Industrial Sales Representative

4 weeks ago

Grand Forks, North Dakota, United States Airgas Full time
Job Summary

As an Outside Sales Account Manager at Airgas, you will be responsible for managing the sales process and driving profitable sales growth within an assigned sales territory. This role requires meeting and exceeding corporate and regional objectives for profitable sales growth, A/R management, and customer retention within the assigned territory.

Key Responsibilities
  • Develop and execute sales plans utilizing Airgas's sales directives and guidelines to service existing accounts, obtain orders, and establish new accounts.
  • Cultivate customer relationships by developing a deep knowledge of the customer's business and establishing a consultative relationship.
  • Engage customers by linking the customer's business priorities to the Airgas value proposition.
  • Prepare sales proposals by quoting pricing, establishing credit terms, and estimated date of delivery to customer based on knowledge of Airgas's production/delivery schedules.
  • Keep current with industry insights, current Airgas product mixes, and monitor competition by gathering current relevant marketplace information.
  • Partner with internal resources to accomplish growth objectives and establish and maintain clear and consistent lines of communication with internal departments relative to customer successes, customer opportunities, new customer developments, and other customer-specific information.
  • Maintain and submit sales reports as required by District Manager through SAP.
  • Actively review and manage existing customer Accounts Receivable balances to help minimize Airgas working capital investment and financial risk.

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 managing customers throughout a defined sales territory.
  • Familiarity with industrial and specialty gases, industrial gas/welding supply sales a plus.
  • Knowledge of customer segmentation and ability to prioritize the targeting of customers delivering the highest value to Airgas.
  • Proven success using a consultative sales approach providing multiple layers of value to a customer to establish a mix of sales solutions and products.
  • Proven success of using their deep knowledge of customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities.
  • Working knowledge of SAP a plus.
  • Excellent organizational, written, and oral communication, listening, and presentation skills.
  • Strong PC skills, including Windows, Word, Excel, email, 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 organizational, analytical, and planning skills.
  • Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
  • Reliable transportation, current driver's license, minimum liability insurance as required by state of vehicle registration.

Work Environment
  • Frequent local travel (75% of work time).
  • Minimal overnight travel.
  • Must have reliable, appropriate transportation.
  • Job requires visitation of customer sites, which have varying environments/conditions, layouts, and accessibility.

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