Business Development Manager - Bulk

Airgas•Roseville, MN

13d•Hybrid

About The Position

The Business Development Manager (BDM) Bulk Gases is a dynamic role focused on expanding new customer acquisition in the industrial and healthcare markets. Operating with a strategic mandate to grow competitive volume, the BDM is measured primarily on acquisition metrics. Responsibilities include managing the end-to-end sales process, securing new accounts, and securing profitable business through appropriate pricing, margins, and delivery fees. Proactively secure sustainable, long-term bulk gas (including cylinder gases where available) —prioritize strategic sales over transactional or one-off projects. Target industrial and healthcare segments with market-aligned focus (not branch-specific) to maximize acquisition ROI. Maintain a dedicated focus on selling; no operational coverage or assignments that reduce selling time. Build new accounts with a disciplined daily plan to engage prospects. Conduct market analysis and targeted prospecting to identify high-potential industrial and healthcare customers. Qualify leads and advance opportunities through the sales pipeline. Prepare end user proposals for presentation. Finalize and secure Product Sales Agreements. Build consultative relationships through deep understanding of the customer’s business. Map and engage key stakeholders across the customer organization. Leverage Airgas Specialists and other resources as needed. Select the optimal Airgas channel to serve each customer. Maintain an active, prioritized prospect pipeline with regular updates and clear near-, mid-, and longer‑term opportunity visibility. Record all customer activity in CRM. Provide leadership and the broader team regular status updates on forecasts and territory performance. Stay informed of market conditions to inform strategy without disclosing sensitive tactics. New-account target acquisition and pipeline velocity. Maintain a high-frequency cadence focused on pipeline progression and acquisition ROI.

Requirements

Minimum 5 years outside B2B industrial gas and/or bulk gas sales experience with a history of new-customer acquisition
Demonstrated success in consultative/solution selling within a defined territory
Demonstrated history of achieving and advancing sales goals
Skilled at leading customer conversations, linking client priorities to company solutions
Strong commercial and industry awareness; applies market and customer insights to sales strategy
Reliable personal transportation, a valid driver’s license, and state-required minimum liability insurance
Understands customer buying processes and makes data-driven decisions
Proficient with PC productivity software (Google Workspace or Microsoft Office); comfortable learning order-entry systems
Frequent regional travel required (up to 75% of time); occasional overnight travel
Maintains strict confidentiality of financial, sales, and strategic information
Commitment to continuous learning through training and industry resources

Nice To Haves

Bachelor’s degree in business, science, or related field
Familiarity with industrial and specialty gases, industrial gas / welding supply sales is a plus
A detailed understanding of Google, or MS Office Applications, SAP functionalities
The ability to communicate clearly and warmly with a wide variety of people from different backgrounds

Responsibilities

Manage the end-to-end sales process
Secure new accounts
Secure profitable business through appropriate pricing, margins, and delivery fees
Proactively secure sustainable, long-term bulk gas (including cylinder gases where available)
Target industrial and healthcare segments with market-aligned focus to maximize acquisition ROI
Maintain a dedicated focus on selling
Build new accounts with a disciplined daily plan to engage prospects
Conduct market analysis and targeted prospecting to identify high-potential industrial and healthcare customers
Qualify leads and advance opportunities through the sales pipeline
Prepare end user proposals for presentation
Finalize and secure Product Sales Agreements
Build consultative relationships through deep understanding of the customer’s business
Map and engage key stakeholders across the customer organization
Leverage Airgas Specialists and other resources as needed
Select the optimal Airgas channel to serve each customer
Maintain an active, prioritized prospect pipeline with regular updates and clear near-, mid-, and longer‑term opportunity visibility
Record all customer activity in CRM
Provide leadership and the broader team regular status updates on forecasts and territory performance
Stay informed of market conditions to inform strategy without disclosing sensitive tactics
New-account target acquisition and pipeline velocity
Maintain a high-frequency cadence focused on pipeline progression and acquisition ROI