Inside Sales

What you will be doing

You will own a book of orthodontic practices and work it by phone, video and email from our Franklin office. Four things are at the center of the job:

Covering your book properly.

• Holding a regular contact cadence across your full account list, not just the biggest names on it
• Running the sales cycle end to end — discovery, product evaluation, proposal, close

Opening new accounts.

• Building your own target list of practices that do not buy from G&H today
• Making the first call — for many of these practices, you are the first contact they have had from us
• Working through the gatekeeper to the person who actually decides
• Turning a first order into a standing one

Growing accounts under our group and DSO agreements.

• Onboarding individual locations that sit under a corporate agreement and getting them ordering
• Introducing the rest of the portfolio, not just the product the agreement was signed on
• Spotting locations that have gone quiet and getting them back

Growing what we already have.

• Turning single-product customers into multi-product customers
• Winning back practices that used to buy from us and stopped
• Catching accounts that are drifting before they leave

What the sale is actually like

Orthodontic practices are small businesses run by clinicians. Getting to a decision usually means earning the office manager's time, being useful to the clinical team, and then having a credible conversation with the doctor. Those conversations are about how a product performs in the chair and what a case actually costs to complete — not about being the cheapest option on a list.

Plenty of these conversations start cold, with a practice that has never heard from us. It is a considered sale with a real relationship behind it. If you enjoy the part of selling where you have to know your product and earn the room, you will like this. If you are looking for high-volume transactional work, you probably will not.

What a good first year looks like

• You hit your number, measured on growth against what your book did last year
• Every account in your book has heard from you on a regular rhythm, and you can show it
• More of the locations under our group agreements are ordering than when you started
• Customers who bought one thing from us are buying two or three
• Practices that had gone quiet are ordering again
• You have opened a meaningful number of accounts that had never bought from G&H before, and they are reordering
• You know the top accounts in your book by name — the doctor, the office manager, the clinical lead
• Your pipeline in HubSpot is current and we can forecast off it

What we are looking for

• [3] years selling business-to-business, with a track record you can walk us through
• Experience selling to owner-operators or small businesses — where the decision involves more than one person
• Real ability to build a relationship over the phone and on video, without being in the room
• A hunter’s instinct — you would rather build a list and start calling than wait for the phone to ring
• Comfort with cold outreach and the rejection that comes with it
• The discipline to work a large list systematically rather than only the accounts that call you back
• Comfort learning clinical and technical product detail well enough to discuss it with practitioners
• Habitual CRM hygiene — you keep your pipeline current because it is how you work, not because someone asks
• Able to work onsite in Franklin, Indiana

Helpful, but not required

• 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
• You have worked somewhere that was growing or changing