Account Executive

Airgas • Chicago, IL

4d • $105 - $120

About The Position

Airgas is hiring for a Account Executive in Chicago, IL! At Airgas, we are committed to building a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world. We are looking for you! The Account Executive I (AE) is responsible for managing the sales process and driving profitable new sales growth within an assigned sales territory covering multiple Districts. The AE will develop high level customer relationships and utilize Airgas resources and capabilities to secure new business. The AE will be required to meet and exceed both division and regional objectives for profitable new business sales growth within their assigned area(s). Develops and executes sales plans utilizing Airgas’s sales directives and guidelines to establish new accounts. Responsible for the new business sales process, utilizing a high-level value added sales approach, including utilization of Airgas Specialists, ALTEC Engineering, and Advanced Fabrication team. Position will target new business over multiple Districts working closely with DMs to find, qualify, and target specified prospects. Approximately 90% of capacity to focus on new business process, including identifying & qualifying targets, working through sales process, and negotiating pricing and agreements. 10% of capacity will be coaching local sales teams through the sales process. Position will work with local sales teams to transition day-to-day service at newly signed accounts while maintaining a high level customer 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 Area Vice President (AVP). 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, sales management, strategic selling or sales specialist experience, to include proven experience and success in solution-selling concepts and a demonstrated history of managing customers throughout a defined sales territory.
• Reliable transportation, current driver’s license, minimum liability insurance as required by state of vehicle registration.
• Must have excellent organizational, written and oral communication, listening and presentation skills.

Nice To Haves

• 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.
• Strong PC skills (i.e. Windows, Word, Excel, email) with ability to acclimate to a PC based order entry system and wireless, handheld 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.

Responsibilities

• Managing the sales process and driving profitable new sales growth within an assigned sales territory covering multiple Districts.
• Develop high level customer relationships and utilize Airgas resources and capabilities to secure new business.
• Meet and exceed both division and regional objectives for profitable new business sales growth within their assigned area(s).
• Develop and execute sales plans utilizing Airgas’s sales directives and guidelines to establish new accounts.
• Responsible for the new business sales process, utilizing a high-level value added sales approach, including utilization of Airgas Specialists, ALTEC Engineering, and Advanced Fabrication team.
• Target new business over multiple Districts working closely with DMs to find, qualify, and target specified prospects.
• Focus on new business process, including identifying & qualifying targets, working through sales process, and negotiating pricing and agreements.
• Coaching local sales teams through the sales process.
• Work with local sales teams to transition day-to-day service at newly signed accounts while maintaining a high level customer relationship.
• Engage customers by linking the customer’s business priorities to the Airgas value proposition.
• Prepare sales proposals by quoting pricing, establishing credit terms, and estimated date of delivery to customers based on knowledge of Airgas’s production/delivery schedules.
• Keep 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.
• Partner with internal resources to accomplish growth objectives.
• Establish and maintain clear and consistent lines of communication with internal departments relative to customer successes, customer opportunities, new customer developments and other customer specific information.
• Maintain and submit sales reports (daily call reports, weekly work plans, and monthly and annual territory analyses) as required by Area Vice President (AVP).
• Other duties as assigned.

Benefits

• medical, dental, and vision plans
• vacation, sick time, floating holidays, and paid holidays for full-time employees
• progressive parental leave package
• 401k plan with company matching funds
• tuition reimbursement
• discounted college tuition for employees’ dependents
• Airgas Scholarship Program

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees