Veterans Preferred - Outside Sales Account Manager

Airgas - Joliet, IL

Full-time - Mid Level

Joliet, IL

Merchant Wholesalers, Nondurable Goods

About the position

The Outside Sales Account Manager is a pivotal role at Airgas, responsible for managing the sales process and driving profitable sales growth within an assigned sales territory. This position is crucial for both existing and new Airgas customers, as it focuses on meeting and exceeding corporate and regional objectives for profitable sales growth, accounts receivable management, and customer retention. The successful candidate will develop and execute sales plans that align with Airgas' sales directives and guidelines, ensuring that existing accounts are serviced effectively while also obtaining new orders and establishing new accounts. In this role, the Account Manager will qualify and pursue sales leads, cultivating strong customer relationships by gaining a deep understanding of each customer's business. This consultative approach allows the Account Manager to engage customers effectively, linking their business priorities to the value proposition offered by Airgas. The preparation of sales proposals will involve quoting pricing, establishing credit terms, and providing estimated delivery dates based on Airgas' production and delivery schedules. Staying current with industry insights and the Airgas product mix is essential, as is monitoring competition through the gathering of relevant marketplace intelligence. The Account Manager will partner with internal resources to achieve growth objectives and maintain clear communication with internal departments regarding customer successes, opportunities, and developments. Regular submission of sales reports, including daily call reports and territory analyses, is required to keep the District Manager informed. Additionally, the Account Manager will actively 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 sales territory.
• Develop and execute sales plans utilizing Airgas' sales directives and guidelines.
• Qualify and pursue sales leads to establish new accounts.
• Cultivate customer relationships by developing a deep knowledge of the customer's business.
• Engage customers by linking their business priorities to the Airgas value proposition.
• Prepare sales proposals by quoting pricing, establishing credit terms, and estimating delivery dates.
• Stay current with industry insights and monitor competition by gathering relevant marketplace intelligence.
• Partner with internal resources to accomplish growth objectives.
• Establish and maintain clear communication with internal departments regarding customer successes and opportunities.
• Maintain and submit sales reports as required by the District Manager.
• Actively review and manage existing customer Accounts Receivable balances.

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.
• 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.
• Proven success using a consultative sales approach to provide multiple layers of value to customers.
• Deep knowledge of customer's business and current macro- and microeconomic 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; 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

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