Outbound Sales Specialist

Outbound Sales Specialist

Location: On-site in Chicago, IL (office-based outbound calling role) Department: Commercial / Sales Reports to: Head of Outbound Sales

Salary: $27-$30 per hour

Benefits: Full

The Outbound Sales Specialist is a front-line, phone-based sales role responsible for initiating proactive outbound calls to targeted existing customers and select prospects. The primary objective is to grow utilization, improve retention, and activate underpenetrated opportunities within our current customer base.

Initial focus will be almost exclusively on existing customers and known targets (e.g., onboarding DSO offices, scanner placements, win-back accounts, and loyal but low-utilization customers). Over time, the role will expand to include outreach to new prospects and targeted non-buying practices.

This is a high-activity, metrics-driven position that requires comfort spending most of the day on the phone and at a computer, documenting interactions, following structured call strategies, and engaging in consultative selling.

Key Responsibilities

1. Outbound Calling & Pipeline Generation

• Make a high volume of proactive outbound calls each day to a defined list of existing lab customers and targeted practices.
• Execute structured calling campaigns (e.g., onboarding, scanner follow-up, win-back, loyalty expansion) using call guides while personalizing based on practice needs.
• Qualify opportunities, uncover needs, and set clear next steps (e.g., additional cases, trials of new indications, digital scanner demo, training call).
• Log all calls, outcomes, and follow-ups accurately and promptly in the designated system.

1. Existing Customer Growth & Retention

• Call into onboarding DSO offices to welcome them, confirm first cases, and identify ways to accelerate adoption.
• Work with practices where the lab has placed a digital scanner (e.g., iTero/Lumina) to drive ongoing usage, troubleshoot barriers, and connect them to training resources.
• Conduct win-back campaigns to re-engage practices with declining or lapsed volume; identify root causes and position appropriate solutions.
• Identify loyal but underutilizing customers and engage them in discussions to expand product mix, indications, and share-of-wallet.

1. Digital Scanner & Program Promotion

• Introduce and explain the lab's digital scanner program to existing analog customers, highlighting the benefits of digital workflows, the scanner placement model, and expected case volume commitments.
• Educate practices on the basics of digital impressions, workflow changes, and how the lab supports them through training and technical services.
• Coordinate with internal teams (Technical Services Director, Customer Service, and Production) to ensure smooth onboarding and follow-up for new scanner placements.

1. Cross-Functional Collaboration & Feedback

• Partner with Customer Service, Case Entry, and Technical Services to identify practices that need outreach (e.g., high remake rates, poor impressions, low scanner utilization).
• Provide structured feedback to the lab leadership about common customer themes, objections, and opportunities for new services or improvements.
• Participate in regular huddles and pipeline reviews with Commercial leadership to refine call strategies, target lists, and scripting.

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