Location:
Lima, OH - Retail shopHow will you CONTRIBUTE and GROW?The New Business Development Account Representative NBD) is responsible for managing the sales process and driving profitable sales growth within an assigned sales territory for new Airgas customers, with a primary focus on developing new Airgas customers. The NBD will be required to meet and exceed all assigned objectives for profitable sales growth within their assigned territory.Develops and executes sales plans utilizing Airgas’ sales directives and guidelines in order to develop and service new customers and deliver best in class service to all customers. Position will work with local sales teams to transition day-to-day service at newly signed accounts while maintaining a high level customer relationship.
Identify and mobilize key customer stakeholders at all levels within a targeted customer.
Qualifies and pursues new sales leads in 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.
Responsible for the new business sales process, utilizing a high-level value added sales approach, including utilization of Airgas Specialists, ALTEC Engineering, and Advanced Fabrication team.
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) and District Manager (DM) 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.).
Other duties as assigned.
________________________Are you a MATCH?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.
Physical demands
The characteristics listed below are representative of the physical demands required by an individual to successfully perform the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.
Employee may be required to remain stationary for extended periods of time including sitting in an automobile.
Employee may occasionally be required to traverse through office and/or manufacturing or construction site locations.
Requires frequent use of computer, telephone and operation of a motor vehicle.
May occasionally be required to lift and/or move up to 50 pounds.
Work environment
The characteristics listed below are representative of the work environment typically encountered by an individual while performing the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.
Frequent local travel (75% of work time).
Minimal overnight travel.
Must have reliable, appropriate transportation, current driver’s license, minimum liability insurance as required by state of vehicle registration.
Job requires visitation of customer sites, which have varying environments/conditions, layouts, and accessibility.
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Your differences enhance our performance
At Airgas, we are committed to building a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.
We welcome and consider applications from all qualified applicants, regardless of their race, gender, sexual orientation, religion, disability or any other protected characteristic. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world.
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Equal Employment Opportunity Information
We are an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.
Please click here to view the EEO Know Your Rights poster and here to view the Pay Transparency Nondiscrimination poster. Airgas, an Air Liquide Company invites any applicant and/or employee to review the Company’s written Affirmative Action Plan or Policy Statement. This plan or policy statement is available for inspection upon request.
Airgas, an Air Liquide Company and its group of companies does not discriminate against qualified applicants with disabilities and is committed to providing reasonable accommodations to the known disabilities of such individuals so as to ensure equal access to benefits and privileges of employment. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us by email at us-accommodationrequest@airgas.com.
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