Business Development Manager

11 hours ago

Lima, Ohio, United States Airgas Full time
Job Title: New Business Development Representative

The New Business Development Representative is responsible for driving profitable sales growth within an assigned sales territory for new Airgas customers. This role requires a strong understanding of customer segmentation and the ability to prioritize targeting customers delivering the highest value to Airgas.

Key Responsibilities:
  • Develop and execute sales plans utilizing Airgas' sales directives and guidelines to develop and service new customers and deliver best-in-class service to all customers.
  • 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 working to establish 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, including utilization of Airgas Specialists, ALTEC Engineering, and Advanced Fabrication team.
  • 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.
  • 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.
  • Negotiate and close sales agreements, including signing PSA's.
  • Keep current with industry insights, current Airgas product offerings, monitor competition by gathering current 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 (e.g., daily call reports, weekly work plans, and monthly, quarterly, and annual territory analyses, customer updates, etc.).
Requirements:
  • 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.
  • 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 targeting 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., 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 competitor's 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 the 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.
Work Environment:
  • 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.

Airgas is an equal opportunity employer and welcomes applications from all qualified applicants, regardless of their race, gender, sexual orientation, religion, disability, or any other protected characteristic.

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