Job Summary
We are seeking a results-driven Sales Manager to lead our treatment acceptance and patient sales team at a growing, implant-focused dental practice in Santa Rosa, CA. This hands-on leadership role is responsible for managing setters and treatment coordinators, improving lead response and conversion, coaching team performance, and increasing treatment acceptance. The ideal candidate has proven experience leading sales teams, understands key performance metrics, is comfortable coaching from recorded calls and consultations, and is motivated by measurable results. This position offers significant opportunity for growth and performance-based compensation and requires an on-site presence in Santa Rosa.
Responsibilities
- Lead and manage the practice’s patient sales and treatment acceptance team, including setters and treatment coordinators.
- Hire, train, coach, develop, and hold team members accountable to clearly defined performance goals and sales processes.
- Own key sales performance metrics, including lead volume, speed-to-lead, appointments scheduled, show rate, completed consultations, treatment acceptance, and case starts.
- Lead the team toward the practice goal of achieving at least two major surgical/implant case starts per week.
- Train setters on lead follow-up, communication, and appointment-setting strategies to maximize lead conversion.
- Train treatment coordinators on patient communication, treatment presentation, objection handling, follow-up, and the complete treatment acceptance process.
- Conduct regular role-play sessions using real-world doctor/patient scenarios to strengthen communication and closing skills.
- Demonstrate live calls and consultations, then observe and coach team members as they apply the process themselves.
- Review recorded sales calls and consultation videos with team members to identify specific opportunities for improvement, including communication, tone, questioning, objection handling, and closing techniques.
- Provide ongoing one-on-one coaching and performance feedback based on measurable results and observed behavior.
- Monitor adherence to established sales processes and ensure 100% recording and documentation of consultations and sales calls.
- Review unscheduled treatment opportunities, lapsed leads, and previous consultations to identify patients who may be successfully re-engaged.
- Personally conduct follow-up and win-back calls when appropriate to help convert qualified patients into treatment.
- Track lead volume and response times daily, weekly, and monthly, with an emphasis on responding to new leads within minutes rather than hours.
- Monitor and report key marketing and sales metrics, including conversion rates, cost per acquisition, and lifetime patient value.
- Partner with the practice owner to evaluate marketing performance and ensure marketing efforts are producing an acceptable return on investment.
- Hold external marketing agencies accountable for lead quality, performance, and ROI, and recommend corrective action when results fall below expectations.
- Evaluate alternative marketing strategies and agency partners when current performance does not support the practice’s growth objectives.
- Identify bottlenecks throughout the patient journey and continuously improve the lead-to-consultation and consultation-to-treatment process.
- Maintain a culture of accountability, continuous improvement, professionalism, and patient-centered communication.
- Pursue ongoing professional development in sales, treatment acceptance, leadership, and dental practice growth, and implement effective new strategies with the team.
- Collaborate closely with doctors and the practice leadership team to ensure the sales process supports excellent patient experiences and sustainable practice growth.
Qualifications
- Proven experience in sales management, treatment coordination, patient conversion, or a similar performance-driven leadership role.
- Demonstrated success leading, coaching, and developing a sales or patient-facing team.
- Proven ability to hire, train, motivate, and hold team members accountable to measurable performance goals.
- Strong understanding of sales and conversion metrics, including lead response time, appointment-setting rate, show rate, consultation conversion, treatment acceptance rate, cost per acquisition, and lifetime patient value.
- Experience using performance data and KPIs to identify problems, improve processes, and increase revenue.
- Strong coaching skills, with the ability to review recorded calls and consultations and provide specific, actionable feedback.
- Excellent communication, listening, persuasion, and relationship-building skills.
- Comfortable speaking directly with patients, conducting follow-up and win-back calls, and helping patients move forward with recommended treatment.
- Strong understanding of the sales process, including lead follow-up, appointment setting, consultation, objection handling, follow-up, and closing.
- Highly organized and detail-oriented, with the ability to consistently track activity, documentation, and performance metrics.
- Comfortable working with marketing agencies and evaluating lead quality, campaign performance, and return on investment.
- Strong leadership presence with a high level of accountability, ownership, and follow-through.
- Self-motivated, competitive, coachable, and committed to continuous professional improvement.
- Ability to work effectively in a fast-paced, growth-oriented dental practice.
- Dental, healthcare, elective medical treatment, implant, or high-ticket sales experience is strongly preferred.
- Willingness and ability to work on-site in Santa Rosa, CA for team coaching, role-play, training, and collaboration with practice leadership.
Join Santa Rosa Dental as a Sales Manager and have the opportunity to make a meaningful impact on both team performance and practice growth. We provide comprehensive training and ongoing coaching to help the right person develop into an exceptional sales leader. If you are a motivated leader who enjoys building teams, improving performance, and achieving measurable results in a fast-paced environment, we want to hear from you.
Dental experience is not required — we are looking for the right leader, sales mindset, work ethic, and willingness to learn.
Pay: $60,500.09 - $72,860.32 per year
Benefits:
- Dental insurance
- Health insurance
- Paid time off
Work Location: In person
