New Business Development Bulk Sales Specialist

Airgas•Raleigh, NC

5d•Onsite

About The Position

The New Business Development Bulk Sales Specialist drives and supports sales of bulk products, serving as a subject matter expert for internal and external customers. The role executes regional bulk product marketing and sales growth plans through direct sales and collaboration with internal sales partners, and supports branch and outside sales associates in selling bulk gases, systems, and on-site generators across a geographic territory. The specialist builds working relationships with branch, account, district, sales, and technical service personnel. They coordinate and participate in customer bulk gas installations, removals, modifications, site surveys, and quote requests, identifying opportunities for bulk sales and cross-selling other Airgas products. The role provides technical expertise to confirm project requirements, advises customers on appropriate products and services, and manages relationships with larger bulk and on-site customers. The specialist initiates sales calls and provides product and application training, engineering and technical support, and service. They evaluate customer bulk processes and provide training to improve or optimize them; collect accurate market, customer, and competitor information; promote Airgas initiatives using sales and marketing materials; and maintain sales and technical knowledge through training and research. The role also develops pricing and negotiation strategies, supports bulk price increases and contract renewals, completes sales paperwork and reports, responds to communications promptly, and promotes safe practices. Special projects and other duties may be assigned.

Requirements

Bachelor’s degree in Engineering, Business, or a related field; up to four years of additional related experience may be considered in lieu of the degree.
Four years of prior bulk gas industry experience.
Broad knowledge of bulk products and processes common to Airgas customers.
Demonstrated relationship-management and consultative abilities, including problem-solving and developing technical customer solutions.
Ability to build effective relationships with people at all levels, both within and outside the organization.
Strong mathematical, problem-solving, and analytical skills, including applying them to customer sales analysis and cost comparisons.
Effective verbal and written communication; ability to listen, clarify information, collaborate across functions, and engage the appropriate people to achieve results.
Uses candor and sensitivity in dealings with others.
Self-motivated, with strong organizational and time-management skills, including the ability to multitask and manage projects in a diverse organization.
Proficiency with Microsoft Office applications, including Word, Excel, and PowerPoint.

Nice To Haves

Three years of prior technical solution-driven sales experience in the bulk gas field is preferred.
Four or more years of successful sales experience in industrial, commercial, or educational markets.
Knowledge of industrial, specialty, and medical gases.

Responsibilities

Execute regional bulk product marketing and sales growth plans through direct sales and collaboration with internal sales partners.
Support branch and outside sales associates in selling bulk gases, systems, and on-site generators within a geographic territory.
Develop and maintain working relationships with Branch Managers, Account Managers, District Managers, Sales Specialists, Technical Service Managers, and other personnel across the region.
Coordinate and participate in customer bulk gas installations, removals, modifications, site surveys, and quote requests; identify bulk sales and cross-selling opportunities.
Confirm customer project details, including gas type, vessel size, monthly volume, flow rate, line pressure, duty cycle, USP requirements, telemetry, delivery constraints, and temporary supply needs.
Manage relationships with larger bulk and on-site customers and recommend products and services that fit their needs.
Initiate customer sales calls and provide product and application training, engineering and technical support, and service.
Evaluate customers’ bulk processes and provide training to improve or optimize them.
Collect accurate information about customer sales and service needs, market trends, and competitor activities.
Use sales and marketing materials to promote Airgas initiatives.
Maintain and improve selling skills, strategies, and technical and product knowledge through training and self-directed learning.
Develop pricing and negotiation strategies, including implementing bulk price increases and contract renewals.
Complete sales paperwork, call reports, and month-end reports, and respond to emails and phone calls in a timely manner.
Operate safely and promote safety by example with associates and customers.
Complete special projects and other assigned duties.