Regional Sales Manager

Territory: Maine, New Hampshire, and Massachusetts

Compensation: $80,000 base salary plus a quarterly bonus

RESPONSIBILITIES

The primary purpose of the regional sales manager is to drive sales performance within an assigned region by owning clinic results, coaching teams, and executing sales initiatives.

• Own sales performance for assigned clinics and region by driving consistent execution of sales strategy, achieving regional revenue targets, and ensuring accountability to clinic-level goals and results.
• Conduct regular field visits and in-office coaching to observe performance, reinforce standards, provide real-time feedback, and ensure consistent execution of sales and service expectations.
• Develop Hearing Care Practitioner (HCP) performance by working with HCPs on consultative selling, clinical-to-lifestyle translation, objection handling, and execution of the patient sales journey to drive revenue growth, improve close rates, and reduce returns.
• Develop Patient Care Coordinator (PCC) performance by working with PCCs on sales coordination and front-office execution, including appointment preparation, scheduling discipline, organization, patient communication, and customer service behaviors that enable sales success and patient retention.
• Identify underperformance and initiate corrective action by diagnosing root causes, delivering targeted coaching, documenting performance conversations, and escalating formal performance management as needed.
• Participate in hiring and onboarding for regional roles by leading interviews for PCC candidates, supporting interviews for HCPs as needed, and partnering with Sales leadership to ensure new hires are effectively onboarded and ramped to performance expectations.
• Reinforce sales training and execution by delivering small-group and one-on-one trainings, observing application in the field, and supporting adoption of sales methodologies, tools, and expectations at the clinic level.
• Monitor KPIs, returns, close rates, and pipeline trends to identify performance gaps, prioritize coaching efforts, and proactively address risks to regional sales performance.
• Escalate operational, personnel, or systemic issues to the appropriate internal partners (e.g., Human Resources, IT, Marketing, Operations, Training or Professional Development) to ensure timely resolution and minimize disruption to clinic performance.

MANAGERIAL RESPONSIBILITIES

• Manage day-to-day performance of HCPs and PCCs by setting clear expectations, monitoring results, providing ongoing feedback, and reinforcing accountability at the clinic level.
• Initiate and document performance counseling by addressing performance or behavior issues, completing written counseling as appropriate, and escalating matters to the Sales Manager and HR when needed.
• Ensure adequate staffing and coverage by identifying coverage gaps, coordinating schedules, and partnering with the Sales Manager to address hiring or temporary staffing needs.
• Reinforce sales culture and expectations by modeling desired behaviors, holding teams accountable to standards, and consistently reinforcing company sales processes and service expectations.

KEY PERFORMANCE INDICATORS

• Regional Budgeted Net Sales – How consistently assigned clinics meet their monthly budgeted net sales targets.
• Sales Opportunity Volume – How consistently clinics meet their monthly goals for sales opportunity type appointments, including Hearing Evaluations, Consultations, and other defined appointment types.
• Close Rate – The percentage of sales opportunities that convert to completed sales across assigned clinics.
• Clinic Performance Improvement – Improvement in clinics that are below budget, measured by progress toward budgeted net sales and sales activity expectations.

COMPETENCIES

• Sales execution
• Team development
• Use of data
• Accountability
• Communication
• Adaptability

REQUIRED EXPERIENCE - INTERNAL / EXTERNAL

• Multi-location or regional sales experience
• Experience managing and developing sales teams
• Sales execution coaching and standards reinforcement experience
• Performance management and accountability experience
• Cross-functional collaboration experience