New Business Development Account Representative
Airgas, Saint Louis, MO, United States
R10086232 New Business Development Account Representative (Open)Location:St. Louis, MO - Filling industrialAirgas is Hiring for a Business Development Specialist in St Louis, MO!
The purpose of the New Business Development Representative (NBD) is to increase market share through the attainment of customers that provide sustainable and consistent revenue. Project work and one-time sales are not part of the scope of this growth focused role. This position entails
overseeing the sales process, driving profitable sales growth, and establishing a robust client base within a designated sales territory, primarily through the acquisition of new Airgas customers. As time progresses, the NBD will transition the established client base and associated budget to an
assigned Account Manager (AM), facilitating the capacity for the NBD to further seek out new business development opportunities. Surpassing profitable sales and margin growth targets and effectively overseeing the customer experience of new customers within the designated territory is a
primary requirement for this position. It is imperative to ensure customer retention objectives are met during the period prior to the transition of any accounts to the designated Account Manager occurs.At Airgas, we are committed to building a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.**We are looking for you!**Recruiter:
Matt McCain / matt.mccain@airgas.com /
470-234-2065Essential Duties & Responsibilities
● Develop and execute sales plans utilizing Airgas’ sales directives and guidelines in order to attain new
customers to maximize profitable sales growth.
● Identify and mobilize key customer stakeholders at all levels within targeted customers to execute
profitable sales growth by signing new customer business accounts.
● Qualify and pursue new sales leads primarily targeting new Airgas customers to achieve sustainable
competitive business growth.
● Develop a deep knowledge of the customer’s business to allow new customers to link their priorities
to the Airgas value proposition
● Utilizes all available resources to accomplish growth objectives.
● Establishes and maintains clear and consistent lines of communication with Airgas stakeholders
relative to new customer developments, customer successes, customer opportunities and other
customer specific information related to sales execution.
● Able to delineate among the Airgas Channels (e.g., Outside-Sales, Total Access, eBusiness) available
to serve our customers and demonstrate the ability to identify the best channel to serve the customer
based upon their needs.
● Negotiates and closes sales agreements including signing PSA’s.
● Keeps current with industry insights, current Airgas product offerings, monitors competition by
gathering current relevant marketplace information on pricing, products, delivery schedules, and
marketing techniques.
● Effectively communicate with Airgas Area Vice President, District Manager as well as Airgas Product
and Applications Specialists to optimize your effort and results.
● Actively reviews and assists in the management of existing customer Accounts Receivable balances
to help minimize Airgas working capital investment and financial risk.
● Other duties as assigned.## \_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_## Qualifications/ Experience
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Required Length & Type of Experience:
● A minimum of 3-5 years of outside business-to-business sales experience to include proven
experience and success in solution-selling concepts and a demonstrated history of adding new
customers throughout a defined sales territory.
● Prior direct business development sales experience building a sustainable and profitable book of
business.
Knowledge, Skills & Abilities:
● Knowledge of customer segmentation and ability to prioritize the targeting of customers delivering
the highest value to Airgas.
● Capability to lead customer interactions with Industry insights versus listing Airgas capabilities and
engage the customer by linking their business priorities to the Airgas value proposition.
● Proven success of using deep knowledge of customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities.
● Demonstrates an understanding of the customer’s buying process (i.e., or Sales Process) and can
proactively advance the purchase decision.
● Able to make Data-Driven decisions to frame next steps with customers. Qualifies and quantifies the impact of maintaining the status quo or pursuing a competitors' solutions.
● Must have excellent organizational, written and oral communication, listening and presentation skills.
● Experience using a Smartphone and/or Tablet and its functionality to enhance productivity and better interact with our customers is a plus. Strong PC skills (e.g., Google applications including Gmail,
Sheets, Docs and Slides; or MS Office applications including Word, Excel, PowerPoint and Outlook)
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 analytical and planning skills.
● Ability to solve practical problems and deal with a variety of concrete variables in situations where
only limited standardization exists.
● Demonstrate the ability to consistently achieve assigned financial goals.
● Familiarity with industrial and specialty gases, industrial gas / welding supply sales and safety
supplies preferred.
Physical demands
The characteristics listed below are representative of the physical demands required by an individual to successfully perform the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.
● The Associate may be required to remain stationary for extended periods of time including
driving.
● The Associate may occasionally be required to traverse through office and/or manufacturing or
construction site locations.
● Requires frequent use of computer, telephone and operation of a motor vehicle.
● May occasionally be required to lift and/or move up to 50 pounds.
Work environment
The characteristics listed below are representative of the work environment typically encountered by an individual while performing the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.
● Frequent local travel (85% of work time).
● Minimal overnight travel.
● Must have reliable, appropriate transportation, current driver’s license, minimum liability insurance as required by state of vehicle registration.
● Job requires visitation of customer sites, which have varying environments/conditions,
layouts, and accessibility.\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_**Benefits**We care about and support our Airgas Families. This is evident not only through our competitive compensation but also through a comprehensive benefits package that includes medical, dental, and vision plans, short-term and long-term disability, life and accidental death and dismemberment (AD&D) insurance, Employee Assistance Program (EAP), pre-tax commuter transportation benefit, parental leave, vacation, sick time, floating holidays, jury duty and funeral/bereavement leave, and paid #J-18808-Ljbffr
The purpose of the New Business Development Representative (NBD) is to increase market share through the attainment of customers that provide sustainable and consistent revenue. Project work and one-time sales are not part of the scope of this growth focused role. This position entails
overseeing the sales process, driving profitable sales growth, and establishing a robust client base within a designated sales territory, primarily through the acquisition of new Airgas customers. As time progresses, the NBD will transition the established client base and associated budget to an
assigned Account Manager (AM), facilitating the capacity for the NBD to further seek out new business development opportunities. Surpassing profitable sales and margin growth targets and effectively overseeing the customer experience of new customers within the designated territory is a
primary requirement for this position. It is imperative to ensure customer retention objectives are met during the period prior to the transition of any accounts to the designated Account Manager occurs.At Airgas, we are committed to building a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.**We are looking for you!**Recruiter:
Matt McCain / matt.mccain@airgas.com /
470-234-2065Essential Duties & Responsibilities
● Develop and execute sales plans utilizing Airgas’ sales directives and guidelines in order to attain new
customers to maximize profitable sales growth.
● Identify and mobilize key customer stakeholders at all levels within targeted customers to execute
profitable sales growth by signing new customer business accounts.
● Qualify and pursue new sales leads primarily targeting new Airgas customers to achieve sustainable
competitive business growth.
● Develop a deep knowledge of the customer’s business to allow new customers to link their priorities
to the Airgas value proposition
● Utilizes all available resources to accomplish growth objectives.
● Establishes and maintains clear and consistent lines of communication with Airgas stakeholders
relative to new customer developments, customer successes, customer opportunities and other
customer specific information related to sales execution.
● Able to delineate among the Airgas Channels (e.g., Outside-Sales, Total Access, eBusiness) available
to serve our customers and demonstrate the ability to identify the best channel to serve the customer
based upon their needs.
● Negotiates and closes sales agreements including signing PSA’s.
● Keeps current with industry insights, current Airgas product offerings, monitors competition by
gathering current relevant marketplace information on pricing, products, delivery schedules, and
marketing techniques.
● Effectively communicate with Airgas Area Vice President, District Manager as well as Airgas Product
and Applications Specialists to optimize your effort and results.
● Actively reviews and assists in the management of existing customer Accounts Receivable balances
to help minimize Airgas working capital investment and financial risk.
● Other duties as assigned.## \_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_## Qualifications/ Experience
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Required Length & Type of Experience:
● A minimum of 3-5 years of outside business-to-business sales experience to include proven
experience and success in solution-selling concepts and a demonstrated history of adding new
customers throughout a defined sales territory.
● Prior direct business development sales experience building a sustainable and profitable book of
business.
Knowledge, Skills & Abilities:
● Knowledge of customer segmentation and ability to prioritize the targeting of customers delivering
the highest value to Airgas.
● Capability to lead customer interactions with Industry insights versus listing Airgas capabilities and
engage the customer by linking their business priorities to the Airgas value proposition.
● Proven success of using deep knowledge of customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities.
● Demonstrates an understanding of the customer’s buying process (i.e., or Sales Process) and can
proactively advance the purchase decision.
● Able to make Data-Driven decisions to frame next steps with customers. Qualifies and quantifies the impact of maintaining the status quo or pursuing a competitors' solutions.
● Must have excellent organizational, written and oral communication, listening and presentation skills.
● Experience using a Smartphone and/or Tablet and its functionality to enhance productivity and better interact with our customers is a plus. Strong PC skills (e.g., Google applications including Gmail,
Sheets, Docs and Slides; or MS Office applications including Word, Excel, PowerPoint and Outlook)
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 analytical and planning skills.
● Ability to solve practical problems and deal with a variety of concrete variables in situations where
only limited standardization exists.
● Demonstrate the ability to consistently achieve assigned financial goals.
● Familiarity with industrial and specialty gases, industrial gas / welding supply sales and safety
supplies preferred.
Physical demands
The characteristics listed below are representative of the physical demands required by an individual to successfully perform the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.
● The Associate may be required to remain stationary for extended periods of time including
driving.
● The Associate may occasionally be required to traverse through office and/or manufacturing or
construction site locations.
● Requires frequent use of computer, telephone and operation of a motor vehicle.
● May occasionally be required to lift and/or move up to 50 pounds.
Work environment
The characteristics listed below are representative of the work environment typically encountered by an individual while performing the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.
● Frequent local travel (85% of work time).
● Minimal overnight travel.
● Must have reliable, appropriate transportation, current driver’s license, minimum liability insurance as required by state of vehicle registration.
● Job requires visitation of customer sites, which have varying environments/conditions,
layouts, and accessibility.\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_**Benefits**We care about and support our Airgas Families. This is evident not only through our competitive compensation but also through a comprehensive benefits package that includes medical, dental, and vision plans, short-term and long-term disability, life and accidental death and dismemberment (AD&D) insurance, Employee Assistance Program (EAP), pre-tax commuter transportation benefit, parental leave, vacation, sick time, floating holidays, jury duty and funeral/bereavement leave, and paid #J-18808-Ljbffr