District Sales Manager

Airgas•Memphis, TN

About The Position

The District Sales Manager is a key contributor to outside sales growth and Account Manager field execution. The role focuses on revenue growth through proactive lead generation, field coaching, strategic account management, and execution of sales initiatives. The District Sales Manager guides Account Managers in developing new business and expanding existing accounts, partnering 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 trends, competitor information, and forecasts to optimize market penetration. It involves substantial field time coaching Account Managers, collaborative selling, and qualifying and calling on new opportunities with them. The manager also trains, mentors, and reviews Account Managers; maintains key regional accounts; executes strategic pricing plans; collaborates with Account Executives; and identifies account expansion and operational efficiency opportunities.

Requirements

Effective 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 business-to-business environment.
Ideally, three years of sales leadership or formal mentoring experience, with a record of advancing performance goals.
A demonstrated record of contributing consistently 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 collaborative sales professionals.
Advanced proficiency in Salesforce or similar CRM platforms, using the system to manage pipeline velocity, improve forecast accuracy, and advance team performance metrics.

Responsibilities

Guide and support overall sales performance and pipeline health, ensuring Account Managers achieve targets for new business and account expansion.
Establish territories and quotas and analyze market trends, competitor information, and forecasts to optimize market penetration.
Spend significant time in the field coaching Account Managers, collaborative selling, and qualifying and calling on new business opportunities with them.
Train, coach, and mentor Account Managers in the company's core sales methodology, including identifying and capturing revenue opportunities in existing accounts.
Conduct formal monthly performance reviews and develop customized plans for territory growth.
Maintain and grow a portfolio of key regional accounts, supporting retention and a strong customer 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.
Perform additional duties as assigned.