Bulk Sales Specialist

Airgas•Greenville, SC

1d•Onsite

About The Position

The Bulk Sales Specialist drives and supports the sale of bulk products and serves as a subject matter expert to internal and external customers. The role executes regional bulk product marketing and sales growth plans through direct sales and collaboration with internal sales partners. It supports branch and outside sales associates in growing sales of bulk gas systems and on-site generators within a geographic territory, while building working relationships across the region. The specialist coordinates customer bulk gas installations, removals, modifications, site surveys, and quote requests, identifying opportunities to sell bulk products and cross-sell other Airgas products. The role provides technical expertise to confirm project requirements and match customers with appropriate products and services, and manages relationships with larger bulk and on-site customers. It also conducts customer sales calls, product and application training, engineering and technical support, and evaluates customer processes to recommend improvement or optimization. The position gathers market data on customer sales and service needs, market trends, and competitor activity; uses sales and marketing materials to promote company initiatives; develops pricing and negotiation strategies; and maintains product knowledge and selling skills. It completes sales-related paperwork and responds to communications promptly. The specialist is expected to operate safely and promote safety with colleagues and customers, and may take on special projects and other duties as required.

Requirements

Bachelor’s degree in Engineering, Business, or a related field; in lieu of a degree, up to four years of additional related experience may be considered.
Four years of prior bulk gas industry experience.
Broad knowledge of bulk products and processes common to Airgas customers.
Demonstrated relationship management and consultative aptitude, including the ability to solve problems and devise technical solutions for customers.
Ability to build effective relationships with people at all levels and roles, both within and outside the organization.
Strong mathematical, problem-solving, and analytical skills, with the ability to apply them to customer sales analysis and cost comparisons.
Effective verbal and written communication, listening, and clarification skills, and ability to work in cross-functional teams and engage appropriate colleagues to achieve results.
Self-motivation, strong organizational and time-management skills, and ability to multitask and manage projects in a diverse organization.
Proficiency with Microsoft Office applications, including Word, Excel, and PowerPoint.
Ability to operate safely and promote safety.

Nice To Haves

Three years of prior technical solution-driven sales experience within the bulk gas field is preferred.
Four or more years of successful sales experience in industrial, commercial, or educational markets.
Knowledge of industrial, specialty, and medical gases.

Responsibilities

Execute regional bulk product marketing and sales growth plans through direct sales and collaboration with internal sales partners.
Support branch and outside sales associates in sales of bulk gas systems and on-site generators within a geographic territory.
Develop and maintain working relationships with Branch Managers, Account Managers, District Managers, Sales Specialists, Technical Service Managers, and other regional personnel.
Coordinate customer bulk gas installation, removal, modification, site survey, and quote request activities, identifying cross-selling opportunities.
Confirm customer project requirements, including gas type, vessel size, monthly volume, flow rate, line pressure, duty cycle, USP requirements, telemetry, delivery constraints, and temporary supply requirements.
Manage relationships with larger bulk and on-site customers.
Provide technical guidance to customers and recommend products and services that meet their needs.
Initiate customer sales calls and provide product and application training, engineering and technical support, and service.
Evaluate customer bulk processes and provide training to improve or optimize them.
Collect accurate market data on customer sales and service needs, market trends, and competitor activities.
Use sales and marketing literature to promote Airgas initiatives.
Maintain and upgrade selling skills, strategies, and technical and product knowledge through training and self-directed learning.
Develop pricing and negotiation strategies, including implementing bulk price increases and renewing contracts.
Complete sales-related paperwork, including call reports and month-end reports, and respond to emails and phone calls in a timely manner.
Operate safely and actively promote safety among associates and customers.
Complete special projects and other duties as required.