Regional Director New Business Development
Airgas, Inc., Chattanooga, TN, United States
Regional Director New Business Development
parental leave, paid holidays, sick time, tuition assistance, tuition reimbursement, 401(k), retirement plan
R10085039 Regional Director New Business Development (Open) Location: Kennesaw, GA (SAF) - Management. How will you CONTRIBUTE and GROW? We are committed to building a diverse and inclusive workplace that embraces the unique perspectives of our employees, our customers, patients, community stakeholders, and cultures across the world. We believe that a variety of backgrounds makes our team stronger and more innovative. At Airgas, we RESPECT, HONOR and VALUE diversity. Airgas is Hiring for a Regional Director - New Business Development! We are looking for you!
The ideal candidate will be located near Kennesaw GA, however we will consider candidates located near Bessemer AL, Chattanooga TN, Griffin GA, Jackson TN, Macon GA or Ringgold GA
Base pay plus
commission
Monthly auto allowance
5 Direct Reports
Comprehensive Family Benefits:
Airgas offers a full benefits package designed to support your whole life, including Medical, Dental, Vision, Life, AD&DD, and Disability Insurance.
Support for Parents:
We offer a 14-week paid child birth benefit to support growing families.
Future Security:
401(k) Retirement Plan with company match, Tuition Assistance, Paid Holidays, Vacation, and Sick time.
Early Access:
Your benefits start after just 30 days of employmen
t
Recruiter: Quentin Chavis Jr. | quentin.chavisjr@airgas.com
| (346) 346-459-4397
The
Regional Director of New Business Development (RDNBD)
is a specialized leadership role dedicated to institutionalizing new business acquisition. By shifting from generalized management to a vertical sales architecture, this Director drives acquisition ROI and ensures pipeline velocity.
The RDNBD manages
tactical sales execution , allowing Area Vice Presidents to focus on P&L health while shielding New Business Developers from operational "fire-fighting." Key responsibilities include enforcing rigorous prospect "bucketing," ensuring 120-180 day account hand-offs to Account Managers, and meeting aggressive growth targets without exception
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.
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.
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.
Required Qualifications
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.
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.
Ability 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.
Preferred Qualifications
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.
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&DD) 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 holidays for all eligible full-time employees.
Additionally, we offer our eligible employees a 401k plan with company matching funds, tuition reimbursement, discounted college tuition for eligible employees' dependents, and an Airgas Scholarship Program for dependent children.
Associates who are members of collective bargaining units should review their bargaining agreement to determine whether they are eligible for some or all of the benefits described here and to see any special terms or conditions for eligibility.
Your DIFFERENCES enhance our PERFORMANCE At Airgas, we are committed to building a workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.
We welcome and consider applications from all qualified applicants, regardless of their race, gender, sexual orientation, religion, disability or any other protected characteristic. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world.
About Airgas 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.
Equal Employment Opportunity Information We are an equal opportunity employer. We welcome all qualified applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.
Airgas, an Air Liquide Company is a Government contractor subject to the Vietnam Era Veterans' Readjustment Assistance Act of 1974 and Section 503 of the Rehabilitation Act of 1973.
Airgas does not discriminate against qualified applicants with disabilities, and is committed to providing reasonable accommodations to the known disabilities of such individuals so as to ensure equal access to benefits and privileges of employment. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us by email at us-accommodationrequest@airgas.com.
California Privacy Notice Helping all candidates find great careers is our goal. The information you provide here is secure and confidential.
We are now directing you to the original job posting. Please apply directly for this job at the employer’s website.
#J-18808-Ljbffr
R10085039 Regional Director New Business Development (Open) Location: Kennesaw, GA (SAF) - Management. How will you CONTRIBUTE and GROW? We are committed to building a diverse and inclusive workplace that embraces the unique perspectives of our employees, our customers, patients, community stakeholders, and cultures across the world. We believe that a variety of backgrounds makes our team stronger and more innovative. At Airgas, we RESPECT, HONOR and VALUE diversity. Airgas is Hiring for a Regional Director - New Business Development! We are looking for you!
The ideal candidate will be located near Kennesaw GA, however we will consider candidates located near Bessemer AL, Chattanooga TN, Griffin GA, Jackson TN, Macon GA or Ringgold GA
Base pay plus
commission
Monthly auto allowance
5 Direct Reports
Comprehensive Family Benefits:
Airgas offers a full benefits package designed to support your whole life, including Medical, Dental, Vision, Life, AD&DD, and Disability Insurance.
Support for Parents:
We offer a 14-week paid child birth benefit to support growing families.
Future Security:
401(k) Retirement Plan with company match, Tuition Assistance, Paid Holidays, Vacation, and Sick time.
Early Access:
Your benefits start after just 30 days of employmen
t
Recruiter: Quentin Chavis Jr. | quentin.chavisjr@airgas.com
| (346) 346-459-4397
The
Regional Director of New Business Development (RDNBD)
is a specialized leadership role dedicated to institutionalizing new business acquisition. By shifting from generalized management to a vertical sales architecture, this Director drives acquisition ROI and ensures pipeline velocity.
The RDNBD manages
tactical sales execution , allowing Area Vice Presidents to focus on P&L health while shielding New Business Developers from operational "fire-fighting." Key responsibilities include enforcing rigorous prospect "bucketing," ensuring 120-180 day account hand-offs to Account Managers, and meeting aggressive growth targets without exception
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.
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.
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.
Required Qualifications
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.
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.
Ability 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.
Preferred Qualifications
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.
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&DD) 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 holidays for all eligible full-time employees.
Additionally, we offer our eligible employees a 401k plan with company matching funds, tuition reimbursement, discounted college tuition for eligible employees' dependents, and an Airgas Scholarship Program for dependent children.
Associates who are members of collective bargaining units should review their bargaining agreement to determine whether they are eligible for some or all of the benefits described here and to see any special terms or conditions for eligibility.
Your DIFFERENCES enhance our PERFORMANCE At Airgas, we are committed to building a workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.
We welcome and consider applications from all qualified applicants, regardless of their race, gender, sexual orientation, religion, disability or any other protected characteristic. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world.
About Airgas 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.
Equal Employment Opportunity Information We are an equal opportunity employer. We welcome all qualified applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.
Airgas, an Air Liquide Company is a Government contractor subject to the Vietnam Era Veterans' Readjustment Assistance Act of 1974 and Section 503 of the Rehabilitation Act of 1973.
Airgas does not discriminate against qualified applicants with disabilities, and is committed to providing reasonable accommodations to the known disabilities of such individuals so as to ensure equal access to benefits and privileges of employment. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us by email at us-accommodationrequest@airgas.com.
California Privacy Notice Helping all candidates find great careers is our goal. The information you provide here is secure and confidential.
We are now directing you to the original job posting. Please apply directly for this job at the employer’s website.
#J-18808-Ljbffr