District Sales Manager

Airgas•Wichita, KS

About The Position

The District Sales Manager is responsible for outside sales growth and Account Manager field execution. The role focuses on revenue growth through proactive lead generation, field coaching, and strategic account management. The manager guides Account Managers in building relationships, carrying out sales initiatives, developing new business, and expanding existing accounts, working closely with the Region’s Sales team to train and support the team and expand the regional footprint. The position also manages sales performance and pipeline health, establishes territories and quotas, evaluates market and competitor information, coaches Account Managers in the field, reviews sales performance against growth targets, and maintains key regional accounts. It supports strategic pricing, contract margin optimization, collaboration with Account Executives, and identification of account expansion opportunities and operational efficiencies.

Requirements

Effective financial and analytical skills, 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.
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.
Five years of sales or sales management experience in a B2B environment.
Three years of sales leadership or formal mentoring experience, with a record of advancing performance goals.
A 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 sales professionals.
Advanced proficiency in Salesforce or similar CRM platforms for pipeline management, forecast accuracy, and team performance.

Responsibilities

Guide and support 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 optimize market penetration.
Spend substantial time in the field coaching Account Managers, collaborating on sales, and qualifying and calling on new business opportunities.
Train, coach, and mentor Account Managers in the company's core sales methodology and in identifying and capturing revenue opportunities within existing accounts.
Conduct formal monthly performance reviews and develop customized territory growth plans.
Maintain and grow a portfolio of key regional accounts, supporting retention and 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 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.