Regional Director New Business Development

**Comprehensive Family Benefits:** Airgas offers a full benefits package designed to support your whole life, including Medical, Dental, Vision, Life, AD&D, and Disability Insurance.**Support for Parents:** We offer a 14-week paid child birth benefit to support growing families.**Early Access:** Your benefits start after just 30 days of employmen**t*** **Guide** the NBD team with a specific focus on pipeline velocity and acquisition, serving as a **key contributor** to tactical sales management.* Conduct a **consistent, high-impact** weekly rhythm with AVPs to **advance** collaborative action and **facilitate** alignment on growth targets.* **Standardize** specific pipeline protocols, including the “bucketing” of prospects (A, B, C, D accounts) based on signing timelines (30 to 180+ days).* **Facilitate** the NBD hand-off of signed accounts to AMs between 120-180 days to maintain prospecting momentum and review/approve any adjustments to the process.* **Advocate for** NBDs to remain “unencumbered” by operational fire-fighting (i.e. covering branch absences, resolving service errors, etc.) by **protecting** boundaries and removing all obstacles.* **Ensure new sales growth targets are met as a core priority.*** Develop and execute sales plans utilizing Airgas’ sales directives and guidelines in order to **pioneer** new customer relationships to **optimize** sales growth.* Identify and **connect with** key customer stakeholders at all levels within targeted customers to **achieve** profitable sales growth by signing new customer business accounts.* Identify and **connect with** key customer stakeholders at all levels within targeted customers when **nurturing** sales growth within existing accounts.* Qualify and pursue new sales leads in both existing and new customers but primarily target new Airgas customers to achieve **sustainable** growth.* **Collaborate with** all available resources to accomplish growth objectives. Qualify and pursue new sales leads in both existing and new customers but primarily target new Airgas customers to achieve sustainable **and thriving** business growth.* Establishes and maintains clear and consistent lines of communication with internal departments relative to new customer developments, customer successes, customer opportunities and other customer-specific information related to sales execution.* **Reaches sales agreements** and finalizes signings of PSAs.* Keeps current with industry insights, current Airgas product offerings, monitors the **market** by gathering current relevant marketplace information on pricing, products, delivery schedules, and marketing strategies.* Interacts with Area Vice President (AVP) through maintenance and submission of required reports (e.g. daily call reports, weekly work plans, and monthly, quarterly and annual territory analyses, customer updates; etc.).* Actively reviews and **partners** in the management of existing customer Accounts Receivable balances to help minimize Airgas working capital investment and financial risk.* Other duties as assigned.Able to **distinguish** among the Airgas Channels (e.g., Outside-Sales, Total Access, eBusiness) available to serve our customers and demonstrate the ability to identify the **most effective** channel to serve the customer based upon their needs.* Prior direct business development sales experience **building and nurturing** a sustainable and profitable book of business.* **Ideally, you possess** reliable, appropriate transportation, a current driver’s license, and minimum liability insurance as required by the state of vehicle registration.* Knowledge of customer segmentation and the ability to **prioritize and support** the targeting of customers delivering the highest value to Airgas.* **Capability to guide** customer interactions with industry insights versus listing Airgas capabilities, and **the ability to engage** the customer by linking their business priorities to the Airgas value proposition.* **Demonstrated success** in utilizing a deep knowledge of a customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities.* Demonstrates an understanding of the customer’s buying process and can **proactively facilitate** the purchase decision.* Able to **make data-informed** decisions to frame next steps with customers. Qualifies and **understands** the impact of maintaining the status quo or pursuing competitor solutions.* **Excellent** organizational, written and oral communication, listening, and presentation skills are essential.* **Proactive and goal-oriented;** ability to **contribute to team success** while working effectively in a self-directed environment.* **Thoughtful** analytical and planning skills.* Ability to **resolve complex challenges** and navigate a variety of concrete variables in situations where only limited standardization exists.* Demonstrate the ability to consistently **reach** assigned financial goals.**We are looking for** 5-10 years of outside business-to-business sales experience, including a **demonstrated history** in solution-selling concepts and **adding value to** new customers throughout a defined sales territory.* Familiarity with industrial and specialty gases, industrial gas / welding supply sales, and safety supplies **is a plus**.* Experience using a Smartphone and/or Tablet and its functionality to **enhance productivity and connection** with our customers. Strong PC skills (e.g., Google applications including Gmail, Sheets, Docs and Slides; or MS Office applications including Word, Excel, PowerPoint and Outlook) with the ability to acclimate to a PC-based order entry system and wireless, handheld scanning device.Airgas, an Air Liquide company, is a leading U.S. supplier of industrial, medical and specialty gases, as well as hardgoods and related products; one of the largest U.S. suppliers of safety products; and a leading U.S. supplier of ammonia products and process chemicals. Through the passion and diversity of its 18,000 associates, Airgas fosters a culture of safety, customer success, sustainability and innovation. Airgas associates are empowered to share ideas, take initiative and make decisions. Airgas is a subsidiary of Air Liquide, a world leader in gases, technologies and services for industry and healthcare. Present in 60 countries with approximately 66,500 employees, Air Liquide serves more than 4 million customers and patients.Join us for a stimulating experience: At Airgas, you matter and so does the work you do. As a member of our team, you play an important role in the success of your team, making sure our products are created sustainably and delivered safely and efficiently. In turn, you’ll find a welcoming workplace where you’re valued for who you are and where you can fill your potential while growing a fulfilling career — whatever path you choose.We want to ensure a safe experience for everyone interested in joining Airgas. Please be aware of fraudulent job offers that are circulating, falsely using the Airgas name and brand. These scams often involve individuals or organizations impersonating Airgas recruiters or employees through fake emails, social media, and websites. They may attempt to request personal information or, critically, ask for payment for various reasons like application fees, training, or visa processing. **Please be advised that Airgas and our authorized recruitment partners will never ask you for money at any stage of the recruitment process.**You may verify job postings through our official global

at any time. If you receive a suspicious job offer or request for payment/sensitive data, we strongly advise that you do not respond or click on any links. We encourage you to verify the source carefully and only interact through our official channels. We appreciate your interest in Airgas and are committed to combating these fraudulent activities to protect job #J-18808-Ljbffr