District Sales Manager

Airgas•Tulsa, OK

14d

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 in alignment with the Region’s Sales team. The manager oversees sales performance and pipeline health, sets territories and quotas, and uses market, competitor, and forecast information to maximize penetration. They spend substantial time in the field coaching and selling alongside Account Managers, conduct monthly performance reviews, and develop customized territory growth plans. The position also manages key regional accounts, supports retention and customer experience, executes pricing plans, reviews contract price files, and identifies account expansion and operational efficiency opportunities. The role requires daily travel and frequent driving, with up to 20–40% monthly overnight travel stated in one section and 20–30% in a repeated section. Work settings vary among customer sites, plants, branches, and offices. Field visits require compliance with site-specific safety procedures and PPE requirements.

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 business-to-business environment.
At least three years of demonstrated sales leadership or formal mentoring experience, with a 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, to drive complex B2B deals and improve 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 to inform sales decisions.
Fluent in English with excellent written and verbal communication skills.
Ability to analyze, report, and present financial and sales data effectively.
Strong negotiation and selling skills.
Valid driver's license.
Ability to travel daily, drive frequently, and sit for prolonged periods.
Ability to stand and walk, including on uneven terrain or large industrial sites, and climb stairs.
Ability to travel overnight up to 20–40% monthly in one section; another repeated section states up to 20–30% monthly.
Ability to adhere to site-specific safety protocols and wear required PPE, including hard hats, safety glasses, high-visibility clothing, and steel-toed or metatarsal footwear.

Responsibilities

Direct 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 maximize market penetration.
Spend significant time in the field coaching Account Managers, engaging in collaborative selling, and qualifying and calling on new business opportunities with them.
Train, coach, and direct Account Managers in the company's core sales methodology, including identifying and capturing revenue opportunities within existing accounts.
Conduct formal monthly Account Manager reviews, assess performance against sales targets and growth metrics, and develop customized territory growth plans.
Maintain and grow a portfolio of key regional accounts to support retention and customer experience.
Execute plans to achieve strategic pricing targets and review contract price files to optimize margins.
Partner with Account Executives to align regional sales strategies, deliver training, and generate activity that supports Account Managers.
Identify expansion opportunities and operational efficiencies, including e-business solutions and drop shipping, and ensure timely scheduling of Business Development Reviews.

Benefits

Medical, dental, and vision insurance.
Life and accidental death and dismemberment insurance.
Short-term and long-term disability insurance.
Employee Assistance Program.
Paid 14-week childbirth benefit and parental leave.
401(k) plan with company matching.
Tuition assistance or reimbursement and discounted college tuition for eligible employees’ dependents.
Airgas Scholarship Program for dependent children.
Paid holidays, vacation, sick time, and floating holidays.
Pre-tax commuter transportation benefit.
Jury duty and funeral/bereavement leave.
Benefits begin after 30 days of employment.