New Business Development Bulk Sales Specialist

Airgas•Raleigh, NC

6d•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 in a designated geographic territory. It provides branch and outside sales associates with support to facilitate sales of bulk gas systems and on-site generators. The specialist builds and maintains working relationships with branch managers, account managers, district managers, sales specialists, technical service managers, and other regional personnel. The position manages relationships with larger bulk and on-site customers, provides technical guidance to match products and services to customer needs, and supports customer installations, removals, modifications, site surveys, and quote requests. The role also identifies cross-selling opportunities across Airgas products. This position gathers technical project details, provides customer training and technical support, evaluates bulk processes for improvement, monitors market and competitor activity, and develops pricing and negotiation strategies. It also completes sales reports and paperwork, maintains product and sales knowledge through training and research, and promotes safe work practices. The position is based in Raleigh, North Carolina, and may involve travel up to 150 miles in either direction. Compensation includes base pay plus commission and a monthly auto allowance.

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 a 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 aptitude, including the ability to solve problems and devise technical customer solutions.
Ability to build effective relationships with people at all levels inside 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 skills, active listening, and the ability to clarify information and work across cross-functional teams.
Self-motivation, strong organizational and time-management skills, and 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 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

Drive sales growth for bulk products, bulk gas systems, and on-site generators within a geographic territory.
Support branch and outside sales associates and collaborate with internal sales partners to execute regional marketing and sales growth plans.
Develop and maintain working relationships with branch managers, account managers, district managers, sales specialists, technical service managers, and other regional personnel.
Coordinate and participate in customer bulk gas installation, removal, modification, site survey, and quote-request activities.
Identify opportunities to cross-sell other Airgas products and services.
Gather and confirm customer project requirements, 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.
Provide customers with technical guidance on products and services that meet their needs.
Initiate sales calls and deliver product and application training, engineering and technical support, and service to customers.
Evaluate customer bulk processes and provide training to improve or optimize them.
Establish ongoing collection of accurate market data about customer sales and service needs, market trends, and competitor activity.
Use sales and marketing materials to promote Airgas initiatives.
Maintain and improve sales skills, strategies, and technical and product knowledge through training and independent learning.
Develop pricing and negotiation strategies, including implementing bulk price increases and renewing contracts.
Complete sales paperwork and reports, respond to emails and phone calls promptly, and submit call and month-end reports.
Operate safely, advocate for safety, and promote safe practices by example with associates and customers.
Complete special projects and other assigned duties.

Benefits

Medical, dental, vision, life, AD&D, and disability insurance.
Fourteen-week paid childbirth benefit and parental leave.
401(k) plan with company matching funds.
Tuition assistance or reimbursement and discounted college tuition for eligible employees’ dependents.
Paid holidays, vacation, sick time, and floating holidays.
Employee Assistance Program (EAP).
Pre-tax commuter transportation benefit.
Jury duty and funeral/bereavement leave.
Airgas Scholarship Program for dependent children.
Benefits begin after 30 days of employment, as stated in the posting.
Base pay plus commission and a monthly auto allowance.