Inside Sales Specialist

Airgas•Largo, FL

17h•Onsite

About The Position

Airgas is hiring an Inside Sales Specialist in Largo, FL. This role is responsible for retaining existing customer sales, driving gross margin growth, and new customer attainment by managing a portfolio of customers and prospects. Business will be gained through proactive customer touch, effective negotiation, and deliberate territory planning using the company’s CRM system. The role requires a strong focus on safety, adherence to company policies, and proactive outbound sales calls. Associates will manage their territory by speaking with customers at regular intervals (monthly) and are expected to be on the phone with customers approximately 40% of their day. The role also involves receiving inbound calls, managing call path control, negotiating pricing, attending training sessions, and using SAP for sales quotes and orders. Additionally, associates will work with the BSC Credit Department, use Salesforce.com for sales planning, document cases, and utilize value-added tools. Collaboration with Sales Managers for call technique enhancement and territory planning is also expected, along with assisting in training or mentoring peers.

Requirements

High School Diploma or GED equivalent required
Strong self-motivation
Ability to interact well with others
Able to work well as a member of a team
Excellent communication and negotiation skills
Ability to work independently and under pressure to meet deadlines
Follow all Company policies and procedures, of particular importance are the items assigned annually through Airgas University, detailing specific rules around Safety, IT Security, Antitrust - Global Competition Principles and Practices, Avoiding Fraud, etc.
Use the company’s enterprise resource planning system, SAP, to document sales quotes and orders.
Follow all tactical procedures as defined by the training team.
Use the company’s CRM system, Salesforce.com as a sales planning tool. This includes logging accurate contact information for each customer, capturing customer information such as the industry, employee count, competition, etc.
Use the opportunity object to manage the key focus of retention and growth on each customer.
Aggregated opportunities should total well beyond daily goal to ensure a strong sales pipeline.

Nice To Haves

College degree preferred
Industrial distribution or knowledge of PPE, Welding and Gases preferred

Responsibilities

Retain existing customer sales, drive gross margin growth, and new customer attainment by managing a portfolio of customers and prospects.
Gain business through proactive customer touch, effective negotiation, and deliberate territory planning using the company’s CRM system.
Make proactive telephone calls to stay connected with existing customers and pursue new account prospect opportunities.
Manage territory effectively by speaking with customers in regular intervals (monthly).
Receive inbound phone calls from customers, and provide courteous professional service to ensure a high quality experience.
Manage call path control through effective negotiation of fair pricing while protecting Airgas profitability.
Attend all training sessions required as deemed appropriate by Management to remain current on product knowledge, competitive information, sales skills, software changes and new procedures.
Use the company’s enterprise resource planning system, SAP, to document sales quotes and orders.
Accommodate customer returns and credits as necessary.
Work with the BSC Credit Department to ensure customer accounts are kept up to date so that payment due reflects accurately.
Use the company’s CRM system, Salesforce.com as a sales planning tool.
Document cases that illustrate where business is at risk, or has been lost.
Use value added tools such as emarket capabilities, airgas.com, marketing materials, and the Field Specialist Network when needed and justified to meet customer needs.
Work with Sales Managers to enhance call technique through self-monitoring.
Strategize on budgeting and territory planning.
Assist with training or mentoring peers upon request.