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 is a pivotal role within Airgas, 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 and guidelines, aimed at servicing existing accounts, obtaining orders, and establishing new accounts. The successful candidate will qualify and pursue sales leads, cultivating strong customer relationships by gaining a deep understanding of their business needs and establishing a consultative relationship. In this role, the Outside Sales Account Manager will engage customers by linking their business priorities to the value proposition offered by Airgas. This includes preparing sales proposals that quote pricing, establish credit terms, and provide estimated delivery dates based on Airgas' production and logistics capabilities. Staying current with industry insights and monitoring competition is crucial, as the manager will gather relevant marketplace intelligence, including pricing, product offerings, and delivery schedules. Collaboration with internal resources is essential to achieve growth objectives, and the manager must maintain clear communication with various departments regarding customer successes, opportunities, and developments. Regular reporting is required, including daily call reports, weekly work plans, and monthly and annual territory analyses, which will be submitted through SAP. Additionally, the manager will actively review and manage 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.
• 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, quoting pricing and establishing credit terms based on production and delivery schedules.
• Stay current with industry insights and monitor competition for relevant marketplace intelligence.
• Collaborate with internal resources to achieve growth objectives and maintain communication with departments regarding customer information.
• Submit required sales reports, including daily call reports and territory analyses, through SAP.
• Review and manage existing customer accounts receivable balances to minimize financial risk.

Requirements

• Bachelor's degree required; in lieu of degree, up to 4 years of additional related experience may be accepted.
• Minimum of 3 years of prior outside business-to-business sales experience with proven success in solution-selling concepts.
• Familiarity with industrial and specialty gases, industrial gas/welding supply sales is a plus.
• Proven success using a consultative sales approach to provide value to customers.
• Deep knowledge of customer's business and current economic 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; ability to work independently.
• Reliable transportation, current driver's license, and minimum liability insurance as required by state.

Nice-to-haves

• Experience in industrial gas or welding supply sales.
• Advanced knowledge of SAP and CRM tools.