Account Development Manager

Airgas•Denver, CO

21h•$70,000•Onsite

About The Position

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. 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. Other duties as assigned.

Requirements

Bachelor’s degree in a science, business or related degree field required. In lieu of degree, consideration for up to 4 years of additional related experience may be accepted.
A minimum of 3 years of 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.
Knowledge of customer segmentation and ability to prioritize the targeting of customers delivering the highest value to Airgas.
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, 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.

Nice To Haves

Familiarity with industrial and specialty gases, industrial gas / welding supply sales a plus.
Working knowledge of SAP a plus.

Responsibilities

Managing the sales process and driving profitable sales growth within an assigned sales territory to existing Airgas customers.
Meeting and exceeding both corporate and regional objectives for profitable sales growth, A/R management, and customer retention within their assigned territory.
Developing and executing sales plans utilizing Airgas’s sales directives and guidelines to service existing accounts, obtain orders, and establish new accounts.
Qualifying and pursuing sales leads.
Cultivating customer relationships by developing a deep knowledge of the customer’s business and establishing a consultative relationship.
Engaging customers by linking the customer’s business priorities to the Airgas value proposition.
Preparing sales proposals by quoting pricing, establishing credit terms, and estimated date of delivery to customers based on knowledge of Airgas’s production/delivery schedules.
Keeping current with industry insights, current Airgas product mixes, and monitoring competition by gathering current relevant marketplace information.
Partnering with internal resources to accomplish growth objectives.
Establishing and maintaining clear and consistent lines of communication with internal departments relative to customer successes, customer opportunities, new customer developments and other customer specific information.
Maintaining and submitting sales reports (daily call reports, weekly work plans, and monthly and annual territory analyses) as required by District Manager (DM) through SAP.
Actively reviewing and managing existing customer Accounts Receivable balances to help minimize Airgas working capital investment and financial risk.
Performing other duties as assigned.