Outside Sales Account Manager

Airgas - Erie, PA

Full-time - Mid Level

Erie, PA

10,001+ employees

Merchant Wholesalers, Nondurable Goods

About the position

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. This role is pivotal in meeting and exceeding both corporate and regional objectives for profitable sales growth, accounts receivable management, and customer retention in the designated territory. The AM develops and executes sales plans that align with Airgas' sales directives and guidelines, ensuring effective servicing of existing accounts while actively seeking to obtain new orders and establish new accounts. A key aspect of the role involves qualifying and pursuing sales leads, as well as cultivating strong customer relationships. The AM is expected to develop a deep understanding of the customer's business, establishing a consultative relationship that links the customer's business priorities to the Airgas value proposition. This includes preparing sales proposals that quote pricing, establish credit terms, and provide estimated delivery dates based on knowledge of Airgas' production and delivery schedules. The AM must stay current with industry insights and the Airgas product mix, while also monitoring competition by gathering relevant marketplace intelligence, including information on pricing, products, new offerings, delivery schedules, and merchandising techniques. Collaboration with internal resources is essential to accomplish growth objectives, and the AM must maintain clear communication with internal departments regarding customer successes, opportunities, and developments. Additionally, the AM is responsible for maintaining and submitting various sales reports as required by the District Manager through SAP, and actively managing existing customer accounts receivable balances to minimize financial risk for Airgas.

Responsibilities

• Manage the sales process and drive profitable sales growth within an assigned territory.
• Meet and exceed corporate and regional objectives for sales growth and customer retention.
• Develop and execute sales plans in accordance with Airgas' directives.
• Qualify and pursue sales leads to establish new accounts.
• Cultivate customer relationships by understanding their business needs.
• Prepare sales proposals including pricing, credit terms, and delivery estimates.
• Stay informed about industry insights and Airgas product offerings.
• Monitor competition and gather marketplace intelligence.
• Collaborate with internal resources to achieve growth objectives.
• Maintain communication with internal departments regarding customer information.
• Submit required sales reports through SAP.
• Manage existing customer accounts receivable balances.

Requirements

• Bachelor's degree in a science, business, or related field 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.
• Proven experience in solution-selling concepts and managing customers in a defined sales territory.
• Familiarity with industrial and specialty gases, and industrial gas/welding supply sales is a plus.
• Knowledge of customer segmentation and prioritization for targeting high-value customers.
• Proven success using a consultative sales approach to provide value to customers.
• Strong understanding of macro- and microeconomic trends and industry opportunities.
• Working knowledge of SAP is a plus.
• Excellent organizational, written, and oral communication skills.
• Strong PC skills including Windows, Word, Excel, and email.
• Self-starter with a sense of urgency and ability to work independently.
• Strong organizational, analytical, and planning skills.
• Ability to solve practical problems in varied situations.

Nice-to-haves

• Familiarity with industrial and specialty gases.
• Working knowledge of SAP.

Benefits

• Diverse and inclusive workplace culture.
• Opportunities for learning and development.
• Empowerment to share ideas and take initiative.
• Commitment to safety and customer success.