Outside Sales Account Manager

$28,000 - $54,000/Yr

Airgas - Hammond, IN

Full-time - Mid Level

Hammond, IN

Merchant Wholesalers, Nondurable Goods

About the position

The Outside Sales Account Manager (AM) at Airgas is a pivotal role responsible for managing the sales process and driving profitable sales growth within an assigned territory in Hammond, IN. The AM will engage with both existing and new customers, ensuring that corporate and regional objectives for sales growth, accounts receivable management, and customer retention are met. This position requires a proactive approach to developing and executing sales plans that align with Airgas's directives, while also cultivating strong customer relationships through a deep understanding of their business needs. In this role, the AM will be tasked with preparing sales proposals, quoting pricing, establishing credit terms, and providing estimated delivery dates based on Airgas's production and delivery schedules. Staying informed about industry insights and competitive products is crucial, as the AM will need to monitor market trends and adjust strategies accordingly. Collaboration with internal resources is essential to achieve growth objectives, and the AM will maintain clear communication with various departments regarding customer successes and opportunities. The position also involves regular reporting, including daily call reports and territory analyses, to the District Manager through SAP. The AM will actively manage existing customer accounts to minimize financial risk and ensure a healthy accounts receivable balance. This role is dynamic and requires adaptability to various customer environments, making it essential for the AM to be self-motivated and capable of working independently while also being a team player.

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.
• Cultivate customer relationships by understanding their business needs and establishing a consultative relationship.
• Prepare sales proposals, quote pricing, and establish credit terms based on production and delivery schedules.
• Monitor industry insights and competition to inform sales strategies.
• Collaborate with internal resources to achieve growth objectives and maintain communication regarding customer opportunities.
• Submit sales reports, including daily call reports and territory analyses, as required by the District Manager.
• Manage existing customer Accounts Receivable balances to minimize financial risk.

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 with a proven track record in solution-selling.
• 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 organizational, written, and oral communication skills.
• Proficient in PC skills including Windows, Word, Excel, and email; ability to use a PC-based order entry system.
• Self-starter with strong analytical and planning skills.

Nice-to-haves

• Working knowledge of SAP is a plus.
• Experience in managing customer relationships in a defined sales territory.