Area Sales Manager

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,

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

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.

• coaching, documenting performance conversations, and escalating formal performance management as

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

• Monitor KPIs, returns, close rates, and pipeline trends to identify performance gaps, prioritize coaching efforts, and proactively address risks to regional sales performance.

• Resources, IT, Marketing, Operations, Training or Professional Development) to ensure timely resolution and

minimize disruption to clinic performance.

Manage day-to-day performance of HCPs and PCCs by setting clear expectations, monitoring results,

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.

• 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.

• Regional Budgeted Net Sales – How consistently assigned clinics meet their monthly budgeted net sales

Sales Opportunity Volume – How consistently clinics meet their monthly goals for sales opportunity type

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.

Sales execution

• Use of data
• Multi-location or regional sales experience
• Experience managing and developing sales teams
• Sales execution coaching and standards reinforcement experience
• Performance management and accountability experience