Inside Sales

G&H Orthodontics•Franklin, IN

2d•Onsite

About The Position

The Inside Sales role owns and grows a book of orthodontic practices through phone, video, and email from the Franklin office. The position covers existing accounts with a regular contact cadence and manages the complete sales cycle, from discovery and product evaluation through proposal and close. It also requires identifying prospective practices, initiating cold outreach, working with gatekeepers to reach decision-makers, and converting first orders into recurring business. The role supports locations covered by group and DSO agreements by onboarding them, encouraging ordering, introducing the broader product portfolio, and re-engaging locations that have gone quiet. It also grows existing accounts through cross-selling, winning back former customers, and retaining accounts at risk of leaving. Sales conversations involve office managers, clinical teams, and doctors, and focus on product performance and the cost of completing a case. Success in the first year is measured by growth against the prior year’s book, consistent account contact, increased ordering under group agreements, multi-product adoption, reactivated and newly opened accounts that reorder, and an up-to-date HubSpot pipeline that supports forecasting.

Requirements

At least 3 years of business-to-business sales experience, with a track record the candidate can explain.
Experience selling to owner-operators or small businesses where decisions involve more than one person.
Ability to build relationships over the phone and on video without in-person meetings.
A hunter’s instinct and willingness to build prospect lists and make outbound calls.
Comfort with cold outreach and the rejection associated with it.
Discipline to work a large account list systematically, not only accounts that respond or call back.
Ability to learn clinical and technical product details well enough to discuss them with practitioners.
Habitual CRM hygiene and the ability to keep a pipeline current.
Ability to work onsite in Franklin, Indiana.

Nice To Haves

Orthodontic, dental, or medical device sales experience.
Experience selling consumables on a reorder cycle.
Experience selling into DSO, group practice, or GPO environments.
HubSpot experience.
Experience working at a growing or changing organization.

Responsibilities

Manage a book of orthodontic practices and maintain a regular contact cadence across all assigned accounts.
Run sales cycles end to end, including discovery, product evaluation, proposal, and close.
Build a target list of practices that do not currently buy from G&H and initiate outreach to them.
Make cold calls, work through gatekeepers, and reach practice decision-makers.
Convert initial orders into standing, recurring orders.
Onboard locations covered by group and DSO agreements and help them begin ordering.
Introduce customers to products beyond those included in their group agreement.
Identify inactive locations and re-engage them.
Grow existing accounts by converting single-product customers to multi-product customers.
Win back former customers and identify accounts at risk of leaving.
Keep the HubSpot pipeline current to support forecasting.
Meet sales growth targets based on the prior-year performance of the assigned book.