Account Development Representative
Position Description
As an ADR, your primary focus will be developing a defined book of underdeveloped but high-potential customers currently spending less than $10,000 annually. As you learn how customers buy, you’ll gain wallet share by driving ordering frequency and deepening product mix. You’ll operate in a fast-paced, KPI-driven sales team that defines success by proactive outbound activity.
Areas of Responsibility
Own and Grow a Defined Book of Accounts
- Manage a portfolio of mid-market customers with clear growth potential
- Drive account progression through proactive outbound calls, discovery, and follow-up
- Identify opportunities to expand categories, increase order frequency, and strengthen buying habits
- Build long-term relationships rooted in trust, consistency, and value
Sell Consultatively
- Ask strong questions to uncover how customers operate, what they stock, and what’s coming next
- Position PowerPak’s speed, inventory depth, and reliability as competitive advantages
- Create quotes, follow up with urgency, and close opportunities consistently
- Transition accounts from “call when needed” to “rely on PowerPak first”
Operate as a Sales Professional
- Work within a KPI-driven framework with daily and weekly activity targets
- Complete 50+ outbound calls and 10 Meaningful Sales Interactions (MSIs) per day
- Maintain clean CRM data and manage opportunities through the funnel
Measurements of Success
KPIs may be measured at the team level or individual level.
- Outbound calls and discovery conversations
- Quotes
- Revenue growth
Qualifications & Competencies
- High urgency and strong internal drive
- Comfortable picking up the phone and initiating conversations
- Consultative mindset — listens well and asks intuitive questions
