New Business Development Account Representative

Airgas•St. Louis, MO

2d•Onsite

About The Position

Airgas is Hiring for a Business Development Specialist in St Louis, MO! The purpose of the New Business Development Representative (NBD) is to increase market share through the attainment of customers that provide sustainable and consistent revenue. Project work and one-time sales are not part of the scope of this growth focused role. This position entails overseeing the sales process, driving profitable sales growth, and establishing a robust client base within a designated sales territory, primarily through the acquisition of new Airgas customers. As time progresses, the NBD will transition the established client base and associated budget to an assigned Account Manager (AM), facilitating the capacity for the NBD to further seek out new business development opportunities. Surpassing profitable sales and margin growth targets and effectively overseeing the customer experience of new customers within the designated territory is a primary requirement for this position. It is imperative to ensure customer retention objectives are met during the period prior to the transition of any accounts to the designated Account Manager occurs. At Airgas, we are committed to building a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world. We are looking for you!

Requirements

A minimum of 3-5 years of outside business-to-business sales experience to include proven experience and success in solution-selling concepts and a demonstrated history of adding new customers throughout a defined sales territory.
Prior direct business development sales experience building a sustainable and profitable book of business.
Knowledge of customer segmentation and ability to prioritize the targeting of customers delivering the highest value to Airgas.
Capability to lead customer interactions with Industry insights versus listing Airgas capabilities and engage the customer by linking their business priorities to the Airgas value proposition.
Proven success of using deep knowledge of customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities.
Demonstrates an understanding of the customer’s buying process (i.e., or Sales Process) and can proactively advance the purchase decision.
Able to make Data-Driven decisions to frame next steps with customers. Qualifies and quantifies the impact of maintaining the status quo or pursuing a competitors' solutions.
Must have excellent organizational, written and oral communication, listening and presentation skills.
Experience using a Smartphone and/or Tablet and its functionality to enhance productivity and better interact with our customers is a plus. Strong PC skills (e.g., Google applications including Gmail, Sheets, Docs and Slides; or MS Office applications including Word, Excel, PowerPoint and Outlook) with ability to acclimate to a PC based order entry system and wireless, handheld scanning device.
Self-starter; self-motivated, operates with a sense of urgency; ability to work and succeed independently.
Strong analytical and planning skills.
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
Demonstrate the ability to consistently achieve assigned financial goals.
Must have reliable, appropriate transportation, current driver’s license, minimum liability insurance as required by state of vehicle registration.

Nice To Haves

Familiarity with industrial and specialty gases, industrial gas / welding supply sales and safety supplies preferred.

Responsibilities

Develop and execute sales plans utilizing Airgas’ sales directives and guidelines in order to attain new customers to maximize profitable sales growth.
Identify and mobilize key customer stakeholders at all levels within targeted customers to execute profitable sales growth by signing new customer business accounts.
Qualify and pursue new sales leads primarily targeting new Airgas customers to achieve sustainable competitive business growth.
Develop a deep knowledge of the customer’s business to allow new customers to link their priorities to the Airgas value proposition
Utilizes all available resources to accomplish growth objectives.
Establishes and maintains clear and consistent lines of communication with Airgas stakeholders relative to new customer developments, customer successes, customer opportunities and other customer specific information related to sales execution.
Able to delineate among the Airgas Channels (e.g., Outside-Sales, Total Access, eBusiness) available to serve our customers and demonstrate the ability to identify the best channel to serve the customer based upon their needs.
Negotiates and closes sales agreements including signing PSA’s.
Keeps current with industry insights, current Airgas product offerings, monitors competition by gathering current relevant marketplace information on pricing, products, delivery schedules, and marketing techniques.
Effectively communicate with Airgas Area Vice President, District Manager as well as Airgas Product and Applications Specialists to optimize your effort and results.
Actively reviews and assists in the management of existing customer Accounts Receivable balances to help minimize Airgas working capital investment and financial risk.
Other duties as assigned.

Benefits

medical, dental, and vision plans
short-term and long-term disability
life and accidental death and dismemberment (AD&D) insurance
Employee Assistance Program (EAP)
pre-tax commuter transportation benefit
parental leave
vacation, sick time, floating holidays, jury duty and funeral/bereavement leave, and paid holidays for all eligible full-time employees
401k plan with company matching funds
tuition reimbursement
discounted college tuition for eligible employees’ dependents
Airgas Scholarship Program for dependent children