District Sales Manager

Airgas•Little Rock, AR

About The Position

The District Sales Manager is responsible for driving outside sales growth and Account Manager field execution through lead generation, field coaching, and strategic account management. The role guides Account Managers in developing customer relationships, pursuing new business, and expanding existing accounts in alignment with the region’s sales team. The manager oversees sales performance and pipeline health, establishes territories and quotas, coaches Account Managers in the field, and conducts monthly performance reviews. The role also manages key regional accounts, advances strategic pricing and margin goals, collaborates with Account Executives, and identifies account expansion opportunities and operational efficiencies.

Requirements

Financial and analytical acumen, including the ability to interpret P&L statements, analyze territory margin health, and use data visualization tools to inform sales decisions.
Fluency in English and excellent written and verbal communication skills.
Ability to analyze, report, and present financial and sales data effectively.
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.
Ideally, five years of sales or sales management experience in a B2B environment.
Ideally, three years of sales leadership or formal mentoring experience, with a record of advancing performance goals.
Record of consistently contributing to year-over-year sales growth.
Experience executing and coaching formal enterprise sales methodologies, such as consultative selling, to advance complex B2B partnerships and support team performance.
Success in talent acquisition and team development, including recruiting, onboarding, and developing sales professionals.
Advanced proficiency in Salesforce or similar CRM platforms, using them to manage pipeline velocity, forecast accuracy, and team performance metrics.

Responsibilities

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