Outside Sales Account Manager

Airgas - Battle Creek, MI

Full-time - Mid Level

Battle Creek, MI

Merchant Wholesalers, Nondurable Goods

About the position

The Outside Sales Account Manager at Airgas, Inc. is a pivotal role responsible for managing the sales process and driving profitable sales growth within an assigned territory. This position focuses on both existing and new customers, ensuring that corporate and regional objectives for sales growth, accounts receivable management, and customer retention are met. The role requires the development and execution of sales plans that align with Airgas' sales directives, enabling the servicing of existing accounts, obtaining new orders, and establishing new accounts. In this position, the Account Manager will cultivate customer relationships by gaining a deep understanding of each customer's business and establishing a consultative relationship. This involves engaging customers by linking their business priorities to the value proposition offered by Airgas. The Account Manager will prepare sales proposals that include pricing quotes, credit terms, and estimated delivery dates based on Airgas' production and logistics capabilities. Staying informed about industry insights and current product offerings is crucial, as the Account Manager will monitor competition and gather relevant marketplace intelligence. Collaboration with internal resources is essential to achieve growth objectives, and maintaining clear communication with internal departments regarding customer successes and opportunities is a key responsibility. The role also involves maintaining and submitting various sales reports as required by the District Manager, as well as actively managing customer accounts receivable balances to minimize financial risk for Airgas.

Responsibilities

• Manage the sales process and drive profitable sales growth within an assigned territory.
• Develop and execute sales plans to service existing accounts and establish new accounts.
• Qualify and pursue sales leads to expand customer base.
• Cultivate customer relationships by understanding their business needs and establishing a consultative relationship.
• Prepare sales proposals including pricing, credit terms, and delivery estimates.
• Stay current with industry insights and monitor competition for relevant marketplace intelligence.
• Partner with internal resources to achieve growth objectives and maintain communication with internal departments.
• Maintain and submit required sales reports including daily call reports and territory analyses.
• Review and manage existing customer Accounts Receivable balances to minimize financial risk.

Requirements

• Bachelor's degree required; or up to 4 years of additional related experience in lieu of a degree.
• Minimum of 3 years of outside business-to-business sales experience with a proven track record in solution-selling.
• Familiarity with industrial and specialty gases, and industrial gas/welding supply sales is a plus.
• Proven success in using a consultative sales approach to provide value to customers.
• Deep knowledge of customer's business and current industry trends.
• Working knowledge of SAP is a plus.
• Excellent organizational, written and oral communication, listening, and presentation skills.
• Intermediate knowledge of Google Suite applications.
• Self-starter and self-motivated with a sense of urgency and ability to work independently.
• Reliable transportation, current driver's license, and minimum liability insurance as required by state.

Nice-to-haves

• Experience in managing customer relationships in a defined sales territory.
• Knowledge of macro- and microeconomic trends affecting the industry.