Account Development Manager

Airgas • Gaylord, MI

5d • 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 both existing and new 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.
Gain insights into market positions, competitors' database, and trends. Contribute to shaping long-term objectives and development plans.
Advance development plans and uncover new possibilities for growth. Cultivate meaningful connections with customers, networks, and government agencies. Develop marketing activities and materials.
Understand customer needs and co-create tailored technical and commercial solutions. Support and guide the decision-making process and prepare project proposals. Guide collaborative agreements and achieve mutually beneficial contractual agreements. Provide support during project execution.
Cultivate and support relationships with strategic/key customers. Stay updated on customer situations and continuously improve the customer experience.
Support Account Manager in nurturing and expanding long-term partnerships. Build alignment and foster understanding to resolve challenges. Ensure contract follow-up to nurture and retain AL's customer relationships.

Requirements

• 3 to 5 years of outside sales experience or equivalent transferable customer-facing expertise.
• Bachelor's degree in Business Administration or equivalent
• Demonstrated ability to understand, draft, and execute collaborative sales agreements.
• Strong ability to foster meaningful conversations, build alignment, and support strategic growth with current customers.
• Proven ability to effectively communicate, coordinate, and guide multiple opportunities/projects across internal specialists and external layers of an organization.
• Structure daily schedule around target regional geographies (cluster of regions where delivery trucks arrive within 24–48 hours).
• Conduct 5 to 8 sales visits per day, including traveling to and from customer sites.
• Nurture and expand a strategic portfolio of larger-value accounts to build value for clients while driving mutual business growth.
• Execute sales agreements, support growth within base business, and collaborate with and guide cross-functional teams on multiple complex projects (e.g., engineering/automation) concurrently by communicating effectively between internal specialists and external clients.

Nice To Haves

• Bachelor’s Degree from four-year College or University or one to two year of related experience and/or training or equivalent combination of education and experience.
• Prior experience with SAP order entry software preferred.
• 3+ years of experience selling medical, specialty or industrial gases and equipment to independent distributors and customers while working for an industrial or specialty gas producer.

Responsibilities

• Manage the sales process and drive profitable sales growth within an assigned sales territory to both existing and new Airgas customers.
• Meet and exceed corporate and regional objectives for profitable sales growth, A/R management, and customer retention within their assigned territory.
• Gain insights into market positions, competitors' database, and trends.
• Contribute to shaping long-term objectives and development plans.
• Advance development plans and uncover new possibilities for growth.
• Cultivate meaningful connections with customers, networks, and government agencies.
• Develop marketing activities and materials.
• Understand customer needs and co-create tailored technical and commercial solutions.
• Support and guide the decision-making process and prepare project proposals.
• Guide collaborative agreements and achieve mutually beneficial contractual agreements.
• Provide support during project execution.
• Cultivate and support relationships with strategic/key customers.
• Stay updated on customer situations and continuously improve the customer experience.
• Support Account Manager in nurturing and expanding long-term partnerships.
• Build alignment and foster understanding to resolve challenges.
• Ensure contract follow-up to nurture and retain AL's customer relationships.
• Structure daily schedule around target regional geographies (cluster of regions where delivery trucks arrive within 24–48 hours).
• Conduct 5 to 8 sales visits per day, including traveling to and from customer sites.
• Nurture and expand a strategic portfolio of larger-value accounts to build value for clients while driving mutual business growth.
• Execute sales agreements, support growth within base business, and collaborate with and guide cross-functional teams on multiple complex projects (e.g., engineering/automation) concurrently by communicating effectively between internal specialists and external clients.

Benefits

• Medical, Dental, Vision, Life, AD&D, and Disability Insurance.
• Up to 14-week paid child birth benefits.
• 401(k) Retirement Plan with company match.
• Tuition Assistance.
• Paid Holidays, Vacation, and Sick time.
• Benefits start after just 30 days of employment.
• Base pay plus commission!
• Auto allowance and mileage reimbursement.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level