District Sales Manager

Airgas•Tulsa, OK

12d

About The Position

The District Sales Manager drives outside sales growth and Account Manager field execution, with a focus on revenue growth, proactive lead generation, field coaching, and strategic account management. The role ensures Account Managers capture new business and expand existing accounts while working closely with the region’s Sales team to train and support them and grow the regional footprint. The manager directs sales performance and pipeline health, sets territories and quotas, and uses market trends, competitor information, and forecasts to maximize market penetration. They spend significant time in the field coaching Account Managers, collaborative selling, and qualifying and pursuing new business opportunities. They also conduct monthly performance reviews, develop customized territory-growth plans, manage key regional accounts, and work toward strategic pricing and margin goals. The role partners with Account Executives on regional sales strategy, training, and activity generation. It also identifies account expansion opportunities and operational efficiencies, including e-business solutions and drop shipping, and ensures timely scheduling of 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 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 demonstrated sales leadership or formal mentoring experience, with a track record of advancing performance goals.
Demonstrated record of 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 the system 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 pursue new business opportunities alongside them.
Train and direct Account Managers in the company's sales methodology, including finding and capturing new revenue opportunities within existing accounts.
Conduct monthly Account Manager reviews against sales targets and growth metrics, 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 strategy, training, and activity generation to support Account Managers.
Identify expansion opportunities and operational efficiencies, including e-business solutions and drop shipping, and ensure timely scheduling of Business Development Reviews.