District Sales Manager

Airgas•Jonesboro, AR

11d

About The Position

The District Sales Manager drives outside sales growth and Account Manager field execution, with a strong focus on revenue growth, proactive lead generation, field coaching, and strategic account management. The manager ensures Account Managers pursue new business while expanding existing accounts, working closely with the region’s Sales team to train and support them and grow the regional footprint. The role oversees sales performance and pipeline health, sets territories and quotas, and uses market, competitor, and forecast information to maximize market penetration. It involves spending substantial time in the field coaching Account Managers, engaging in collaborative selling, qualifying prospects, and pursuing new business together. The District Sales Manager also conducts monthly performance reviews, develops territory growth plans, manages key regional accounts, advances strategic pricing and margins, and partners with Account Executives on regional sales strategies and training. The manager identifies account expansion opportunities and operational efficiencies, including e-business solutions and drop shipping, and ensures timely Business Development Reviews.

Requirements

Effective financial and analytical acumen, including the ability to interpret P&L statements, analyze territory margin health, and use data visualization tools for sales decisions.
Fluency in English and excellent written and verbal communication skills.
Ability to analyze, report, and present financial and sales data.
Effective partnership-building and selling skills.
Valid driver’s license.

Nice To Haves

Bachelor’s degree in Business, Marketing, Communications, or a related field, or an equivalent combination of education and demonstrated B2B sales experience.
Five years of sales or sales management experience in a B2B environment.
Three years of sales leadership or formal mentoring experience, with a record of advancing performance goals.
Consistent contributions to year-over-year sales growth.
Experience executing and coaching formal enterprise sales methodologies, such as consultative selling, to advance complex B2B partnerships and team performance.
Success in talent acquisition and team development, including recruiting, onboarding, and developing collaborative sales professionals.
Advanced proficiency in Salesforce or similar CRM platforms, using them to manage pipeline velocity, forecast accuracy, and team performance metrics.

Responsibilities

Direct sales performance and pipeline health, ensuring Account Managers meet targets for new business acquisition and account expansion.
Establish territories and quotas and analyze market trends, competitor information, and forecasts to maximize market penetration.
Coach Account Managers in the field, engage in collaborative selling, and qualify and call on new business opportunities alongside them.
Train, coach, and direct Account Managers in the company’s sales methodology, including capturing new revenue within existing accounts.
Conduct formal monthly performance reviews and develop customized plans for territory growth.
Maintain and grow a portfolio of key regional accounts, supporting customer retention and experience.
Execute strategic pricing plans and review contract price files to optimize margins.
Partner with Account Executives on regional sales strategies, training, and activity generation to support Account Managers.
Identify account expansion opportunities and operational efficiencies, including e-business solutions and drop shipping, and ensure timely scheduling of Business Development Reviews.