Manager, Outbound Sales

Manager, Outbound Sales

The Healthy Back Institute | Remote (Texas) | Full-Time, Exempt | People Leader

$77,000 to $87,000 base + variable, uncapped · Reports to the Sr. Manager, Customer Success · Proven revenue ownership required

About Us

Since 2003, the Healthy Back Institute has helped millions of people reclaim their freedom from pain. We are a remote, direct-to-consumer health and wellness company built on six core values: Freedom, Love, Team, Growth, Excellence, and Courage.

Our Sales team is central to the company's growth plan. We are seeking an experienced sales leader to strengthen its operating foundation, expand books of business, programs, and reactivation, and support the launch of a wholesale channel in 2027.

The Role

The Manager, Outbound Sales carries the revenue target for a fully remote team of Value-Added Sales representatives who contact existing customers by phone and text to recommend the products, programs, and packages best suited to their needs. This role owns the pipeline, margin, coaching, offer strategy, and commission plan, and is accountable for building and developing the team that delivers results.

This is a hands-on leadership position within a lean organization. The Manager engages directly with the team, the dialer, and performance reporting each day and has the authority to set schedules, shape offers, and hold the team accountable to its targets. Initial priorities are operational: queue coverage, abandon rate, and consistent production from every representative. Beyond that foundation, the role is accountable for measurable revenue growth.

What You'll Own

Revenue and Reporting

• Monthly sales, gross profit, and net revenue targets for the team, managed against the company margin floor
  

• A concise, reliable weekly performance and forecast view for leadership, sourced from UltraCart today and from HubSpot and Aircall as those platforms are adopted
  

• Commission plan administration, including accurate and timely payouts and clear communication of results to the team
  

Operating Foundation

• Reduce abandon rate, stabilize queue coverage, and bring every representative to a consistent, fully ramped level of production
  

• Shift structure, coverage, and schedule adherence across outbound and inbound sales queues
  

• Team compliance: approved claims language, do-not-call handling, required disclosures, and call recording practices
  

Growth

• Expansion of books of business through outbound outreach, reactivation, and program offers, with guardrails that keep refund and chargeback rates within policy
  

• A shared customer-contact standard developed with Marketing to prevent over-contact across phone, SMS, and email
  

• Outbound program management: lead lists and segmentation, dialer campaigns, call cadences, and SMS follow-up, in partnership with Marketing and Lifecycle
  

• Development and maintenance of the offer playbook, call scripts, objection-handling guides, and reference materials
  

Team Leadership

• Daily management of team KPIs, including dials, contacts, talk time, conversion, revenue per call, average order value, gross profit per call, program and subscription adoption, coupon usage, and refunds
  

• Coaching through daily live and recorded call review, escalation and closing support, documented coaching logs, and weekly one-on-ones with every representative
  

• A structured remote team cadence of daily huddles, Slack communication, weekly team meetings, and recognition that keeps a distributed team engaged and accountable
  

• Recruiting, onboarding, and ramp of new representatives, including a Coordinator feeder and rehire pipeline; performance management and corrective action as needed
  

Requirements

What You Bring

Required

• Revenue leadership. Five or more years leading an outbound phone-based sales team in a remote or virtual contact center environment, with a documented record of owning a revenue target and growing it through outbound campaigns.
  

• D2C sales experience. Direct-to-consumer outbound sales experience by phone in a DTC, direct-response, or subscription business, with a working understanding of how conversion drives average order value, lifetime value, and margin.
  

• B2B sales experience. Experience selling or leading sales into businesses, such as wholesale, distribution, retail accounts, or practitioner channels. This role will support the development of a wholesale channel in 2027.
  

• Team building. Demonstrated success expanding a team, including hiring, ramping, and building a feeder or rehire pipeline.
  

• Margin management. Experience managing to gross profit per call, contribution margin, and refund and chargeback rates, not solely top-line revenue.
  

• Coaching. Demonstrated ability to coach through call observation and direct feedback, sell consultatively, communicate performance expectations clearly, and develop representatives accordingly.
  

• Integrity. A record of leading teams that achieve targets through ethical, consultative selling, and the judgment to identify and address sales conduct that does not meet company standards.
  

• Systems and tools. Hands-on proficiency with dialer and telephony platforms, call recording and quality assurance tools, SMS outreach, and CRM or contact-center systems, along with strong Excel or Google Sheets skills for building scorecards and forecasts.
  

• Commission plans. Experience administering sales commission plans and managing pay cycles accurately.
  

• Compliance. Working knowledge of TCPA and telemarketing regulations, do-not-call compliance, and FTC and DSHEA guidance governing dietary supplement claims.
  

• Eligibility. Authorization to work in the United States as a W2 employee, Texas residency, and a quiet, dedicated home workspace with reliable high-speed internet.
  

Preferred

• Health, wellness, or dietary supplement industry experience
  

• Free trial or continuity business model experience
  

• Experience designing sales commission plans
  

• HubSpot, Aircall, or UltraCart experience
  

• Bachelor's degree in business or a related field
  

Benefits