Inside Sales Total Access

About the role

The Total Access Specialist / Senior Account Specialist will retain existing customer sales, drive gross margin growth, and new customer attainment by managing a portfolio of customers and prospects that comprises the Associate’s “Territory” which includes all accounts assigned in SAP to the Associate’s ER salesman code. Business will be gained through proactive customer touch; effective negotiation; and deliberate territory planning using the company’s CRM system.

Responsibilities

• Make proactive telephone calls to stay connected with existing customers and pursue new account prospect opportunities.
• Proactively engage in outbound sales calls to support the achievement of the key gross margin growth goal.
• Manage territory effectively by speaking with customers in regular intervals (monthly).
• Gauge to be on the phone with customers approximately 40% of their day.
• Receive inbound phone calls from customers, and provide courteous professional service to ensure a high quality experience.
• Manage call path control through effective negotiation of fair pricing while protecting Airgas profitability.
• Attend all training sessions required as deemed appropriate by Management to remain current on product knowledge, competitive information, sales skills, software changes and new procedures.
• Continue to enhance these skills through self-study, coaching session.
• Use the company’s enterprise resource planning system, SAP, to document sales quotes and orders.
• Follow all tactical procedures as defined by the training team.
• Accommodate customer returns and credits as necessary.
• Work with the BSC Credit Department to ensure customer accounts are kept up to date so that payment due reflects accurately.
• Use the company’s CRM system, Salesforce.com as a sales planning tool.
• This includes logging accurate contact information for each customer, capturing customer information such as the industry, employee count, competition, etc.
• Use the opportunity object to manage the key focus of retention and growth on each customer.
• Aggreated opportunities should total well beyond daily goal to ensure a strong sales pipeline.
• Document cases that illustrate where business is at risk, or has been lost.
• Use value added tools such as emarket capabilities, airgas.com, marketing materials, and the Field Specialist Network when needed and justified to meet customer needs.
• Work with Sales Managers to enhance call technique through self-monitoring.
• Strategize on budgeting and territory planning.
• Assist with training or mentoring peers upon request.

Requirements

• High School Diploma or GED equivalent required.
• Strong self-motivation.
• Able to interact well with others.
• To work well as a member of a team.
• Excellent communication and negotiation skills.
• To work independently and under pressure to meet deadlines.
• Occasional travel required.

Qualifications

• College degree preferred.
• Industrial distribution or knowledge of PPE, Welding and Gases preferred.

Benefits

• Career Development: Includes tuition assistance, scholarships, and 401(k) retirement plan with company match.
• Health & Wellness: Offers comprehensive family benefits including medical, dental, vision, life, AD&D, and disability insurance.
• Parental Support: Provides 14-week paid child birth benefit to support growing families.
• Flexible Work: Features paid holidays, vacation, sick time, and floating holidays.
• Community Engagement: Encourages involvement in local communities and volunteer activities.

Pay

Base pay plus bonus.

Schedule

Monday thru Friday, daytime hours.