Director of Referral Sales

Description

Director of Referral Sales

Nashville, TN
Full-Time | Exempt
Reports to: Vice President of Referral Marketing
Travel: Approximately 50%

At Southern Orthodontic Partners, we partner with leading orthodontic practices to deliver exceptional patient experiences and drive sustainable growth. As a fast-growing organization, we provide strategic and operational support that allows our doctors to focus on outstanding patient care.

We are seeking a dynamic, relationship-driven leader to serve as Regional Director of Referral Marketing. This role is ideal for a strategic operator who excels at developing teams, influencing external partners, and driving measurable referral and revenue growth across multiple markets.

About the Role

The Regional Director of Referral Sales will lead and develop a team of 5–7 Relationship Managers (RMs) responsible for growing referrals from dental partners.

This role blends people leadership, field execution, and strategic B2B growth ownership. You will set direction for referral performance, elevate sales capabilities across the team, and partner cross-functionally to drive consistent, scalable growth.

What You’ll Do

Lead, Coach & Develop a High-Performing Team

• Directly manage and develop a team of 5–7 Relationship Managers
• Establish clear performance expectations tied to referral growth and partner engagement
• Provide ongoing coaching in field execution, account management, and sales effectiveness
• Drive accountability through performance cadence, scorecards, and structured feedback
• Build a culture focused on ownership, consistency, and results

Elevate Sales Capability & Training

• Own regional execution of B2B sales training and development for Relationship Managers
• Standardize best practices in prospecting, account growth, and relationship management
• Reinforce disciplined use of CRM, pipeline management, and referral tracking
• Partner with leadership to continuously refine sales playbooks and onboarding

Drive Regional Referral Growth Strategy

• Develop and execute market-level strategies aligned to organizational growth goals
• Set, track, and consistently outperform referral and production targets
• Identify whitespace opportunities, high-value partners, and growth levers across markets
• Translate strategy into clear execution plans for the field

Strengthen & Scale Referral Partnerships

• Ensure consistent, high-quality relationship management across all RM portfolios
• Support key partner relationships and high-impact growth opportunities
• Drive initiatives that increase partner engagement, loyalty, and long-term volume
• Elevate the overall referring provider experience

Leverage Data to Drive Decisions

• Analyze referral trends, conversion metrics, and market performance
• Identify performance gaps and implement targeted action plans
• Provide clear, actionable insights and reporting to leadership
• Ensure data-driven decision-making across the team

Lead Cross-Functional B2B Strategy

• Partner with operations, marketing, and clinical leadership to align growth initiatives
• Contribute to broader B2B strategy and referral program evolution (DRP)
• Identify opportunities to improve processes, programs, and partner value proposition
• Serve as a key voice in scaling referral growth across the organization

Why Join Southern Orthodontic Partners?

• Competitive base salary + performance-based bonus
• Comprehensive benefits (medical, dental, vision)
• 401(k)  with company match
• Generous PTO and holidays
• Clear opportunity to influence growth strategy at scale
• Collaborative, high-performance culture

Requirements

 What You Bring

• Bachelor’s degree in Business, Marketing, or related field preferred
• 5+ years of B2B sales, business development, or relationship management experience
• 2+ years of team leadership experience
• Proven track record of driving measurable revenue and referral growth
• Strong coaching and sales leadership capabilities
• Data-driven mindset with ability to translate insights into action
• Ability to build credibility with both field teams and external partners
• Experience in healthcare, dental, orthodontic, or multi-site environments preferred
• Proficiency with CRM systems and sales performance tools
• Willingness to travel (~50%)