New Business Development Manager

Airgas-posted 3 days ago
Full-time • Mid Level
Fort Wayne, IN
5,001-10,000 employees
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The New Business Development Manager (NBDM) is responsible for managing the sales process and driving profitable sales growth within an assigned sales territory for new Airgas customers, with a primary focus on developing new Airgas customers. The NBDM will be required to meet and exceed all assigned objectives for profitable sales growth within their assigned territory. Develops and executes sales plans utilizing Airgas’ sales directives and guidelines in order to develop and service new customers and deliver best in class service to all customers. Position will work with local sales teams to transition day-to-day service at newly signed accounts while maintaining a high level customer relationship. Identify and mobilize key customer stakeholders at all levels within a targeted customer. Qualifies and pursues new sales leads in new customers. Cultivates customer relationships by developing a deep knowledge of the customer’s business and works to establish a consultative relationship. Engages customers by linking their business priorities to the Airgas value proposition. Utilizes all available resources to accomplish growth objectives. 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 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. Interacts with Area Vice President (AVP) and District Manager (DM) through the maintenance and submission of required reports (e.g. daily call reports, weekly work plans, and monthly, quarterly and annual territory analyses, customer updates; etc.). Other duties as assigned

  • Managing the sales process and driving profitable sales growth within an assigned sales territory for new Airgas customers
  • Meeting and exceeding all assigned objectives for profitable sales growth within their assigned territory
  • Developing and executing sales plans utilizing Airgas’ sales directives and guidelines in order to develop and service new customers and deliver best in class service to all customers
  • Working with local sales teams to transition day-to-day service at newly signed accounts while maintaining a high level customer relationship
  • Identifying and mobilizing key customer stakeholders at all levels within a targeted customer
  • Qualifying and pursuing new sales leads in new customers
  • Cultivating customer relationships by developing a deep knowledge of the customer’s business and works to establish a consultative relationship
  • Engaging customers by linking their business priorities to the Airgas value proposition
  • Utilizing all available resources to accomplish growth objectives
  • 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
  • Establishing and maintaining clear and consistent lines of communication with internal departments relative to new customer developments, customer successes, customer opportunities and other customer specific information
  • Delineating 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
  • Negotiating and closing sales agreements including signing PSA’s
  • Keeping current with industry insights, current Airgas product offerings, monitors competition by gathering current relevant marketplace information on pricing, products, delivery schedules, and marketing techniques
  • Interacting with Area Vice President (AVP) and District Manager (DM) through the maintenance and submission of required reports (e.g. daily call reports, weekly work plans, and monthly, quarterly and annual territory analyses, customer updates; etc.)
  • Other duties as assigned
  • Bachelor’s degree in a science, business or related degree field required. In lieu of degree, consideration for up to 4 years of additional related experience may be accepted.
  • A minimum of 3 years of prior 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.
  • Must have excellent organizational, written and oral communication, listening and presentation skills.
  • 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 their 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.
  • 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.
  • Familiarity with industrial and specialty gases, industrial gas / welding supply sales and safety supplies a plus.
  • We care about and support all Airgas associates. This is evident not only through our competitive compensation but also through a comprehensive benefits package that includes medical, dental, and vision plans, vacation, sick time, floating holidays, and paid holidays for full-time employees.
  • We provide a progressive parental leave package for our eligible Airgas parents, offering generous paid time off for the birth or placement of children.
  • Additionally, we offer our employees a 401k plan with company matching funds, tuition reimbursement, discounted college tuition for employees’ dependents, and an Airgas Scholarship Program.
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