Strategic Account Manager

Airgas•Kennesaw, GA

2d•Hybrid

About The Position

The Strategic Account Manager (SAM) is responsible for driving profitable and sustainable sales growth within the Strategic National Accounts (SNA) customer segment for the South Division. Working directly with decision-makers in national, multi-location companies, the SAM is responsible for effectively prospecting, qualifying and closing profitable sales opportunities to achieve and ideally exceed monthly sales quotas. The role requires 50% to 60% regional travel (including overnight travel) across the South Division. Candidates should reside across the Southeast / Southern US (Georgia & Florida preferred) and have convenient access to a major airport or metro area (such as Atlanta, GA or Jacksonville, FL), with proximity to a local Airgas facility being a plus.

Requirements

Bachelor’s degree in Business Management or related field preferred (equivalent B2B sales experience considered in lieu of a degree).
4+ years of prior technical solution-driven sales experience preferred (experience within industrial gas, welding, heavy industrial, chemical, or multi-site enterprise account management highly valued).
Proven record of meeting and exceeding sales targets and contributing to organizational growth.
High level of productivity and the ability to thrive in a fast paced environment.
Broad knowledge of Airgas products and processes common to the Airgas customer.
Demonstrated relationship management & consultative aptitude with the ability to problem-solve and devise technical solutions for the customer.
Ability to build effective relationships with all levels and roles both within Airgas and outside the organization.
Ability to follow department processes and procedures.
Communicates effectively both verbally and in writing; listens effectively and clarifies information as needed; works well with others in a cross-functional team environment across the organization knowing who to engage to achieve results. Uses candor and sensitivity in their dealings with others to connect, consult and complete discussions.
Drive for results with excellent organizational and time management skills to include the ability to multi-task and effectively manage projects in a diverse organization in a highly competitive market.
Strong mathematical, problem solving and analytical skills with the ability to apply to customer sales analysis and cost comparisons.
Demonstrated experience utilizing CRM platforms (Salesforce preferred) to manage pipelines, record sales activity, schedule client actions, and track multi-site deal progress.
PC skills to include proficiency with Google platform applications (Sheets, Smartsheets, Docs, Meets, Slides, Forms, PowerBI).
Ability to work independently and under pressure to meet deadlines.
Ability to read, analyze and interpret common scientific and technical journals, financial reports, legal documents and regulatory requirements.
Ability to understand price and profitability components, technical bids, financial reporting and agreement terms.
Must be able to work flexible hours to meet customer needs and management expectations.
Valid driver’s license and personal vehicle with insurance coverage as required by the company policy as applicable.
Frequent regional travel (50% or more of the work time) and requires overnight travel.

Nice To Haves

Experience within industrial gas, welding, heavy industrial, chemical, or multi-site enterprise account management highly valued.

Responsibilities

Develops account plans for assigned strategic accounts, identifying opportunities for growth and including specific action items designed to increase sales volume and profitability within each account.
Executes account plans through regular contact with customers including visits to their locations.
Develops and maintains a robust pipeline of qualified and profitable leads through our CRM (Salesforce) system.
Identifies new product opportunities based on industry trends, competitive activities and customer needs.
Records daily sales activities, proactively schedules and manages future commercial actions, prospecting activities and interactions with opportunities.
Focuses on identifying, qualifying, and closing new growth opportunities within the South and Southeast regions.
Negotiates pricing and contracts as appropriate to ensure maximum profits and value for both Airgas and our customers.
Monitors competition and provides feedback to other departments within Airgas to ensure effective counter-competitive initiatives are executed.
Manages large or multiple accounts; develops and communicates clear expectations regarding responsiveness, communication style and reporting requirements.
Maintains accurate and consistent records in CRM.
Prepares and delivers financial overviews of national proposals to gain internal approvals from key stakeholders for price quotes, growth opportunities, potential risks and impacts prior to customer delivery to ensure stakeholder alignment is achieved.
Effectively communicates sales activities to the Region Leadership team(s) utilizing CRM reports that are derived from the recorded commercial activity by Strategic Account Manager.
Presents monthly results including wins, such as new site implementations, product expansion contributions within existing customers and executed agreements.
Acts as a liaison between the Regions and the National Accounts Sales teams to effectively communicate information that has the potential to impact regional results, with an emphasis on account retention and volume growth.
Clearly outlines and prioritizes upcoming key activities for achieving sales goals and monthly sales portfolio quota.
Reviews activities that will drive profitable margin growth and returns within the respective Regions.