New Business Development Manager

Airgas•Fort Wayne, IN

2d•Onsite

About The Position

We are looking for a New Business Development Manager to advance sustainable growth and expand our customer base. In this role, you will be responsible for identifying, cultivating, and establishing new business partnerships across general manufacturing, metal fabrication, heat treat, food manufacturing, and related industrial sectors. The ideal candidate will be a proactive, consultative business developer focused on creating sustainable, long-term accounts rather than short-term projects. You will oversee the complete consultative lifecycle, from initial connection to agreement.

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

Generate New Business: Develop an organized schedule to connect with potential partners. Utilize leads from our marketing team, business directories, and trade journals to cultivate a strong pipeline of prospective accounts.
Deliver Consultative Presentations: Customize engaging presentations and product demonstrations based on the customer’s needs and industry, highlighting solution-oriented features and shared benefits.
Manage the Engagement Process: Prepare comprehensive proposals with pricing, credit terms, and delivery schedules. Draft sales agreements, obtain credit approval for new accounts, and coordinate order submissions with internal teams.
Collaborate and Report: Keep leadership informed through regular updates on activities, territory insights, and progress. Partner with account managers and leadership to discuss accounts and strategic initiatives.
Monitor the Market: Stay informed about market trends, competitor activities, and industry developments. Provide constructive feedback to management on market changes and recommend enhancements to our solutions or services.
Nurture Customer Relationships: Build alignment and resolve customer inquiries or concerns by investigating process challenges and developing supportive, high-value solutions.
Continuous Growth: Maintain professional and technical knowledge by participating in workshops, attending technical center trainings, and reviewing industry publications. Protect confidential company information.
Market Analysis: Analyze market positions, partner databases, and industry trends to assist in defining long-term development plans.
Opportunity Execution: Execute development plans to identify new avenues for growth. Build collaborative connections across customer networks, industry associations, and agencies.
Consultative Solutions: Deeply understand customer needs to deliver technical and commercial solutions. Facilitate customer decision-making, guide collaborative discussions, and provide ongoing support during project execution.
Strategic Partnership: Manage and nurture relationships with key executive stakeholders (CEOs, Owners, Presidents) to enhance overall customer experience and long-term retention.
Team Collaboration: Partner with local Account Managers to ensure smooth transitions of new accounts, ensuring attentive follow-up and protecting recurring account growth.