Account Manager

Account Manager

Requirements

• Bachelor’s degree in a science, business or related degree field required. In lieu of degree, consideration for up to 4 years of additional related experience may be accepted.
• A minimum of 3 years of prior outside business-to-business sales experience to include proven experience and success in solution-selling concepts and a demonstrated history of managing customers throughout a defined sales territory.
• Familiarity with industrial and specialty gases; industrial gas / welding supply sales a plus.
• Knowledge of customer segmentation and ability to prioritize the targeting of customers delivering the highest value to Airgas.
• Demonstrated knowledge of business and accounting concepts including but not limited to Return on Investment (ROI), Profit & Loss (P&L) statements, balance sheets, interest and leasing calculations, and margin responsibilities.
• Proven success using a consultative sales approach providing multiple layers of value to a customer to establish a mix of sales solutions and products.
• Proven success of using their deep knowledge of customer’s business, current macro- and microeconomic trends, industry trends, and potential new business opportunities.
• Working knowledge of SAP is a plus.
• Must have excellent organizational, written and oral communication, listening and presentation skills.
• Strong PC skills (i.e. Windows, Word, Excel, email) with ability to acclimate to a PC based order entry system and wireless, handheld scanning device.
• Self-starter; self-motivated, operates with a sense of urgency; ability to work and succeed independently.
• Strong organizational, analytical and planning skills.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Reliable transportation, current driver’s license, minimum liability insurance as required by state of vehicle registration.

Responsibilities

• Develops and executes sales plans utilizing Airgas’s sales directives and guidelines in order to service existing accounts, obtain orders, and onboard new accounts.
• FURTHER PENETRATE CUSTOMER ACCOUNTS
• Cultivates customer relationships by developing a deep knowledge of the customer’s business and establishing a consultative relationship.
• Analyses product shortages
• Executes on price management initiatives
• Ensures transaction accuracy
• Onboards new business by partnering with respective business development team
• Maintains customer relationships and schedules routine business reviews
• Creates account specific strategies on wallet share growth and retention
• Connects customers to various Airgas resources to maximize value creation
• Drives improved adoption and utilization of Airgas.com/ebusiness
• Ensures Airgas is engaged with customer success and expansion
• Manages contract lifecycles (price reviews, renewals, etc.)
• Identifies and manages mode changes, engaging appropriate specialist to identify and manage processes
• Engages sales support team to provide administrative support & best-in-class customer service
• Maintains opportunities and contacts data & logs various sales activities inside Salesforce
• Keeps current with industry insights, current Airgas product mixes, monitors competition by gathering current relevant marketplace including information on pricing, products, new products, delivery schedules, and merchandising techniques.
• Partners with internal resources to accomplish growth objectives. Establishes and maintains clear and consistent lines of communication with internal departments relative to customer successes, customer opportunities, new customer developments and other customer specific information.
• Actively reviews and manages existing customer Accounts Receivable balances to help minimize Airgas working capital investment and financial risk.
• Other duties as assigned.

Preferred Qualifications

• Familiarity with industrial and specialty gases; industrial gas / welding supply sales a plus.
• Working knowledge of SAP is a plus.