Outside Sales Account Manager

Airgas • Roanoke, VA

118d

About The Position

The Account Manager (AM) is responsible for managing the sales process and driving profitable sales growth within an assigned sales territory to both existing and new Airgas customers. The AM will be required to meet and exceed both corporate and regional objectives for profitable sales growth, A/R management, and customer retention within their assigned territory. 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 customers 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 information including 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.

Requirements

• Bachelor's degree in a science, business or related degree field required.
• A minimum of 3 years of prior outside business-to-business sales experience.
• Proven experience and success in solution-selling concepts.
• 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 targeting of customers.
• Proven success using a consultative sales approach.
• Working knowledge of SAP a plus.
• Excellent organizational, written and oral communication, listening and presentation skills.
• Strong PC skills (i.e. Windows, Word, Excel, email).
• Self-starter; self-motivated with a sense of urgency.
• Strong organizational, analytical and planning skills.
• Ability to solve practical problems in variable situations.
• Reliable transportation, current driver's license, minimum liability insurance.

Responsibilities

• Manage the sales process and drive profitable sales growth within an assigned sales territory.
• Meet and exceed corporate and regional objectives for profitable sales growth, A/R management, and customer retention.
• Develop and execute sales plans to service existing accounts and establish new accounts.
• Qualify and pursue sales leads.
• Cultivate customer relationships and establish a consultative relationship.
• Engage customers by linking their business priorities to the Airgas value proposition.
• Prepare sales proposals including pricing, credit terms, and estimated delivery dates.
• Keep current with industry insights and monitor competition.
• Partner with internal resources to accomplish growth objectives.
• Maintain and submit sales reports as required.
• Review and manage existing customer Accounts Receivable balances.

Benefits

• Medical, dental, and vision plans.
• Vacation, sick time, floating holidays, and paid holidays for full-time employees.
• Progressive parental leave package including 14 weeks of paid childbirth benefit for birth mothers.
• Paid parental leave benefits for other associates.
• 401k plan with company matching funds.
• Tuition reimbursement and discounted college tuition for employees' dependents.
• Airgas Scholarship Program for dependent children.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Industry: Building Material and Garden Equipment and Supplies Dealers
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees