Account Development Representative

Our sales team combines technical expertise, application knowledge, and responsive customer service to help customers solve complex process and fluid handling challenges—not simply supply products.

Indelco is seeking a driven, customer-focused Account Development Representative (ADR) to proactively grow revenue within an assigned portfolio of accounts. Unlike a traditional inside sales or customer service role, the ADR is responsible for identifying opportunities, strengthening customer relationships, reactivating dormant accounts, and generating profitable growth through consistent outbound engagement.This position is approximately 80–90% proactive outbound account development and 10–20% responding to customer inquiries and supporting sales opportunities. Success in this role comes from creating demand, strengthening customer relationships, and driving profitable growth—not simply processing incoming orders.The ADR also serves as a key resource for lead qualification and pipeline development by managing inbound marketing leads and proactively identifying new opportunities through sales intelligence platforms and project bid services. This role partners closely with Outside Sales Representatives while independently managing account development activities and is well-suited for experienced sales professionals as well as ambitious individuals looking to build a long-term sales career.

Primary Objectives

Drive profitable revenue growth within an assigned account portfolio.

Increase customer share-of-wallet through cross-selling, upselling, and solution-based selling.

Reactivate dormant and underdeveloped accounts.

Qualify and develop inbound and outbound sales leads into opportunities.

Identify, qualify, and coordinate larger opportunities with Outside Sales when appropriate.

Become a trusted resource for customers by developing strong product knowledge and long-term relationships.

Key Responsibilities

Develop and execute a proactive outbound call and email strategy for assigned accounts.

Review and qualify inbound leads generated through Indelco's website and Salesforce CRM, filtering out unqualified inquiries and ensuring high-potential opportunities receive timely follow-up.

Manage the lead qualification process by working opportunities directly or assigning qualified opportunities to the appropriate Outside Sales Representative.

Utilize Salesforce CRM to document activities, manage opportunities, and maintain a high-quality sales pipeline.

Proactively identify new prospects and projects using sales intelligence and lead generation tools such as ZoomInfo, project bid platforms, and other business development resources.

Research target accounts, decision makers, and upcoming projects to build a consistent pipeline of qualified opportunities.

Build relationships with purchasing, operations, maintenance, engineering, and other key customer contacts.

Identify customer needs and recommend products and solutions that create value.

Generate, prepare, and actively follow up on quotations to maximize conversion rates.

Identify new applications, projects, and cross-selling opportunities across Indelco's product portfolio.

Partner with Outside Sales Representatives on strategic opportunities and account plans.

Collaborate with Customer Service, Purchasing, and Operations to deliver an outstanding customer experience.

Occasionally travel locally to visit customers, strengthen relationships, and support sales opportunities alongside or independently of Outside Sales as appropriate.

Continuously expand knowledge of Indelco products, suppliers, industries, and applications.

Represent Indelco with professionalism, responsiveness, and a strong commitment to customer success.

Qualifications

2+ years of experience in inside sales, account development, customer service, business development, or a related B2B sales role preferred.

Experience in qualifying sales leads, managing CRM pipelines, or supporting business development activities is highly desirable.

Equivalent experience in industrial distribution or customer-facing technical sales will also be considered.

Excellent verbal and written communication skills.

Confidence in

initiating outbound customer calls and developing business opportunities.

Strong organizational, time management, and follow-up skills.

Experience using Salesforce CRM, Microsoft Office, and sales intelligence tools such as ZoomInfo is preferred.

Experience with industrial distribution, manufacturing, pipe, valves, fittings, pumps, stainless steel tubing, or related industrial products is preferred.

Preferred Attributes

Professional and customer-focused.

Curious with a continuous learning mindset.

Persistent and results-oriented.

Highly organized with strong attention to detail.

Collaborative team player.

High level of integrity and accountability.

Success Metrics

Revenue and gross profit growth within assigned accounts.

Growth in customer share-of-wallet.

Dormant accounts successfully reactivated.

Qualified inbound and outbound opportunities created.

Lead response time and lead conversion rate.

Quote conversion rate.

Customer retention and account expansion.

CRM pipeline quality and opportunity management.

Achievement of individual sales and account development goals.

Career Opportunities

This role offers multiple long-term career paths. High-performing individuals may choose to build a rewarding career as an Account Development Representative or pursue advancement into Outside Sales, Strategic Account Management, Sales Management, or other leadership opportunities.