District Sales Manager

Airgas•Batesville, AR

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 pursue 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 position oversees sales performance and pipeline health, establishes territories and quotas, and maintains a portfolio of key regional accounts. It includes coaching and developing Account Managers, supporting customer retention and experience, executing strategic pricing plans, and partnering with Account Executives to align regional sales strategies. The role also identifies account expansion opportunities and operational efficiencies, including e-business solutions and drop shipping.

Requirements

Bachelor's degree in Business, Marketing, Communications, or a related field, or an equivalent combination of education and proven B2B sales experience.
At least five years of sales or sales management experience in a B2B environment.
At least three years of demonstrated sales leadership or formal mentoring experience, with a track record of driving performance above plan.
Demonstrated record of achieving double-digit year-over-year sales growth.
Experience executing and coaching formal enterprise sales methodologies, such as The Challenger Sale, for complex B2B deals and team performance.
Track record in talent acquisition and bench-building, including recruiting, onboarding, and developing high-performing sales professionals.
Advanced proficiency in Salesforce or a similar CRM platform, using it to manage pipeline velocity, forecast accuracy, and team performance metrics.
Strong financial and analytical skills, including interpreting P&L statements, analyzing territory margin health, and using data visualization tools for sales decisions.
Fluent in English, with excellent written and verbal communication skills.
Ability to analyze, report, and present financial and sales data effectively.
Strong negotiating and selling skills.
Valid driver's license.
Daily travel requiring frequent driving and prolonged sitting.
Ability to navigate varied client environments, including frequent standing, walking over uneven terrain or large industrial sites, and climbing stairs.
Ability to travel overnight up to 20–30% monthly.
Ability to follow site-specific safety protocols and wear required PPE, such as hard hats, safety glasses, high-visibility clothing, and steel-toed or metatarsal footwear.

Responsibilities

Direct overall sales performance and pipeline health, ensuring Account Managers achieve targets for new business acquisition and account expansion.
Establish territories and quotas and analyze market trends, competitor information, and forecasts to maximize market penetration.
Spend significant time in the field coaching Account Managers, collaborative selling, and qualifying and calling on new business opportunities.
Train, coach, and direct Account Managers in the company's core sales methodology, including identifying and capturing new revenue opportunities in existing accounts.
Conduct formal monthly reviews of Account Manager performance against strategic sales targets and growth metrics, and develop plans for territory growth.
Maintain and grow a portfolio of key regional accounts to support retention and customer experience.
Execute strategic pricing plans and review contract price files to optimize margins.
Partner with Account Executives to align regional sales strategies, provide training, and generate activity that supports Account Managers.
Identify expansion opportunities and operational efficiencies, including e-business solutions and drop shipping, within existing accounts.
Ensure timely scheduling of Business Development Reviews (BDRs).