Outside Sales Account Manager

Airgas - Walton, KY

Full-time - Mid Level

Walton, KY

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. This position is focused on both existing and new customers, requiring the AM to meet and exceed corporate and regional objectives related to sales growth, accounts receivable management, and customer retention. The AM will develop and execute sales plans that align with Airgas's directives and guidelines, ensuring that existing accounts are serviced effectively while also pursuing new business opportunities. In this role, the AM will qualify and pursue sales leads, cultivating strong customer relationships by gaining a deep understanding of each customer's business needs. This consultative approach will enable the AM to link customer priorities to the value proposition offered by Airgas. The AM will prepare sales proposals that include pricing, credit terms, and estimated delivery dates, leveraging knowledge of Airgas's production and delivery schedules. Staying informed about industry insights, product offerings, and competitive landscape is crucial for success in this position. The AM will also collaborate with internal resources to achieve growth objectives and maintain clear communication with various departments regarding customer successes and opportunities. Regular reporting is required, including daily call reports, weekly work plans, and territory analyses, which will be submitted through SAP. Additionally, the AM will actively manage 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 estimated delivery dates.
• Stay current with industry insights and monitor competition for relevant marketplace information.
• Partner with internal resources to accomplish growth objectives.
• Maintain clear communication with internal departments regarding customer developments and opportunities.
• Submit required sales reports through SAP, including daily call reports and territory analyses.
• 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 concepts.
• Familiarity with industrial and specialty gases, and industrial gas/welding supply sales is a plus.
• Knowledge of customer segmentation and ability to prioritize high-value customers.
• Proven success using a consultative sales approach to provide value to customers.
• Strong organizational, analytical, and planning skills.
• Excellent written and oral communication, listening, and presentation skills.
• Strong PC skills including Windows, Word, Excel, and email; ability to adapt to order entry systems and handheld devices.

Nice-to-haves

• Working knowledge of SAP is a plus.
• Experience in industrial gas or welding supply sales.