POSITION PURPOSE:
The Sales Enablement Manager is a field-based role focused on driving referral growth by developing the people, behaviors, and processes practice teams use every day. This person partners closely with Surgeons, Field Marketing Managers, Practice Leaders, Referral Development Partners, and practice teams — coaching consultative selling, referral development best practices, and exceptional customer service to build scalable, repeatable growth across the organization.
The ideal candidate is an experienced sales coach, trainer, or enablement professional who knows how to influence behavior, drive adoption, and improve performance within healthcare organizations.
KEY RESPONSIBILITIES:
Sales Enablement & Coaching (Primary Focus)
- Develop and deliver sales enablement programs focused on referral development, provider engagement, and relationship selling.
- Coach surgeons, referral development partners, practice leaders, and field-based teams on consultative selling and communication techniques.
- Conduct field observations and provide real-time coaching and feedback.
- Reinforce standardized sales methodologies and referral development playbooks.
- Create measurable improvements in sales behavior through ongoing coaching.
- Identify gaps in execution and implement targeted coaching to improve performance.
- Help practices improve how they present providers, services, and clinical differentiators to referring offices.
Referral Growth Strategy
- Train practices on referral segmentation, provider relationship management, and account planning.
- Improve approaches to referral office visits, provider introductions, lunch-and-learns, continuing education events, and networking strategies.
- Support referral growth initiatives for new providers, acquisitions, and de novo practices.
- Help practices develop structured referral growth plans aligned with market opportunities.
Practice Performance & Field Support
- Travel on-site to support:
- New surgeon onboarding
- Practice acquisitions
- Performance improvement initiatives
- Referral growth acceleration
- Strategic market launches
CRM Training & Adoption (HubSpot)
- Drive adoption of HubSpot CRM and referral development workflows.
- Train teams on activity tracking, pipeline management, and reporting.
- Use CRM insights to identify coaching opportunities and improve sales performance.
- Partner with Field Marketing Managers to measure referral development effectiveness.
Organizational Partnership
- Collaborate with Marketing, Operations, Clinical Education, and Practice Leadership to align training initiatives.
- Translate organizational strategy into practical field execution.
- Identify trends, best practices, and opportunities to continuously improve enablement programs.
- Serve as the organization's subject matter expert in referral sales enablement.
MINIMUM QUALIFICATIONS:
Required Skills/Experience
- 7+ years of experience in dental, healthcare sales, physician liaison, or referral development roles
- Strong understanding of referral development dynamics within the dental space
- Experience training, coaching, or developing sales behaviors in field teams
- Background in grassroots sales, relationship-building, or provider outreach preferred
- Familiarity with CRM platforms, preferably HubSpot
- Ability to influence and drive behavior changes without direct authority
- Strong communication, interpersonal, and facilitation skills
- Comfortable with frequent travel and multi-market support
Key Competencies
- Training and coaching for behavior change
- Referral development strategy translation into execution
- Relationship-building and provider engagement principles
- CRM enablement and adoption
- Strong collaboration with Field Marketing Managers
- Influence without authority
- Structured thinking and process reinforcement
- Adaptability across diverse practice environments
WORK ENVIRONMENT:
- Field-based role with frequent travel across multiple markets
- Short-term deployments focused on training and enablement
- Close, ongoing partnership with local practices and their staff
- High-impact role focused on building scalable, consistent execution across practices and brands within USOSM
Why Join USOSM?
- Play a lead role in scaling referral growth strategy across the nation's leading oral surgery MSO.
- High-visibility, field-based role with direct influence on provider engagement and practice performance nationwide.
- Collaborative culture that values coaching expertise and gives you ownership over how enablement programs are built.
- Competitive compensation and benefits package.
