Account Development Representative

Account Development Representative

The Account Development Representative (ADR) is a sales role responsible for driving sales activity and revenue through assigned dealer partners. The ADR serves as an inside manufacturer representative, working closely with dealer sales teams to identify opportunities, provide product support and demonstrations, develop quotes, and help advance opportunities through close. The ADR builds strong relationships with dealer partners and their customers, supports sales and marketing programs, and actively manages the sales pipeline to increase opportunities and conversion. All sales are completed through authorized distribution channels. The role is accountable for growing medical and dental sales, expanding market reach, and achieving assigned sales and profitability goals.

Key Responsibilities

• Manage opportunities from quote through close with assigned dealer partners. Coordinate team selling with dealer representatives and approved field sales partners.
• Actively seek out new sales opportunities through outbound calling, networking, and coordinated prospecting with dealer representatives.
• Understand key customer needs and recommend supply and service solutions that build ongoing business relationships. Communicate key initiatives and report market trends and customer needs.
• Manage the sales pipeline in the company CRM. Keep opportunity records and forecasts current, document sales activity, and follow up promptly.
• Schedule and deliver OnTraq and other product demonstrations, both in person and virtually, for customers and dealer representatives.
• Achieve assigned sales goals and meet established, measurable objectives for sales activity and pipeline development. These include outbound calls, OnTraq 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.
• Provide ongoing support to 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 the marketing team to develop and execute strategies for selected market segments through demand generation and channel marketing. Work together on marketing materials, training, events, brand and product management, content marketing, marketing automation, key opinion leader management, and sales support.
• Participates in tradeshows, dealer and sales meetings, conventions, and co-travel with dealer representatives and approved field sales partners as required.

Specific Knowledge & Skills

• Proven ability to close sales opportunities.
• Previous experience selling HealthFirst products and services preferred.
• Proficiency with SalesForce.
• Experience in delivering live presentations via Zoom, Skype, Microsoft Teams a plus.
• Ability to build and maintain professional relations within multiple channels/departments.
• Competent in Microsoft Word, Excel, Outlook.
• Experience with Microsoft Dynamics GP is a plus.

General Skills & Competencies

• Strong communication and follow-up skills.
• Requires the ability to anticipate and solve problems in a customer-centric manner.
• Strong time management skills and the ability to prioritize work and meet deadlines.
• Very good attention to detail and accuracy.
• Customer service oriented and the ability to work with complex issues.
• Ability to plan and arrange activities.
• Exceptional interpersonal, communication, and writing skills are required.
• Good team-oriented skills.

Minimum Work Experience

Three years of experience in a sales organization, including two years of direct customer-facing experience.

Preferred Education

Bachelor's degree or equivalent work experience.

Travel / Physical Demands

Up to 25% travel. Office and field environments.

Competitive Base Salary + commission structure. Compensation based on % of sales generated with a bonus for achievement towards sales targets and closing percentage

HealthFirst is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.