Account Development Manager

About the role

The Account Development Manager (ADM) is responsible for managing the sales process and driving profitable sales growth within an assigned sales territory to existing Airgas customers. The ADM will be required to meet and exceed both corporate and regional objectives for profitable sales growth, A/R management, and customer retention within their assigned territory.

Responsibilities

• Develops and executes sales plans utilizing Airgas’s sales directives and guidelines in order to service existing accounts, obtain orders, and establish new accounts.
• Qualifies and pursues sales leads.
• Cultivates customer relationships by developing a deep knowledge of the customer’s business and establishing a consultative relationship.
• Engages customers by linking the customer’s business priorities to the Airgas value proposition.
• Prepares sales proposals by quoting pricing, establishing credit terms, and estimated date of delivery to customers based on knowledge of Airgas’s production/delivery schedules.
• Keeps current with industry insights, current Airgas product mixes, monitors competition by gathering current relevant marketplace including information on pricing, products, new products, delivery schedules, and merchandising techniques.
• PARTNERS WITH INTERNAL RESOURCES TO ACCOMPLISH GROWTH OBJECTIVES.
• Establishes and maintains clear and consistent lines of communication with internal departments relative to customer successes, customer opportunities, new customer developments and other customer specific information.
• Maintains and submits sales reports (daily call reports, weekly work plans, and monthly and annual territory analyses) as required by District Manager (DM) through SAP.
• ACTIVELY REVIEWS AND MANAGES EXISTING CUSTOMER ACCOUNTS RECEIVABLE BALANCES TO HELP MINIMIZE AIRGAS WORKING CAPITAL INVESTMENT AND FINANCIAL RISK.
• PROACTIVELY LEVERAGE AIRGAS VENDOR MANAGED INVENTORY (VMI) SERVICES TO IDENTIFY AND CAPTURE EXPANDED SALES OPPORTUNITIES WITHIN EXISTING ACCOUNTS, FOCUSING ON INCREASING WALLET SHARE FOR SECONDARY PRODUCTS (E.G., SAFETY/MRO) AND SECURING LONG-TERM CUSTOMER RETENTION THROUGH HIGH-T TOUCH, CONSULTATIVE SERVICE.

Requirements

• Bachelor’s degree in a marketing or business or a related degree field required. In lieu of degree, consideration for up to 4 years of additional related experience may be accepted.
• Knowledge of customer segmentation and ability to prioritize the targeting of customers delivering the highest value to Airgas.

Qualifications

• Knowledge of customer segmentation and ability to prioritize the targeting of customers delivering the highest value to Airgas.
• Clean MVR (will be driving a company vehicle to make deliveries and visit customer sites).
• Prior outside business-to-business sales experience to include proven experience and success in solution-selling concepts and a demonstrated history of managing customers throughout a defined sales territory.
• Familiarity with industrial and specialty gases, industrial gas / welding supply sales a plus.
• Proven success using a consultative sales approach providing multiple layers of value to a customer to establish a mix sales solutions and products.
• Proven success of using their deep knowledge of customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities.
• Working knowledge of SAP a plus.
• Excellent organizational, written and oral communication, listening and presentation skills.
• Strong PC skills (i.e. Windows, Word, Excel, email) with ability to acclimate to a PC based order entry system and wireless, hand held scanning device.
• Self-starter; self-motivated, operates with a sense of urgency; ability to work and succeed independently.
• Strong organizational, analytical and planning skills.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Reliable transportation (to get to and from work) current driver’s license, clean MVR.
• Lives by Airgas safety programs, OSHA, and all related rules, regulations, procedures which are applicable to this position’s responsibilities.

Skills

• Customer segmentation and prioritization.
• Sales planning and execution.
• Consultative selling approach.
• Industry insights and market analysis.
• Vendor Managed Inventory (VMI) services.
• Account management and customer retention.
• Financial management and reporting.
• Communication and presentation skills.
• Computer skills (Windows, Word, Excel, email).
• Organizational and analytical skills.
• Problem-solving and decision-making abilities.
• Transportation and safety compliance.

Benefits

We care about and support our Airgas Families. This is evident not only through our competitive compensation but also through a comprehensive benefits package that includes medical, dental, and vision plans, short-term and long-term disability, life and accidental death and dismemberment (AD&D) insurance, Employee Assistance Program (EAP), pre-tax commuter transportation benefit, parental leave, vacation, sick time, floating holidays, jury duty and funeral/bereavement leave, and paid holidays for all eligible full-time employees. Additionally, we offer our eligible employees a 401k plan with company matching funds, tuition reimbursement, discounted college tuition for eligible employees’ dependents, and an Airgas Scholarship Program for dependent children.

Pay

$70,000 range plus a monthly 15% Variable Bonus 3-month Guarantee

Schedule

Travel within assigned territory, minimal overnights

Benefits

• Comprehensive family benefits: Medical, Dental, Vision, Life, AD&D, and Disability Insurance.
• Support for Parents: Up to a 14-week paid child birth benefit to support growing families.
• Future Security: 401(k) Retirement Plan with company match, Tuition Assistance, Paid Holidays, Vacation, and Sick time.
• Early Access: Your benefits start after just 30 days of employment.

Contact

To apply, please contact Recruiter Cyndy Roy at cyndy.roy@airgas.com or call/text (720) 580-3735.

About Airgas

Airgas, an Air Liquide company, is a leading U.S. supplier of industrial, medical and specialty gases, as well as hardgoods and related products; one of the largest U.S. suppliers of safety products; and a leading U.S. supplier of ammonia products and process chemicals. Through the passion and diversity of its 18,000 associates, Airgas fosters a culture of safety, customer success, sustainability and innovation. Airgas associates are empowered to share ideas, take initiative and make decisions. Airgas is a subsidiary of Air Liquide, a world leader in gases, technologies and services for industry and healthcare.

Equal Employment Opportunity Information

We are an equal opportunity employer. We welcome all qualified applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic. Airgas, an Air Liquide Company is a Government contractor subject to the Vietnam Era Veterans’ Readjustment Assistance Act of 1974 and Section 503 of the Rehabilitation Act of 1973. Airgas does not discriminate against qualified applicants with disabilities, and is committed to providing reasonable accommodations to the known disabilities of such individuals so as to ensure equal access to benefits and privileges of employment. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us by email at us-accommodationrequest@airgas.com.

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