Regional Director New Business Development

Airgas • Kennesaw, GA

21h • Onsite

About The Position

We are committed to building a diverse and inclusive workplace that embraces the unique perspectives of our employees, our customers, patients, community stakeholders, and cultures across the world. We believe that a variety of backgrounds makes our team stronger and more innovative. At Airgas, we RESPECT , HONOR and VALUE diversity. Airgas is Hiring for a Regional Director - New Business Development in Kennesaw, Georgia! We are looking for you! Base pay plus commission Monthly auto allowance 5 Direct Reports Comprehensive Family Benefits: Airgas offers a full benefits package designed to support your whole life, including Medical, Dental, Vision, Life, AD&D, and Disability Insurance. Support for Parents: We offer a 14-week paid child birth benefit to support growing families. Future Security: 401(k) Retirement Plan with company match, Tuition Assistance, Paid Holidays, Vacation, and Sick time. Early Access: Your benefits start after just 30 days of employmen t The Regional Director of New Business Development (RDNBD) is a specialized leadership role dedicated to institutionalizing new business acquisition. By shifting from generalized management to a vertical sales architecture, this Director drives acquisition ROI and ensures pipeline velocity. The RDNBD manages tactical sales execution , allowing Area Vice Presidents to focus on P&L health while shielding New Business Developers from operational "fire-fighting."

Requirements

• We are looking for 5-10 years of outside business-to-business sales experience, including a demonstrated history in solution-selling concepts and adding value to new customers throughout a defined sales territory.
• Prior direct business development sales experience building and nurturing a sustainable and profitable book of business.
• Ideally, you possess reliable, appropriate transportation, a current driver’s license, and minimum liability insurance as required by the state of vehicle registration.
• Knowledge of customer segmentation and the ability to prioritize and support the targeting of customers delivering the highest value to Airgas.
• Capability to guide customer interactions with industry insights versus listing Airgas capabilities, and the ability to engage the customer by linking their business priorities to the Airgas value proposition.
• Demonstrated success in utilizing a deep knowledge of a customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities.
• Demonstrates an understanding of the customer’s buying process and can proactively facilitate the purchase decision.
• Able to make data-informed decisions to frame next steps with customers.
• Qualifies and understands the impact of maintaining the status quo or pursuing competitor solutions.
• Excellent organizational, written and oral communication, listening, and presentation skills are essential.
• Proactive and goal-oriented; ability to contribute to team success while working effectively in a self-directed environment.
• Thoughtful analytical and planning skills.
• Ability to resolve complex challenges and navigate a variety of concrete variables in situations where only limited standardization exists.
• Demonstrate the ability to consistently reach assigned financial goals.

Nice To Haves

• Familiarity with industrial and specialty gases, industrial gas / welding supply sales, and safety supplies is a plus .
• Experience using a Smartphone and/or Tablet and its functionality to enhance productivity and connection with our customers.
• Strong PC skills (e.g., Google applications including Gmail, Sheets, Docs and Slides; or MS Office applications including Word, Excel, PowerPoint and Outlook) with the ability to acclimate to a PC-based order entry system and wireless, handheld scanning device.

Responsibilities

• Guide the NBD team with a specific focus on pipeline velocity and acquisition, serving as a key contributor to tactical sales management.
• Conduct a consistent, high-impact weekly rhythm with AVPs to advance collaborative action and facilitate alignment on growth targets.
• Standardize specific pipeline protocols, including the “bucketing” of prospects (A, B, C, D accounts) based on signing timelines (30 to 180+ days).
• Facilitate the NBD hand-off of signed accounts to AMs between 120-180 days to maintain prospecting momentum and review/approve any adjustments to the process.
• Advocate for NBDs to remain “unencumbered” by operational fire-fighting (i.e. covering branch absences, resolving service errors, etc.) by protecting boundaries and removing all obstacles.
• Ensure new sales growth targets are met as a core priority.
• Develop and execute sales plans utilizing Airgas’ sales directives and guidelines in order to pioneer new customer relationships to optimize sales growth.
• Identify and connect with key customer stakeholders at all levels within targeted customers to achieve profitable sales growth by signing new customer business accounts.
• Identify and connect with key customer stakeholders at all levels within targeted customers when nurturing sales growth within existing accounts.
• Qualify and pursue new sales leads in both existing and new customers but primarily target new Airgas customers to achieve sustainable growth.
• Collaborate with all available resources to accomplish growth objectives.
• Qualify and pursue new sales leads in both existing and new customers but primarily target new Airgas customers to achieve sustainable and thriving business growth.
• 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 related to sales execution.
• Able to distinguish 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.
• Reaches sales agreements and finalizes signings of PSAs.
• Keeps current with industry insights, current Airgas product offerings, monitors the market by gathering current relevant marketplace information on pricing, products, delivery schedules, and marketing strategies.
• Interacts with Area Vice President (AVP) through maintenance and submission of required reports (e.g. daily call reports, weekly work plans, and monthly, quarterly and annual territory analyses, customer updates; etc.).
• Actively reviews and partners in the management of existing customer Accounts Receivable balances to help minimize Airgas working capital investment and financial risk.
• Other duties as assigned.

Benefits

• Comprehensive Family Benefits: Airgas offers a full benefits package designed to support your whole life, including Medical, Dental, Vision, Life, AD&D, and Disability Insurance.
• Support for Parents: We offer a 14-week paid child birth benefit to support growing families.
• Future Security: 401(k) Retirement Plan with company match, Tuition Assistance, Paid Holidays, Vacation, and Sick time.
• Early Access: Your benefits start after just 30 days of employmen t
• This is evident not only through our competitive compensation but also through a comprehensive benefits package that includes medical, dental, and vision plans, short-term and long-term disability, life and accidental death and dismemberment (AD&D) insurance, Employee Assistance Program (EAP), pre-tax commuter transportation benefit, parental leave, vacation, sick time, floating holidays, jury duty and funeral/bereavement leave, and paid holidays for all eligible full-time employees.
• Additionally, we offer our eligible employees a 401k plan with company matching funds, tuition reimbursement, discounted college tuition for eligible employees’ dependents, and an Airgas Scholarship Program for dependent children.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed