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National Account Manager

1 month ago

Dayton, Ohio, United States Airgas USA, LLC Full time

Job Summary:

The Account Manager (AM) is responsible for managing the sales process and driving profitable sales growth within an assigned sales territory to both existing and new Airgas customers.

Key Responsibilities:

  • Develops and executes sales plans utilizing Airgas' sales directives and guidelines in order to service existing accounts, obtain orders, and establish new accounts.
  • Qualifies and pursues sales leads. Cultivates customer relationships by developing a deep knowledge of the customer's business and establishing a consultative relationship.
  • Engages customers by linking the customer's business priorities to the Airgas value proposition.
  • Prepares sales proposals by quoting pricing, establishing credit terms, and estimated date of delivery to customer based on knowledge of Airgas' production/delivery schedules and logistics.
  • Keeps current with industry insights, current Airgas product mixes, monitors competition by gathering current relevant marketplace intelligence including information on pricing, products, new products, delivery schedules, and merchandising techniques.
  • Partners with internal resources to accomplish growth objectives.
  • Maintains and submits sales reports (daily call reports, weekly work plans, and monthly and annual territory analyses) as required by District Manager through SAP.
  • Actively reviews and manages 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.
  • 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 to include 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 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.
  • Must have excellent organizational, written and oral communication, listening and presentation skills.
  • Strong PC skills (i.e. Windows, Word, Excel, email) 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 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.