Account Development Representative

About the role

Indelco Plastics is seeking a driven, customer-focused Account Development Representative (ADR) to proactively grow revenue within an assigned portfolio of accounts. This role is approximately 80–90% proactive outbound account development and 10–20% responding to customer inquiries and supporting sales opportunities.

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.
• Generate, 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.

Benefits

• Competitive benefits package including Medical, Dental and Vision insurance, competitive 401(k) matching program, career growth opportunities, employee referral program, paid time off and holidays, and parental leave.
• Training: FCG University learning and training platform available to all employees offering over 80k courses.
• Commitment to professional development and growth opportunities.

Equal Opportunity Employer

Flow Control Group is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.