New Business Development Account Representative

• Develops and executes sales plans utilizing Airgas’ sales directives and guidelines in order to develop and service new customers while maintaining existing customers, and deliver best in class service to all customers.

• Identify and mobilize key customer stakeholders at all levels within a targeted customer.

• Qualifies and pursues new sales leads in both existing and new customers.

• Cultivates customer relationships by developing a deep knowledge of the customer’s business and works to establish a consultative relationship.

• Engages customers by linking their business priorities to the Airgas value proposition.

• Utilizes all available resources to accomplish growth objectives.

• 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.

• Able to delineate among the Airgas Channels (e.g., Outside-Sales, Total Access, eBusiness) available to serve our customers and demonstrate the ability to identify the best channel to serve the customer based upon their needs.

• Negotiates and closes sales agreements including signing PSA’s. 

• Keeps current with industry insights, current Airgas product offerings, monitors competition by gathering current relevant marketplace information on pricing, products, delivery schedules, and marketing techniques.

• Interacts with Area Vice President (AVP) through the 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 assists in the management of existing customer Accounts Receivable balances to help minimize Airgas working capital investment and financial risk.

• Other duties as assigned.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Required Education:

• 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.

Required Length & Type of Experience:

• 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 adding new  customers throughout a defined sales territory.

Knowledge, Skills & Abilities:

• Knowledge of customer segmentation and ability to prioritize the targeting of customers delivering the highest value to Airgas.

• Capability to lead customer interactions with Industry insights versus listing Airgas capabilities  and engage the customer by linking their business priorities to the Airgas value proposition.

• Proven success of using their deep knowledge of customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities.

• Demonstrates an understanding of the customer’s buying process (i.e. or Sales Process) and can proactively advance the purchase decision.

• Able to make Data-Driven decisions to frame next steps with customers.  Qualifies and quantifies the impact of maintaining the status quo or pursuing a competitors' solutions.

• Must have excellent organizational, written and oral communication, listening and presentation skills.

• Experience using a Smartphone and/or Tablet and its functionality to enhance productivity and better interact with our customers is a plus. Strong PC skills (e.g. Google applications including Gmail, Sheets, Docs and Slides; or MS Office applications including Word, Excel, PowerPoint and Outlook) 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 analytical and planning skills.

• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.

• Demonstrate the ability to consistently achieve assigned financial goals.

• Familiarity with industrial and specialty gases, industrial gas / welding supply sales and safety supplies a plus.