District Sales Manager

Airgas•Oklahoma City, OK

3d•Onsite

About The Position

The District Sales Manager is responsible for driving 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 guides Account Managers in building customer relationships, acquiring new business, and expanding existing accounts, while working closely with the Region’s Sales team to provide training and support and grow the regional footprint. The District Sales Manager supports sales performance and pipeline health, establishes territories and quotas, and uses market trends, competitor information, and forecasts to improve market penetration. The position maintains and grows a portfolio of key regional accounts, supports customer retention and experience, advances strategic pricing and margin goals, and identifies account expansion opportunities and operational efficiencies. It also partners with Account Executives on regional strategies, training, and activity generation.

Requirements

Effective financial and analytical acumen, including interpreting P&L statements, analyzing territory margin health, and using 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.
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 collaborative sales professionals.
Advanced proficiency in Salesforce or a similar CRM platform, using it 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 meet targets for new business acquisition and account expansion.
Establish territories and quotas, and analyze market trends, competitor information, and forecasts to optimize market penetration.
Spend substantial 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 new revenue opportunities within existing accounts.
Conduct formal monthly reviews with Account Managers, assess performance against strategic sales targets and growth metrics, and develop customized territory growth plans.
Maintain and grow a portfolio of key regional accounts, supporting customer retention and a strong customer experience.
Execute plans to achieve strategic pricing targets 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 expansion opportunities and operational efficiencies, including e-business solutions and Drop Shipping, within existing accounts.
Ensure timely scheduling of Business Development Reviews (BDRs).
Perform additional duties as assigned.