Account Executive

Airgas•Salt Lake, UT

10d•Hybrid

About The Position

The Account Executive is a highly experienced and results-oriented professional responsible for nurturing and growing key client relationships. They serve as the primary point of contact for strategic accounts, advancing revenue growth by deeply understanding customer needs and providing comprehensive solutions across welding processes, medical & industrial gases (including bulk and cylinder), and a full range of hard goods (welding products, equipment, consumables, safety gear). They strengthen Airgas' market position by identifying, developing, defining, and welcoming new client partners. This role focuses 90% on new business development and 10% on mentoring local sales teams.

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 5 years of prior outside business-to-business sales, sales management, strategic selling or sales specialist experience, including proven success in solution-selling concepts and a demonstrated history of managing customers throughout a defined sales territory.
Demonstrated success selling at the C-suite level.
Proven success using a consultative sales approach providing multiple layers of value to a customer to establish a mix of 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.
Must have 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, 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.
Reliable transportation, current driver’s license, minimum liability insurance as required by state of vehicle registration.
Must have reliable, appropriate transportation.

Nice To Haves

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

Responsibilities

Identifies and welcomes new partners by researching industry trends, attending events, and understanding the evolving market landscape.
Leads the end-to-end sales process for new business (90% focus), from initial discovery and qualifying prospects to building alignment on pricing and product sale agreements.
Navigates ambiguity and complex deal requirements by evaluating financials and aligning internal priorities to ensure a seamless fit for both the customer and Airgas.
Develops engagement strategies that link a customer’s unique business priorities to the Airgas value proposition, focusing on long-term impact rather than just pricing.
Builds lasting connections by acting as the primary liaison for pricing, product delivery, and service inquiries, ensuring a high-level customer experience.
Partners closely with District Managers and local sales teams to transition day-to-day service at newly signed accounts, maintaining the relationship during the hand-off.
Mentors and supports local sales teams (10% focus), sharing insights and coaching them through complex sales cycles to elevate collective performance.
Fosters professional communities and stays informed of industry insights and product mixes to remain a knowledgeable resource for both customers and internal peers.
Drafts and aligns contracts that integrate customer needs with Airgas’s operational capabilities and delivery schedules.
Maintains transparent communication with leadership (AVP and Regional President) via Salesforce, providing consistent updates on territory analyses, work plans, and customer successes.
Manages administrative responsibilities —including sales proposals, credit terms, and expense reporting—with accuracy and a commitment to timely delivery.
Prioritizes safety by meeting all prescribed safety procedures and rules, ensuring a secure environment for yourself, our customers, and the community.
Collaborates with technical experts, including Airgas Specialists, ALTEC Engineering, and Advanced Fabrication teams, to provide sophisticated, multi-layered solutions.