Director of New Business Development (North Region)
under About the role? The instruction: "fold minor metadata into a short
or drop it." So we can include location in a paragraph. Monthly auto allowance & mileage (benefit). Up to 75% travel within an assigned local territory with limited overnights (maybe schedule/travel). Comprehensive Family Benefits: list. Support for Parents: 14-week paid child birth benefit. Future Security: 401(k) Retirement Plan with company match, Tuition Assistance, Paid Holidays, Vacation, and Sick time. Early Access: benefits start after 30 days. Also later Benefits section repeats similar. Pay: Not explicitly stated. No salary figure. So we should NOT create Pay section because no specific pay info. Schedule: travel up to 75% with limited overnights maybe schedule? But schedule is not explicit work hours. Might be considered schedule? The instruction: never create Pay/Schedule/Benefits sections unless posting actually states them. Benefits are stated, so we can include Benefits. Schedule: not explicit work hours, but travel percentage maybe considered schedule? Probably not enough. Safer to omit Schedule. Now responsibilities: many bullet-like sentences. We need to extract responsibilities list items. Responsibilities (from "Key responsibilities include ..." and subsequent sentences). Let's list: - Enforcing rigorous prospect "bucketing" - Ensuring 120–180 day account hand-offs to Account Managers - Meeting aggressive growth targets without exception - Guide the sales team with a specific focus on pipeline velocity and acquisition, serving as a key contributor to tactical sales management. - Conduct a consistent, high-impact weekly rhythm with AVPs to advance collaborative action and facilitate alignment on growth targets. - Standardize specific pipeline protocols, including the “bucketing” of prospects (A, B, C, D accounts) based on signing timelines (30 to 180+ days). - Facilitate the NBD hand-off of signed accounts to AMs between 120-180 days to maintain prospecting momentum and review/approve any adjustments to the process. - Advocate for NBDs to remain “unencumbered” by operational fire-fighting (i.e. covering branch absences, resolving service errors, etc.) by protecting boundaries and removing all obstacles. - Ensure new sales growth targets are met as a core priority. - Develop and execute sales plans utilizing Airgas’ sales directives and guidelines in order to pioneer new customer relationships to optimize sales growth. - Identify and connect with key customer stakeholders at all levels within targeted customers to achieve profitable sales growth by signing new customer business accounts. - Identify and connect with key customer stakeholders at all levels within targeted customers when nurturing sales growth within existing accounts. - Qualify and pursue new sales leads in both existing and new customers but primarily target new Airgas customers to achieve sustainable growth. - Collaborate with all available resources to accomplish growth objectives. - Establishes and maintains clear and consistent lines of communication with internal departments relative to new customer developments, customer successes, customer opportunities and other customer-specific information related to sales execution. - Able to distinguish among the Airgas Channels (e.g., Outside-Sales, Total Access, eBusiness) available to serve our customers and demonstrate the ability to identify the most effective channel to serve the customer based upon their needs. - Reaches sales agreements and finalizes signings of PSAs. - Keeps current with industry insights, current Airgas product offerings, monitors the market by gathering current relevant marketplace information on pricing, products, delivery schedules, and marketing strategies. - Interacts with Area Vice President (AVP) through maintenance and submission of required reports (e.g. daily call reports, weekly work plans, and monthly, quarterly and annual territory analyses, customer updates; etc.). - Actively reviews and partners in the management of existing customer Accounts Receivable balances to help minimize Airgas working capital investment and financial risk. - Other duties as assigned. We need to deduplicate duplicates: there are repeated lines like "Qualify and pursue new sales leads..." appears twice. We'll keep one. Now Requirements: "Required Qualifications:" list. - 5-10 years of outside business-to-business sales experience, including a demonstrated history in solution-selling concepts and adding value to new customers throughout a defined sales territory. - Prior direct business development sales experience building and nurturing a sustainable and profitable book of business. - Ideally, you possess reliable, appropriate transportation, a current driver’s license, and minimum liability insurance as required by the state of vehicle registration. - Knowledge of customer segmentation and the ability to prioritize and support the targeting of customers delivering the highest value to Airgas. - Job requires visitation of customer sites, which have varying environments/conditions, layouts, and accessibility. - Capability to guide customer interactions with industry insights versus listing Airgas capabilities, and the ability to engage the customer by linking their business priorities to the Airgas value proposition. - Demonstrated success in utilizing a deep knowledge of a customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities. - Demonstrates an understanding of the customer’s buying process and can proactively facilitate the purchase decision. - Able to make data-informed decisions to frame next steps with customers. - Qualifies and understands the impact of maintaining the status quo or pursuing competitor solutions. - Excellent organizational, written and oral communication, listening, and presentation skills are essential. - Proactive and goal-oriented; ability to contribute to team success while working effectively in a self-directed environment. - Thoughtful analytical and planning skills. - Ability to resolve complex challenges and navigate a variety of concrete variables in situations where only limited standardization exists. - Demonstrate the ability to consistently reach assigned financial goals. Preferred Qualifications: - Familiarity with industrial and specialty gases, industrial gas / welding supply sales, and safety supplies is a plus. - Experience using a Smartphone and/or Tablet and its functionality to enhance productivity and connection with our customers. - Strong PC skills (e.g., Google applications including Gmail, Sheets, Docs and Slides; or MS Office applications including Word, Excel, PowerPoint and Outlook) with the ability to acclimate to a PC-based order entry system and wireless, handheld scanning device. Skills: Could be derived from qualifications but we could create a Skills section summarizing key skills: solution selling, customer segmentation, communication, analytical, etc. However we must not invent content; we can extract from qualifications. But we already have Requirements and Qualifications sections; maybe we combine? The instruction: Use headings for section headings (About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). So we need separate sections for Requirements and Qualifications and Skills. We have Requirements (maybe "Required Qualifications") and Qualifications (maybe "Preferred Qualifications")? Actually they label Required Qualifications and Preferred Qualifications. We could map Required Qualifications to Requirements section, and Preferred Qualifications to Qualifications section. Skills could be derived from both but we need to avoid duplication. Perhaps we can put Skills as a separate section listing key skills like solution selling, customer segmentation, communication, analytical, etc., but must be present in posting. The posting includes many skill-related items: solution-selling concepts, customer segmentation, communication, analytical, planning, etc. We can extract those as skills. But we must not create a section if content is thin/filler. We have enough. Benefits: we have multiple mentions: Monthly auto allowance & mileage, Comprehensive Family Benefits (Medical, Dental, Vision, Life, AD&D, Disability), Support for Parents (14-week paid child birth benefit), Future Security (401(k) with match, Tuition Assistance, Paid Holidays, Vacation, Sick time), Early Access (benefits start after 30 days), also later Benefits section repeats similar plus EAP, commuter benefit, parental leave, etc. We need to combine and deduplicate. Let's compile Benefits list: - Monthly auto allowance & mileage - Up to 75% travel within an assigned local territory with limited overnights (maybe travel benefit) - Comprehensive Family Benefits: Medical, Dental, Vision, Life, AD&D, Disability Insurance - Support for Parents: 14-week paid child birth benefit - Future Security: 401(k) Retirement Plan with company match - Tuition Assistance - Paid Holidays - Vacation - Sick time - Early Access: Benefits start after 30 days of employment - Employee Assistance Program (EAP) - Pre-tax commuter transportation benefit - Parental leave (maybe same as 14-week paid child birth? but we can list) - Floating holidays - Jury duty and funeral/bereavement leave - Paid holidays for all eligible full-time employees (duplicate) - Discounted college tuition for eligible employees’ dependents - Airgas Scholarship Program for dependent children We need to avoid duplication: Paid Holidays appears multiple times; keep one. Now About the role: we have a paragraph describing the role: "The Director of New Business Development is a specialized leadership role dedicated to institutionalizing new business acquisition..." etc. Also earlier: "We are committed to building a diverse and inclusive workplace..." that's more about company culture; maybe part of About the role? But we can include a short paragraph about the role. We also have location line: "Location: Tallahassee, FL - Retail shop". We'll put that in a short p. Now we need to output HTML fragment only, no markdown. Structure:
About the role
Location: Tallahassee, FL - Retail shop. The Director of New Business Development is a specialized leadership role dedicated to institutionalizing new business acquisition. By shifting from generalized management to a vertical sales architecture, this Director drives acquisition ROI and ensures pipeline velocity. The Director manages tactical sales execution, allowing Area Vice Presidents to focus on P&L health while shielding New Business Developers from operational "fire-fighting."
Then Responsibilities:Responsibilities
- Enforcing rigorous prospect "bucketing"
- Ensuring 120–180 day account hand-offs to Account Managers
- Meeting aggressive growth targets without exception
- Guiding the sales team with a specific focus on pipeline velocity and acquisition, serving as a key contributor to tactical sales management
- Conducting a consistent, high-impact weekly rhythm with AVPs to advance collaborative action and facilitate alignment on growth targets
- Standardizing specific pipeline protocols, including the “bucketing” of prospects (A, B, C, D accounts) based on signing timelines (30 to 180+ days)
- Facilitating the NBD hand-off of signed accounts to AMs between 120-180 days to maintain prospecting momentum and reviewing/approving any adjustments to the process
- Advocating for NBDs to remain “unencumbered” by operational fire-fighting (e.g., covering branch absences, resolving service errors) by protecting boundaries and removing obstacles
- Ensuring new sales growth targets are met as a core priority
- Developing and executing sales plans utilizing Airgas’ sales directives and guidelines to pioneer new customer relationships and optimize sales growth
- Identifying and connecting with key customer stakeholders at all levels within targeted customers to achieve profitable sales growth by signing new customer business accounts
- Identifying and connecting with key customer stakeholders at all levels within targeted customers when nurturing sales growth within existing accounts
- Qualifying and pursuing new sales leads in both existing and new customers, primarily targeting new Airgas customers to achieve sustainable growth