Account Development Representative
About The Position
The Account Development Representative (ADR) is a sales role responsible for driving sales activity and revenue through assigned dealer partners. Acting as an inside manufacturer representative, the ADR works with dealer sales teams to identify opportunities, provide product support and demonstrations, develop quotes, and advance opportunities through close. The role builds relationships with dealer partners and their customers, supports sales and marketing programs, and manages the sales pipeline to increase opportunities and conversion. Sales are completed through authorized distribution channels. The ADR is accountable for growing medical and dental sales, expanding market reach, and achieving assigned sales and profitability goals. The position involves managing sales opportunities and customer relationships, delivering product demonstrations, maintaining accurate CRM records and forecasts, and collaborating with marketing and dealer representatives. Travel may be up to 25%, and the work takes place in office and field environments. Compensation includes a competitive base salary and commission structure based on sales generated, with a bonus for achievement toward sales targets and closing percentage.
Requirements
- Three years of experience in a sales organization, including two years of direct customer-facing experience.
- Proven ability to close sales opportunities.
- Proficiency with Salesforce.
- Ability to build and maintain professional relationships across multiple channels and departments.
- Competence in Microsoft Word, Excel, and Outlook.
- Strong communication and follow-up skills.
- Ability to anticipate and solve problems in a customer-centric manner.
- Strong time management and prioritization skills, with the ability to meet deadlines.
- Very good attention to detail and accuracy.
- Customer-service orientation and ability to work with complex issues.
- Ability to plan and arrange activities.
- Exceptional interpersonal, communication, and writing skills.
- Good team-oriented skills.
Nice To Haves
- Previous experience selling HealthFirst products and services.
- Experience delivering live presentations via Zoom, Skype, or Microsoft Teams.
- Experience with Microsoft Dynamics GP.
- Bachelor’s degree or equivalent work experience.
Responsibilities
- Manage opportunities from quote through close with assigned dealer partners and coordinate team selling with dealer representatives and approved field sales partners.
- Seek new sales opportunities through outbound calling, networking, and coordinated prospecting with dealer representatives.
- Understand customer needs and recommend supply and service solutions; communicate key initiatives and report market trends and customer needs.
- Manage the sales pipeline in the company CRM, keeping opportunity records and forecasts current, documenting sales activity, and following up promptly.
- Schedule and deliver OnTraq and other product demonstrations for customers and dealer representatives, both in person and virtually.
- Achieve assigned sales goals and measurable objectives for sales activity and pipeline development, including outbound calls, demonstrations, dealer representative onboarding, qualified pipeline development, and product wins through dealers.
- Use consultative selling resources, including pre-call planning and customer sales data, to identify account potential and sales opportunities.
- Support new and existing customers through regular contact and relationship management; implement strategic programs to expand account penetration and monitor sales and gross profit across the customer base.
- Collaborate with marketing to develop and execute strategies for selected market segments through demand generation and channel marketing, including materials, training, events, brand and product management, content marketing, marketing automation, key opinion leader management, and sales support.
- Participate in tradeshows, dealer and sales meetings, conventions, and co-travel with dealer representatives and approved field sales partners as required.
Benefits
- Competitive base salary plus commission based on percentage of sales generated.
- Bonus for achievement toward sales targets and closing percentage.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
