National Accounts Manager

Airgas•Houston, TX

2d•Remote

About The Position

We are looking for a National Accounts Manager to join our team at Airgas- Red-D-ARC. This role is responsible for the rental growth, client retention, relationship management, and commercial development of key national account customers within the specialty and industrial contractor market space. The ideal candidate will target and develop senior-level, c-suite, and corporate procurement relationships with existing and prospective national account customers and prospects, aiming to capture a greater percentage of wallet share and sell/deliver the total value and benefits of the Red-D-Arc/Airgas relationship. This position involves securing contract renewals, retaining and growing revenue with existing program customers, and prospecting for new clients. A comprehensive sales plan will be developed in conjunction with Red-D-Arc sales districts and regions to increase account penetration and growth. Strategic account planning, including annual business plans/reviews and growth strategies tailored to key customers, is essential. The role requires implementing national agreements and ensuring alignment through collaboration with Red-D-Arc Regional Vice Presidents, District Managers, and Sales Teams. Responsibilities also include managing the sales budget, revenue targets, and profitability for the portfolio, negotiating business terms, pricing, and contract development, and developing growth plans for mutual accounts with Airgas market segments NAM counterparts. Additionally, the role involves monitoring and reporting high-level account activity to mitigate administrative and inefficiency issues and supporting jobsite-level account establishments and shut-downs to ensure continuity and optimize service levels.

Requirements

A professional who is effective and deeply comfortable in environments ranging from the corporate office to the production floor.
A demonstrated history of high-quality performance and goal achievement.
Broad knowledge of rental equipment markets and a strong understanding of applications for key products.
Exceptional influencing and teamwork skills, with a natural ability to promote coordination across organizational boundaries.
Experience navigating customer contract language and a high level of skill in securing significant partnerships that align with standard company protocols.
A foundational understanding of the Airgas business model, including branch operations, asset management, and diverse sales channels.
A clear and effective communicator who ensures a smooth flow of information and encourages the open expression of ideas in both in-person and virtual settings.
The ability to navigate complex organizational dynamics, sustain results and relationships, and delegate purposefully to ensure team success.
The ability to achieve excellent outcomes through both formal channels and informal networks.
Adept at time management and prioritization, with the ability to coordinate workflows using CRM tools (such as Salesforce.com).

Nice To Haves

Bachelors Degree & or 5 years experience
Knowledge of our customers' unique markets and a proven ability to tailor the Airgas value proposition to their specific needs.
A bottom-line orientation with a steadfast commitment to motivating yourself and others to reach collective growth milestones.
Remaining steadfast and composed in the face of challenging customer situations.
Strong presentation skills and the financial acumen to articulate complex value propositions.
A pre-existing network or deep familiarity within the Airgas regional strategic accounts organization.

Responsibilities

Responsibility for rental growth, client retention, relationship management, and commercial development of key national account customers within the specialty and industrial contractor market space.
Target and develop senior level, c-suite, and corporate procurement relationships with existing and prospective national account customers and prospects (i.e., industrial construction, steel erectors, tank construction, fabricators, and infrastructure contractors) with the objective of capturing a greater percentage of wallet share and sell/deliver the total value and benefits of the Red-D-Arc/Airgas relationship.
Secure contract renewals, retain and grow revenue with existing program customers.
New business: prospect, target, and sign new clients that complement the portfolio and will drive future growth.
Develop comprehensive sales plan in conjunction with Red-D-Arc sales districts and regions to increase account penetration and growth.
Strategic account planning: create and execute annual business plans/reviews and growth strategies tailored to key customers.
Implement national agreements and ensure alignment through collaboration with Red-D-Arc Regional Vice Presidents, District Managers and Sales Teams.
Manage the portfolio's sales budget, revenue targets, and profitability.
Contract structure and negotiation: negotiate business terms, pricing, and contract development.
Develop growth plans for mutual accounts with Airgas market segments NAM counterparts in metal fabrication, construction, energy, and aerospace.
Responsible for monitoring and reporting high level account activity as necessary to mitigate administrative and inefficiency issues such as credits, collections, and customer service performance.
Support jobsite level account establishments and shut downs for assigned accounts ensuring continuity across regional and divisional company boundaries to minimize errors and optimize service levels.