Regional Sales Manager

Orthodontic Partners; United States; On-site; USD 70,000 - 100,000; Full time

Job summary

Orthodontic Partners is seeking a Regional Sales Manager to drive sales performance in the U.S. Your role will include coaching Treatment Coordinators to achieve performance targets and improving sales outcomes by leveraging data and implementing corrective actions.

Qualifications include over 5 years of managerial experience in an orthodontic setting and a bachelor's degree. The position requires a passion for training, excellent problem-solving skills, and the ability to travel approximately 20% of the time.

Qualifications

• Minimum 5+ years’ experience in a managerial or treatment coordinator role in an Orthodontic Practice.
• Proven ability to thrive in a matrix style organization.
• Ability to travel approximately 20%+ as needed.

Responsibilities

• Drive measurable sales performance across the region.
• Deliver ongoing training tied directly to performance gaps.
• Ensure consistent adoption of sales playbook across all practices.

Skills

Managerial experience

Problem-solving

Data analysis

Critical thinking

Collaboration

Communication

Education

Bachelor’s degree or equivalent experience

Job description

Founded by some of the nation’s top orthodontists and headquartered in Grand Rapids, MI, Orthodontic Partners (OP) is a fast-growing national orthodontic service organization that provides partner doctors with a full range of administrative, marketing, HR, and financial support services. Our mission is to build a better orthodontic partnership model by bringing together leading business and clinical minds and sharing insights that inspire our partners, teams and patients. It is through a relentless pursuit of this mission that we’ve successfully built a world class network of partners who value collaboration, excellence, growth, and trust. We’ve grown to support over 30 top orthodontic practices across nearly 70 locations and 15 states and are just getting started. We’re looking for highly motivated individuals to join us as we revolutionize the orthodontics industry by making orthodontic care more convenient, affordable, faster and easier for patients.

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.

• 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
• 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:
• 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:
• Same‑day conversion
• Overall conversion
• RG attachment rate
• Kept %
• No Show Rate
• Observation pool management
• Reduced variability between top and bottom practices
• Strong bench of high‑performing, self‑sufficient TCs
• Reduction in time to ramp performance of new TCs

Qualifications

• 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
• 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