer powering the solar installer and entrepreneurial ecosystem - working hard to simplify the process through automation.

In just a few years, we’ve become Mexico’s leading solar financier, overseeing everything from financial solutions to installation. We’re backed by top investors such as First Round Capital, Y Combinator, and Leonardo DiCaprio. Like we do, they believe we can grow exponentially while having fun and being one of the best places to work in solar.

💼 About the position:

Join us as a Sales Manager to bring clean solar energy to Mexico! Work with our Sales Management Team and play a critical role in achieving Bright’s key goals. You'll be responsible for aligning the sales team with Bright's priorities, planning and forecasting for a team of five to eight, adapting sales strategies to meet goals, coaching Energy Experts, and reinforcing best practices for optimizing conversion rates. You will collaborate with Operations Team and Customer Service Team to drive Monthly Kilowatts Goals, approve referral projects, and enhance your team's conversion rates.

Tareas

💻 Your tasks and responsibilities will be:

• Build a monthly plan in advance that includes sales visits distribution for a sales team to achieve the monthly goal.
• (i.e., You create a comprehensive monthly plan that outlines the distribution of sales visits across the team, scheduling appointments strategically to maximize coverage and ensure that the sales team's efforts align with the monthly goals. Allocate specific days for high-priority clients and adjust schedules based on lead priority and availability.)
• Execute the monthly plan and adapt the strategy as the situation changes.
• (i.e., You execute the monthly plan by overseeing the team’s adherence to the scheduled sales visits. If unexpected changes occur, such as a drop in lead response rates or market shifts, you adapt the strategy by reallocating resources or modifying the approach to stay on track with the goals.)
• Coaching and managing your team towards the goal.
• (i.e., You regularly conduct one-on-one coaching sessions with team members, providing guidance on improving their sales techniques and addressing any challenges. Review their performance metrics, offer constructive feedback, and set personalized targets to drive them towards achieving their goals.)
• Constantly shadow your team to create a culture of improvement and feedback.
• (i.e., You actively shadow your team during sales visits and calls, observing their interactions and providing real-time feedback.)
• Lead daily startups to make sure your team is motivated and has the right direction for the day.
• (i.e., You lead daily startup meetings where you motivate the team, review the day's objectives, and ensure everyone understands their tasks and goals. This includes discussing key priorities, addressing any concerns, and setting a positive tone for the day.)
• Implement an effective system with your team to originate leads and meet the referrals goal.
• (i.e., You work with your team to develop and implement a systematic approach to generating leads, such as setting up a referral program or leveraging marketing campaigns. You track the effectiveness of these strategies and adjust as needed to ensure the team meets the referral goals.)
• Role-play and working closely with new hires to help them get better at the skills needed for the Energy Expert role.
• (i.e., You conduct role-play exercises with new hires to help them practice and refine the skills needed for the Energy Expert role. By providing hands-on training and feedback to accelerate their learning curve and build their confidence)
  
  
  

🎯 Your Key Results will be:

At Bright we operate on the Objective Key Results system pioneered at Intel and used widely at Google and many tech companies. For this specific role, your Key Results (upon which your success will be measured) is:

• Build Sales Team:
• OKR 1: Build a team of 9 sales representatives.
• Welcome Call Quota Achievement:
• OKR 2: Achieve 100% of the welcome call quota.
• Origination Quota Achievement:
• OKR 3: Achieve 100% of the origination quota.
• RSV to Welcome Call Conversion Rate:
• OKR 4: Achieve a conversion rate of more than 15% from RSV (Remote Sales Visits) to Welcome Calls for the team.
  
  
  

Requisitos

🥇 Who you are:

• You have a minimum of 1-year experience managing a sales team with successful results.
• You have a selling experience minimum of 3 years.
• You have previous experience selling financial products.
• You are comfortable speaking English and communicating concisely.
• You have a history of success
• Consistently achieves sales goals
• (i.e., You have consistently met or exceeded your sales targets, such as achieving 120% of your quarterly quota for four consecutive quarters by effectively managing your pipeline and closing deals.)
• Implements the best practices for getting referrals
• (i.e., You have successfully implemented referral strategies by creating a structured follow-up process with satisfied customers and launching a referral program that increased new lead generation by 30%.)
• Has an average >12% conversion rate in 3 cohorts
• (i.e., You have maintained an average conversion rate of over 12% across three different sales cohorts, demonstrating your ability to effectively convert leads into customers through targeted outreach and personalized engagement.)
• Is comfortable with math and logical reasoning
• (i.e., You excel in analyzing complex data sets and solving quantitative problems, such as using statistical methods to forecast sales trends and make informed financial decisions.)
• Proposes solutions when finding a challenge
• (i.e., You routinely make strategic decisions by interpreting data from sales reports and customer feedback, leading to improved marketing strategies and increased conversion rates.)
• Understands the dynamics of making commitments with other people
• (i.e., You navigate commitments effectively by managing expectations and delivering on promises, such as meeting deadlines and fulfilling contractual obligations with clients and partners.)
• Has the following skills:
• Organization
• (i.e., You keep your tasks and projects well-organized using project management tools, ensuring deadlines are met and resources are allocated efficiently.)
• Results oriented
• (i.e., You focus on achieving measurable outcomes, such as consistently meeting sales targets and delivering high-quality results that contribute to the company's success.)
• Proactiveness
• (i.e., You take initiative by identifying potential issues before they arise and implementing preventative measures, such as suggesting process improvements or leading new projects.)
• Competitiveness
• (i.e., You thrive in competitive environments by setting ambitious goals and striving to outperform your peers, often leading to top performance awards and recognition.)
• Creativity for when problem-solving is needed
• (i.e., You use creative approaches to solve complex problems, such as developing innovative solutions to customer objections or designing unique marketing campaigns.)
• Leadership
• Leads by example
• (i.e, You demonstrate strong leadership by setting a positive example for your team, such as showing dedication, maintaining a high work ethic, and embodying company values.)
• Is accountable for his/her results and holds his/her team accountable
• (i.e, You take responsibility for both your own performance and your team's results, ensuring that everyone meets their goals and addressing any issues promptly.)
• Gives direction to the team to stay on track
• (i.e., You provide clear guidance and regular updates to your team, helping them stay focused on their objectives and aligning their efforts with overall project goals.)
• Influence
• (i.e., You effectively persuade and motivate others by presenting compelling arguments and building strong relationships, leading to successful negotiations and buy-in from stakeholders.)
• Communication with others
• (i.e, You excel in communication by clearly conveying information and actively listening to others, facilitating smooth collaboration and ensuring that everyone is informed and engaged.)
  
  
  

Beneficios

✅ Benefits

• The opportunity to learn firsthand about the distributed generation regulatory scheme in México while being a part of the fastest-growing startup in the country.
• A fun, high-caliber team that trusts you and gives you the freedom to be brilliant.
• Possibility to earn equity at Bright.
• Private health insurance.
• Access to cost-free mental health care.
• Parental leave.
• Access to top-tier mentorship programs.
• Remote work (48 hrs a week).
• Salary range: $40,000-60,000 MXN monthly gross.