Director of New Business Development (South Region)

About the role

Location: Tampa, FL. Monthly auto allowance & mileage. Up to 75% travel within an assigned local territory with limited overnights. 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 role drives acquisition ROI and ensures pipeline velocity, manages tactical sales execution, and allows Area Vice Presidents to focus on P&L health while shielding New Business Developers from operational “fire‑fighting.”

Responsibilities

• Guide the sales team with a focus on pipeline velocity and acquisition, serving as a key contributor to tactical sales management.
• Conduct a consistent, high‑impact weekly rhythm with Area Vice Presidents (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 Account Managers between 120‑180 days to maintain prospecting momentum and review/approve any adjustments to the process.
• Advocate for New Business Developers to remain “unencumbered” by operational fire‑fighting (e.g., covering branch absences, resolving service errors) by protecting boundaries and removing obstacles.
• Ensure new sales growth targets are met as a core priority.
• Develop and execute sales plans utilizing Airgas’ sales directives and guidelines to pioneer new customer relationships and 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, primarily targeting new Airgas customers to achieve sustainable growth.
• Collaborate with all available resources to accomplish growth objectives.
• Establish and maintain clear and consistent lines of communication with internal departments regarding new customer developments, successes, opportunities, and other customer‑specific information related to sales execution.
• Distinguish among the Airgas Channels (Outside‑Sales, Total Access, eBusiness) and demonstrate the ability to identify the most effective channel to serve the customer based on their needs.
• Reach sales agreements and finalize signings of PSAs.
• Keep current with industry insights, Airgas product offerings, and monitor the market by gathering relevant marketplace information on pricing, products, delivery schedules, and marketing strategies.
• Interact with Area Vice Presidents through maintenance and submission of required reports (daily call reports, weekly work plans, monthly/quarterly/annual territory analyses, customer updates, etc.).
• Actively review and partner in the management of existing customer Accounts Receivable balances to help minimize Airgas working capital investment and financial risk.
• Perform other duties as assigned.

Qualifications

• Required: 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.
• 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 targeting of customers delivering the highest value to Airgas.
• Capability to visit customer sites, which have varying environments/conditions, layouts, and accessibility.
• Ability to guide customer interactions with industry insights versus listing Airgas capabilities, and to engage the customer by linking their business priorities to the Airgas value proposition.
• Demonstrated success utilizing deep knowledge of a customer's business, current macro‑ and microeconomic trends, industry trends, and potential new business opportunities.
• Understanding of the customer’s buying process and ability to proactively facilitate the purchase decision.
• Ability to make data‑informed decisions to frame next steps with customers.
• Understands the impact of maintaining the status quo or pursuing competitor solutions.
• Excellent organizational, written and oral communication, listening, and presentation skills.
• 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.
• Demonstrated ability to consistently reach assigned financial goals.
• Preferred: Familiarity with industrial and specialty gases, industrial gas/welding supply sales, and safety supplies.
• Experience using a smartphone and/or tablet and its functionality to enhance productivity and connection with 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.

Benefits

• Monthly auto allowance & mileage.
• Comprehensive family benefits: medical, dental, vision, life, AD&D, and disability insurance.
• 14‑week paid childbirth benefit to support growing families.
• 401(k) retirement plan with company match.
• Tuition assistance.
• Paid holidays, vacation, and sick time.
• Benefits start after just 30 days of employment.
• Employee Assistance Program (EAP).
• Pre‑tax commuter transportation benefit.
• Parental leave, floating holidays, jury duty and funeral/bereavement leave.
• Discounted college tuition for eligible employees’ dependents.
• Airgas Scholarship Program for dependent children.