Outside Sales Account Manager

About the Role

Key Responsibilities

• Manage the sales process and drive profitable sales growth within an assigned sales territory for both existing and new customers.
• Develop and execute sales plans utilizing Airgas's sales directives and guidelines to service existing accounts, obtain orders, and establish new accounts.
• Qualify and pursue sales leads to expand customer base.
• Cultivate customer relationships by developing a deep knowledge of the customer's business and establishing a consultative relationship.
• Engage customers by linking their business priorities to the Airgas value proposition.
• Prepare sales proposals by quoting pricing, establishing credit terms, and estimating delivery dates based on knowledge of Airgas's production and delivery schedules.
• Keep current with industry insights, monitor competition, and gather relevant marketplace information including pricing, products, and merchandising techniques.
• Partner with internal resources to accomplish growth objectives and maintain clear communication regarding customer successes and opportunities.
• Maintain and submit sales reports (daily call reports, weekly work plans, and territory analyses) as required by the District Manager through SAP.
• Actively review and manage existing customer Accounts Receivable balances to minimize financial risk.
• Perform other duties as assigned.

Requirements

• Bachelor's degree in a science, business, or related field; consideration for up to 4 years of additional related experience in lieu of degree.
• Minimum of 3 years of outside business-to-business sales experience with proven success in solution-selling and managing customers within a defined sales territory.
• Familiarity with industrial and specialty gases, industrial gas/welding supply sales is a plus.
• Knowledge of customer segmentation and ability to prioritize high-value customers.
• Proven success using a consultative sales approach providing multiple layers of value.
• Deep knowledge of customer's business, industry trends, and macro/microeconomic factors influencing sales.
• Working knowledge of SAP is a plus.
• Excellent organizational, written, and oral communication skills, including listening and presentation abilities.
• Strong PC skills (Windows, Word, Excel, email) and ability to adapt to order entry systems and wireless devices.
• Self-motivated, operates with a sense of urgency, and can work independently.
• Strong organizational, analytical, and planning skills.
• Ability to solve practical problems with limited standardization.
• Reliable transportation, valid driver's license, and minimum liability insurance as required by the state.

Nice to Have

• Familiarity with industrial and specialty gases, industrial gas/welding supply sales.

Qualifications

• Bachelor's degree in a science, business, or related field, or up to 4 years of related experience in lieu of degree.
• Minimum of 3 years of outside B2B sales experience.

Benefits & Perks

• Competitive compensation package.
• Medical, dental, and vision plans.
• Vacation, sick time, floating holidays, and paid holidays for full-time employees.
• Progressive parental leave including 14 weeks of paid childbirth leave and paid parental leave benefits.
• 401k plan with company matching funds.
• Tuition reimbursement and discounted college tuition for employees' dependents.
• Airgas Scholarship Program for dependent children.