Regional Sales Manager

Summary of Position:

The Regional Sales Manager is responsible for driving measurable sales performance across the region by developing, coaching, and holding Treatment Coordinators (TCs) and Practice Managers accountable to practice performance targets.

This role combines hands-on training with shared ownership of sales outcomes—ensuring that capability building translates directly into improved conversion, starts, and revenue performance.

The role is responsible for identifying performance gaps, deploying targeted coaching, and driving disciplined execution at the practice level. Success in this role is measured by performance improvement of the TCs in the region..

Essential Job Responsibilities:

Sales Performance & Accountability

· Shared ownership of regional TC-driven KPIs (TRC, case acceptance, same-day starts, RG attach, kept %, average case fee, first day cash)

· Monitor performance trends and identify risks early using data

· Drive corrective action plans at the practice and TC level

· Identify underperforming TCs and ensure improved performance

· Reduce performance variability across practices

Training, Coaching & Development

· In partnership with practice managers, develop and execute onboarding plans for TCs with a structured approach

· Deliver ongoing training tied directly to performance gaps

Conduct hands-on coaching focused on same-day conversion, financial presentation & objection handling, add-on sales, follow-up cadence (short, mid, and long term), discounting & down payment strategy

· Review patient exams (in person and via video), calls, and workflows

· Build TC and PM capability to sustain performance independently

Field Execution & Practice Engagement

· Partner with Regional and Practice Management to ensure execution discipline

· Identify breakdowns in the funnel (lead → TR → start) and fix them at the source

· Support underperforming locations with targeted “deep dive” interventions

· When necessary, visit practices to observe, coach, and reinforce standards

Process Standardization & Improvement

· Ensure consistent adoption of the OP sales playbook across all practices

· Identify systemic issues and drive cross-functional solutions

Strategic Partnership

· Act as the sales counterpart to the Regional Director/Manager

· Align training and coaching priorities to business objectives

· Support key initiatives:

o New practice onboarding, Acquisitions integration, Adult growth strategies, & Pricing and product evolution

· Provide clear, actionable insights to senior leadership

Training Infrastructure & Reporting

· Work with other Regional Sales Manager(s) to maintain and evolve training materials, playbooks, and performance tracking consistently across OP

· Track TC and report on performance

· Document coaching impact and ROI

Success in this role looks like:

· Demonstrably and consistently driving improvement in TC performance including:

o Same-day conversion

o Overall conversion

o RG attachment rate

o Kept %

o No Show Rate

o Observation pool management

· Balance sales metrics against bad debt performance Reduced variability between top and bottom practices

· Strong bench of high-performing, self-sufficient TCs

· Reduction in time to ramp performance of new TCs

Knowledge, Skills, and Abilities:

· Minimum 5+ years’ experience in a managerial or treatment coordinator role in an Orthodontic Practice or a similar sales role

· Passion for training and development

· Proven problem-solving and data analysis skills

· Strong critical thinking skills

· Excellent customer service skills

· Strong project management skills

· Proven ability to thrive in a matrix style organization, able to communicate effectively with all levels of leadership

· Self-Starter, comfortable working with limited oversight

· Proven ability to work well with others in a collaborative team environment

· Proven ability to multi-task and consistently meet deadlines

· Proven ability to effectively communicate with all levels of team members

Ability to travel approximately 20%+ as needed

Education and Experience:

· Bachelor’s degree or equivalent experience required

· Experience as a high-performing TC, sales leader, or equivalent