New Business Development Manager

Airgas•Cincinnati, OH

1d•Onsite

About The Position

The New Business Development Manager (NBDM) is a specialized role focused exclusively on driving profitable sales growth by proactively pursuing and capturing new, high-margin business within an assigned area. This position is a key component of the Great Lakes Business Development Initiative, tasked with restoring volume growth by identifying, qualifying, and closing new customer partnerships. Operate with a dedicated focus on top-of-funnel activity, strategic lead generation, and pursuit of new accounts while driving progress through self-direction and cross-functional synergy. Manage the end-to-end new business sales process. This includes qualifying leads, linking business priorities to the Airgas value proposition, and negotiating/closing sales agreements. Identify and engage key customer stakeholders at all levels within a targeted customer. Engages customers by linking their business priorities to the Airgas value proposition. Responsible for the new business sales process, utilizing a high-level value-added sales approach, including utilization of Airgas Specialists, ALTEC Engineering, and Advanced Fabrication team. Establishes and maintains clear and consistent lines of communication with internal departments relative to new customer developments, customer successes, customer opportunities and other customer specific information. 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 most effective channel to serve the customer based upon their needs. While taking ownership, remain available to assist Account Managers when necessary to support the finalization of prospective deals. Keeps current with industry insights, current Airgas product offerings, monitors the market landscape by gathering current relevant marketplace information on pricing, products, delivery schedules, and marketing techniques. Manage the onboarding process for new business until the account meets established milestones, at which point the account is transitioned to an Account Manager for day-to-day management. Other duties as assigned.

Requirements

Ideally, you bring 3 to 5+ years of success in a business development or hunting-focused B2B sales role, preferably within industrial supply, manufacturing, or construction sales.
Demonstrated history of engaging directly with C-suite executives and decision-makers to close full-account agreements ($100k–$500k range).
High resilience and strong problem-solving skills to navigate objections and turn customer pushback into productive dialogue.
Willingness to spend 3.5 to 4 days per week in the field visiting prospective clients (6–10 visits per day), with 1 day dedicated to remote administrative planning and outreach.
High school diploma required.
Knowledge of industrial gases, consumables, welding/safety supplies, or general manufacturing processes is appreciated.

Nice To Haves

A bachelor's degree in business administration, engineering, or a related field is a plus, though proven field experience and practical track record are highly valued.
Bachelor’s Degree from four-year College or University or one to two year of related experience and/or training or equivalent combination of education and experience.
Prior experience with SAP order entry software preferred.
3+ years of experience selling medical, specialty or industrial gases and equipment to independent distributors and customers while working for an industrial or specialty gas producer.

Responsibilities

Operate with a dedicated focus on top-of-funnel activity, strategic lead generation, and pursuit of new accounts while driving progress through self-direction and cross-functional synergy.
Manage the end-to-end new business sales process. This includes qualifying leads, linking business priorities to the Airgas value proposition, and negotiating/closing sales agreements.
Identify and engage key customer stakeholders at all levels within a targeted customer.
Engages customers by linking their business priorities to the Airgas value proposition.
Responsible for the new business sales process, utilizing a high-level value-added sales approach, including utilization of Airgas Specialists, ALTEC Engineering, and Advanced Fabrication team.
Establishes and maintains clear and consistent lines of communication with internal departments relative to new customer developments, customer successes, customer opportunities and other customer specific information.
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 most effective channel to serve the customer based upon their needs.
While taking ownership, remain available to assist Account Managers when necessary to support the finalization of prospective deals.
Keeps current with industry insights, current Airgas product offerings, monitors the market landscape by gathering current relevant marketplace information on pricing, products, delivery schedules, and marketing techniques.
Manage the onboarding process for new business until the account meets established milestones, at which point the account is transitioned to an Account Manager for day-to-day management.
Other duties as assigned.