Regional Director New Business Development

Job Title

Regional Director New Business Development (Open) – R

Charlotte, NC – Old Dowd Rd (Regional Office) – Management

Airgas is Hiring for a Regional Director of New Business Development in Charlotte, NC! 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.

Matt McCain –  – 470‑234‑2065

• The Regional Director of New Business Development (NBD) is a specialized leadership role designed to institutionalize new business acquisition as an unencumbered strategic mandate.
• This leader will move the organization from a generalized management philosophy to a specialized architecture, providing a singular, vertical line of sight on acquisition ROI.
• Responsible for the tactical management of NBD actions, allowing Area Vice Presidents (AVPs) to maintain strategic oversight while focusing on broader P&L health.
• Ensure a successful transition from NBDs to dedicated Account Managers within a prescribed period, creating capacity for further new business development opportunities.
• Lead the NBD team with a specific focus on pipeline velocity and acquisition, serving as the primary driver of tactical sales management.
• Conduct a mandatory, rigorous weekly cadence with AVPs to drive collaborative action and ensure alignment on growth targets.
• Enforce specific pipeline protocols, including the bucketing of prospects (A, B, C, D accounts) based on signing timelines (30 to 180+ days).
• Ensure NBDs hand off signed accounts to AMs between 120‑180 days to maintain prospecting momentum and review/approve any deviations.
• Ensure NBDs remain “unencumbered” by operational fire‑fighting (e.g., covering branch absences, resolving service errors, etc.) by enforcing boundaries and removing obstacles.
• Ensure new sales growth targets are met—no exceptions.
• Develop and execute sales plans utilizing Airgas’ sales directives and guidelines to attain new customers and maximize 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 in both existing and new customers, primarily targeting new Airgas customers to achieve sustainable growth.
• Utilize all available resources to accomplish growth objectives.
• Establish and maintain clear and consistent lines of communication with internal departments relative to new customer developments, customer successes, opportunities, and other customer‑specific information related to sales execution.
• Delineate among the Airgas Channels (e.g., Outside‑Sales, Total Access, eBusiness) to serve customers and identify the best channel based on their needs.
• Negotiate and close sales agreements, including signing PSAs.
• Keep current with industry insights, Airgas product offerings, monitor competition by gathering relevant marketplace information on pricing, products, delivery schedules, and marketing strategies.
• Interact with Area Vice President (AVP) through maintenance and submission of required reports (daily call reports, weekly work plans, monthly, quarterly and annual territory analyses, customer updates, etc.).
• Actively review and assist in the management of existing customer accounts receivable balances to help minimize Airgas working capital investment and financial risk.
• Other duties as assigned.

• Minimum of 5‑10 years of outside business‑to‑business sales experience, including 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 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…