Account Manager

Airgas•Lawrenceville, GA

2d•Hybrid

About The Position

The Airgas Account Manager is responsible for driving profitable revenue growth, expanding market share, and managing key business-to-business (B2B) customer relationships within an assigned geographic sales territory. Operating as a consultative sales expert, the Account Manager connects customer business priorities with the total ANC value proposition. In addition to driving new business acquisition ("hunting") and expanding existing accounts ("farming"), this role serves as the primary liaison between the customer, local operational plants, logistics routing teams, and credit/accounts receivable management.

Requirements

Bachelor’s Degree in Business, Engineering, Marketing, or a related field (or equivalent combination of education and 4+ years of relevant industry experience).
Minimum 3 to 5 years of successful B2B outside sales experience, ideally with a proven track record of territory management and solution-selling concepts.
Valid Driver’s License with a clean driving record and willingness to travel within the assigned regional territory.

Nice To Haves

Prior experience in industrial/specialty gas sales, beverage carbonation systems, welding supplies, or industrial equipment leasing is highly desirable.
Working knowledge of SAP and Salesforce (or similar enterprise CRM tools).
Proficient in Microsoft Office / Google Workspace.
Demonstrated experience with complex commercial contracts, formula/index pricing mechanisms, and structured negotiation.
Strong understanding of gross margins, credit terms, and accounts receivable management.
Exceptional verbal, written, and presentation skills; ability to communicate effectively with both shop-floor managers and C-suite executives.
Highly organized self-starter capable of managing a large geographic territory independently.

Responsibilities

Develop and execute strategic territory plans to achieve and exceed monthly, quarterly, and annual sales, gross margin, and profitability targets.
Qualify inbound leads and aggressively pursue new account opportunities within key segments.
Showcase ANC’s technical superiority, safety record, and total cost-of-ownership benefits.
Prepare and deliver formal sales proposals, negotiate multi-year product supply agreements (PSAs), establish pricing structures, and define standard delivery terms.
Serve as the primary point of contact for customer leadership and site managers, conducting regular business reviews to evaluate supply performance and identify process improvements.
Cross-sell complete system solutions, including telemetry monitoring, annual gas detection compliance testing, safety hardware, and equipment maintenance packages.
Proactively identify account risks, resolve service disputes, and manage renewal timelines to protect base business.
Partner with AR credit managers to ensure accounts remain within payment terms, minimizing working capital risk and resolving billing disputes.
Manage formula-based pricing adjustments, fuel surcharges, and regulatory pass-through fees (e.g., IFC code compliance charges) to maintain healthy gross margins.
Partner with ANC dispute team to proactively manage all active dispute cases.
Maintain clear customer records, log sales activity, manage open opportunities, and submit formal territory reports (daily call logs, pipeline analyses, and weekly forecasts) through SAP and Salesforce.
Coordinate closely with local fill plants, field service technicians, and logistics dispatchers to ensure seamless delivery execution and onboarding for new accounts.
Embody the Airgas safety-first culture. Ensure all customer installations adhere to local fire codes (e.g., IFC Section 916.11), OSHA guidelines, and compressed gas storage safety standards.