Total Access Sales Manager

Airgas•Duluth, GA

2d•Onsite

About The Position

The Total Access Sales Manager drives sales growth, customer retention, and new customer attainment by managing associates’ behavior and productivity while supporting their success. The role includes managing standard employment responsibilities and acting with integrity. The manager enforces Airgas policies and safe practices; motivates and coaches sales representatives; and meets with representatives regularly to develop call technique, territory management, call calibration, and customer-service skills. The manager helps resolve customer issues involving departmental matters, credit, fulfillment, and pricing. They build customer-based financial sales budgets using historical sales, recent trends, and growth expectations; use SAP and Business Warehouse reporting tools; set and review monthly goals; and ensure variable compensation is accurate and processed on time. The position also conducts quarterly performance reviews and annual appraisals, manages and documents personnel issues, supports training, leads team meetings, and encourages adoption of Salesforce.com throughout the sales process. The manager collaborates with branch and regional personnel, participates in sales management and marketing efforts, supports vendor relationships, and responds to 24-hour emergency calls when on-call. Other position-related duties may be assigned.

Requirements

High school diploma or GED equivalent.
Prior sales experience or customer service experience.
Ability to interact well with all levels of management.
Ability to work well as a member of a team.
Excellent oral and written communication skills.
Ability to work independently and under pressure to meet deadlines.
Occasional travel required.

Nice To Haves

College degree preferred.
One or more years of supervisory experience preferred.

Responsibilities

Enforce Airgas policies and procedures and manage safe practices.
Motivate and coach sales representatives to generate sales through call-path control and negotiation skills.
Meet weekly with individual sales representatives to coach call technique, territory management, call calibration, and customer-expectation management.
Assist representatives with customer problem-solving involving departmental issues, credit, fulfillment, pricing, and related matters.
Build financial sales budgets using assigned customers’ historical sales, recent-quarter trends, and growth expectations, following standardized budgeting guidelines.
Use SAP and Business Warehouse reporting software, including the budget transfer process.
Set monthly goals and objectives and review results at the end of each month, following standardized goal-setting guidelines.
Ensure associates’ variable compensation is accurate and processed on time.
Conduct quarterly performance reviews and annual performance appraisals according to channel guidelines.
Manage and document personnel issues for direct reports, involving Human Resources when needed.
Participate in Sales Management meetings to support collaboration and consistency within the branch and channel.
Ensure associates understand training material and provide additional support when needed.
Conduct regular team meetings about changes affecting the telesales role.
Support continued adoption and development of Salesforce.com to guide sales through the development and closing phases.
Coordinate sales activities with regional Account Managers, Specialists, and Regional Leadership when applicable.
Participate in marketing efforts and support vendor relationships through engagement with local Vendor Representatives.
Respond to 24-hour emergency calls when on-call.
Perform other position-related duties as assigned or requested.

Benefits

Medical, dental, and vision insurance.
Life and accidental death and dismemberment (AD&D) insurance.
Short-term and long-term disability insurance.
Employee Assistance Program (EAP).
Paid 14-week childbirth benefit and parental leave.
401(k) plan with company matching funds.
Tuition assistance or reimbursement and discounted college tuition for eligible employees’ dependents.
Airgas Scholarship Program for dependent children.
Pre-tax commuter transportation benefit.
Paid holidays, vacation, sick time, and floating holidays.
Jury duty and funeral/bereavement leave.
Benefits begin after 30 days of employment.