Inside Sales Representative

Company Description: G&H Orthodontics, headquartered in Franklin, IN, is a manufacturer with more than 180 employees, and a worldwide supplier of orthodontic products and supplies. Our global footprint with customers and distributors stretches across more than 100 countries. We are ever-growing and are continually looking to add talented people to our team that are ready to help us grow even more. As a company, we value every employee and customer. We want our customers to feel like they are part of the G&H family.

G&H Orthodontics is always seeking talented and engaged employees with a desire to develop and grow their careers by demonstrating a determined positive attitude with a high drive to perform and succeed. The ideal candidate will bring an "authentic ownership" approach to their work and contributions at G&H.

To learn more about G&H Orthodontic career opportunities, visit Careers | G&H Orthodontics .

Role Description: G&H Orthodontics is hiring an Inside Sales Representative for our Franklin, Indiana office.

This is a real sales job. You will carry a book of orthodontic practices, own the number against it, and run the full cycle from first conversation to closed order. You are not qualifying leads for someone else, and you are not working a script. You own the account and everything in it. Part of that book exists today. The rest of it you are going to go create.

You will have a defined book to work, a clear plan behind it, and the training and support to run it — in a business that is investing in its commercial organization.

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