Outside Sales Account Manager

Airgas•Salisbury, MD

19h•Onsite

About The Position

Airgas is hiring an Outside Sales Account Manager in Salisbury, MD. This role involves developing and executing sales plans to service existing accounts, obtain orders, and establish new accounts. The position requires cultivating customer relationships through a deep understanding of their business and establishing a consultative relationship. The Account Manager will engage customers by linking their business priorities to the Airgas value proposition, prepare sales proposals, and stay current with industry insights and Airgas product mixes. Collaboration with internal resources and maintaining clear communication lines with internal departments are crucial. The role also includes managing accounts receivable balances to minimize financial risk and submitting required sales reports through SAP.

Requirements

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 managing customers throughout a defined sales territory.
Familiarity with industrial and specialty gases, industrial gas / welding supply sales a plus.
Knowledge of customer segmentation and ability to prioritize the targeting of customers delivering the highest value to Airgas.
Proven success using a consultative sales approach providing multiple layers of value to a customer to establish a mix sales solutions and products.
Proven success of using their deep knowledge of customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities.
Working knowledge of SAP a plus.
Must have excellent organizational, written and oral communication, listening and presentation skills.
Strong PC skills (i.e. Windows, Word, Excel, email) 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 organizational, analytical and planning skills.
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
Reliable transportation, current driver’s license, minimum liability insurance as required by state of vehicle registration.

Responsibilities

Develops and executes sales plans utilizing Airgas’s sales directives and guidelines in order to service existing accounts, obtain orders, and establish new accounts.
Qualifies and pursues sales leads.
Cultivates customer relationships by developing a deep knowledge of the customer’s business and establishing a consultative relationship.
Engages customers by linking the customer’s business priorities to the Airgas value proposition.
Prepares sales proposals by quoting pricing, establishing credit terms, and estimated date of delivery to customer based on knowledge of Airgas’s production/delivery schedules.
Keeps current with industry insights, current Airgas product mixes, monitors competition by gathering current relevant marketplace including information on pricing, products, new products, delivery schedules, and merchandising techniques.
Partners with internal resources to accomplish growth objectives.
Establishes and maintains clear and consistent lines of communication with internal departments relative to customer successes, customer opportunities, new customer developments and other customer specific information.
Maintains and submits sales reports (daily call reports, weekly work plans, and monthly and annual territory analyses) as required by District Manager (DM) through SAP.
Actively reviews and manages existing customer Accounts Receivable balances to help minimize Airgas working capital investment and financial risk.
Other duties as assigned.