Veterans Preferred - Outside Sales Account Manager

Airgas - Jessup, MD

Full-time - Mid Level

Jessup, MD

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. The AM will be required to meet and exceed both corporate and regional objectives for profitable sales growth, accounts receivable management, and customer retention within their assigned territory. This role involves developing and executing sales plans utilizing Airgas's sales directives and guidelines to service existing accounts, obtain orders, and establish new accounts. The AM will qualify and pursue sales leads, cultivating customer relationships by developing a deep knowledge of the customer's business and establishing a consultative relationship. Engaging customers by linking their business priorities to the Airgas value proposition is crucial for success in this role. The AM prepares sales proposals by quoting pricing, establishing credit terms, and estimating delivery dates based on knowledge of Airgas's production and delivery schedules. Keeping current with industry insights, product mixes, and monitoring competition by gathering relevant marketplace information is essential. The AM will partner with internal resources to accomplish growth objectives and maintain clear communication with internal departments regarding customer successes, opportunities, and developments. Additionally, the AM is responsible for maintaining and submitting sales reports, including daily call reports, weekly work plans, and monthly and annual territory analyses as required by the District Manager (DM). Active management of existing customer accounts receivable balances is also a key responsibility to minimize Airgas's working capital investment and financial risk. Other duties may be assigned as necessary.

Responsibilities

• Manage the sales process and drive profitable sales growth within an assigned territory.
• Meet and exceed corporate and regional objectives for sales growth, A/R management, and customer retention.
• Develop and execute sales plans to service existing accounts and establish new accounts.
• Qualify and pursue sales leads.
• Cultivate customer relationships by understanding their business needs and establishing a consultative relationship.
• Prepare sales proposals by quoting pricing, establishing credit terms, and estimating delivery dates.
• Stay current with industry insights and monitor competition.
• Partner with internal resources to achieve growth objectives.
• Maintain communication with internal departments regarding customer successes and opportunities.
• Submit required sales reports, including daily call reports and territory analyses.
• 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 prior outside business-to-business sales experience.
• Proven experience and success in solution-selling concepts.
• Demonstrated history of managing customers throughout a defined sales territory.
• Familiarity with industrial and specialty gases, industrial gas/welding supply sales is a plus.
• Knowledge of customer segmentation and ability to prioritize targeting of high-value customers.
• Proven success using a consultative sales approach to provide value to customers.
• Strong organizational, written and oral communication, listening, and presentation skills.
• Strong PC skills, including Windows, Word, Excel, and email.
• Self-starter and self-motivated with a sense of urgency.
• Strong organizational, analytical, and planning skills.
• Ability to solve practical problems in varied situations.

Nice-to-haves

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