Account Development Representative - Inside Sales Representative

Applicants who live within 50 miles of the Valencia, CA location must be open to working 2 days per week in the office.

JOB OVERVIEW:

The Account Development Representative (ADR) drives revenue growth by acquiring new customers, reactivating dormant accounts, and expanding existing customer relationships through outbound and inbound sales activity. ADRs may work in partnership with an assigned Account Manager (AM), sharing accountability for the growth of the AM’s book of business while owning the day-to-day customer-facing sales motion, including outbound calling, order processing, cross-sell and upsell, and CRM management. This is a sales role; success is measured by activity, growth, and customer acquisition.

KEY RESPONSIBILITIES:

Sales and Growth

• Make outbound calls daily (both cold and warm) to acquire new customers, reactivate dormant accounts, and grow existing customer spend.
• Cross-sell and upsell on every customer interaction, inbound or outbound, including identifying opportunities in private label products, consumables, and complementary categories.
• Conduct basic needs discovery on customer calls, including current suppliers, contract status, usage volumes, pain points, and category opportunities.
• May partner with the assigned Account Manager to drive growth within their book and share accountability for the AM’s customer expansion and retention targets.
• Convert inbound inquiries, web orders, and marketplace traffic into expanded customer relationships.

Order Execution and Customer Support

• Process orders received via phone, web, procurement platforms (such as Net32), and marketplaces accurately and on time.
• Handle order-related inquiries, returns, RMAs, credits, pricing discrepancies, and shipping issues with urgency and ownership.
• Coordinate with internal teams (operations, purchasing, finance) to resolve customer issues quickly.

CRM and Activity Management

• Maintain disciplined CRM hygiene in TouchPoint by logging every call, updating account notes, tracking follow-ups, and keeping customer data accurate.
• Execute structured call cadences and follow-up sequences as defined by sales leadership.
• Surface customer intelligence (competitive threats, expansion signals, churn risk) to the assigned AM and sales leadership.

KNOWLEDGE:

• Strong phone presence and ability to drive conversations toward a sales outcome.
• Comfort with high-volume outbound calling, including cold outreach.
• Ability to identify and act on cross-sell and upsell opportunities in real time.
• Strong organizational skills and attention to detail in order processing and CRM data entry.
• Coachability and a willingness to follow defined call scripts, cadences, and sales playbooks.
• Resilience and a goal-oriented mindset; comfortable being measured on activity and results.
• Proficiency with CRM systems (TouchPoint), order management systems, and standard office tools.

SUPERVISION:

At lower levels, may receive detailed instructions. At higher levels will normally receive minimal instruction on day-to-day work.

MINIMUM WORK EXPERIENCE:

1 to 2 years of sales, inside sales, customer-facing, or related experience required. Dental, medical, or B2B distribution experience is a plus.

PREFERRED EDUCATION:

High school diploma or equivalent required. Associate’s or Bachelor’s degree preferred.

GENERAL SKILLS & COMPETENCIES:

• Goal-oriented and effective time management skills
• Solid skills in client prospecting and account management
• Ability to work independently and collaboratively within a team
• Strong interpersonal skills
• Strong conflict resolution skills and ability to deliver difficult messages
• Ability to build partnerships at all levels within the company, ability to build partnerships externally
• Good negotiating skills

TRAVEL / PHYSICAL DEMANDS:

Travel typically less than 10%. Office environment. No special physical demands required.

The posted range for this position is $20 - $25/hr which is the expected starting base salary range for an employee who is new to the role to fully proficient in the role. Many factors go into determining employee pay within the posted range including education, prior experience, training, current skills, certifications, location/labor market, internal equity, etc.

• This position is eligible for an incentive not reflected in the posted range.
• Other benefits available include: Medical, Dental and Vision Coverage, 401K Plan with Company Match, PTO and Work Life Assistance.

Top Quality Manufacturing d/b/a Amtouch Dental Supply 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.

Top Quality Manufacturing d/b/a Amtouch Dental is a fast-growing U.S. distributor of medical and dental supply products, providing dentists and medical practitioners with the highest quality products and services for over 30 years. We are a select distributor for healthcare’s top medical and dental supply manufacturers, including Solventum, Dentsply International, and Kerr. At Amtouch Dental, our passion for service and dedication to simplicity are the pillars of our business. We are committed to innovation and creating new ways to deliver more value to our customers, day in and day out. Our team members are one of our most valuable assets and we strive to provide every individual with a thriving, positive work environment and professional development opportunities while empowering them with product training to equip them for providing our clients with the best service in the industry and for their own professional development.