Business Development Manager

23 hours ago

Reston, Virginia, United States Airgas Full time
Job Title: New Business Development Manager

The New Business Development Manager is responsible for driving profitable sales growth within an assigned sales territory for new Airgas customers. This role requires developing and executing sales plans to acquire new customers and deliver best-in-class service to all customers.

Key Responsibilities:
  • Develop and execute sales plans to acquire new customers and drive profitable sales growth.
  • Identify and mobilize key customer stakeholders at all levels within a targeted customer.
  • Qualify and pursue new sales leads in new customers.
  • Cultivate customer relationships by developing a deep knowledge of the customer's business and establishing a consultative relationship.
  • Engage customers by linking their business priorities to the Airgas value proposition.
  • Utilize all available resources to accomplish growth objectives.
  • Responsible for the new business sales process, utilizing a high-level value-added sales approach.
  • Establish and maintain clear and consistent lines of communication with internal departments relative to new customer developments, customer successes, customer opportunities, and other customer-specific information.
  • Negotiate and close sales agreements, including signing PSA's.
  • Keep current with industry insights, Airgas product offerings, and competition by gathering relevant marketplace information on pricing, products, delivery schedules, and marketing techniques.
  • Interact with Area Vice President (AVP) and District Manager (DM) through the maintenance and submission of required reports.
Requirements:
  • Bachelor's degree in a science, business, or related degree field required.
  • A minimum of 3 years of prior outside business-to-business sales experience, including proven experience and success in solution-selling concepts and a demonstrated history of adding new customers throughout a defined sales territory.
  • 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 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 and can proactively advance the purchase decision.
  • Able to make data-driven decisions to frame next steps with customers.
  • 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, including Google applications and MS Office applications.
  • 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.
Work Environment:
  • Frequent local travel (75% of work time).
  • Minimal overnight travel.
  • Must have reliable, appropriate transportation, current driver's license, and 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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