New Business Development Manager

Location

Fort Wayne, IN - Retail shop Findlay, OH - Retail shop Kalamazoo, MI - Retail shop Lima, OH - Retail shop

Airgas is hiring for a New Business Development Manager in Fort Wayne, IN! 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.

The New Business Development Manager (NBDM) is responsible for managing the sales process and driving profitable sales growth within an assigned sales territory for new Airgas customers, with a primary focus on developing new Airgas customers. The NBDM will be required to meet and exceed all assigned objectives for profitable sales growth within their assigned territory.

• Develop and execute sales plans utilizing Airgas’ sales directives and guidelines in order to develop and service new customers and deliver best in class service to all customers. Position will work with local sales teams to transition day-to-day service at newly signed accounts while maintaining a high level customer relationship.
• Identify and mobilize key customer stakeholders at all levels within a targeted customer.
• Qualify and pursue new sales leads in new customers.
• Cultivate customer relationships by developing a deep knowledge of the customer’s business and work to establish a consultative relationship.
• Engage customers by linking their business priorities to the Airgas value proposition.
• Utilize all available resources to accomplish growth objectives.
• Responsible for the new business sales process, utilizing a high-level value-added sales approach, including utilization of Airgas Specialists, ALTEC Engineering, and Advanced Fabrication team.
• Establish and maintain clear and consistent lines of communication with internal departments relative to new customer developments, customer successes, customer opportunities and other customer specific information.
• 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.
• Negotiate and close sales agreements including signing PSA’s.
• Keep current with industry insights, current Airgas product offerings, monitor competition by gathering current relevant marketplace information on pricing, products, delivery schedules, and marketing techniques.
• Interact with Area Vice President (AVP) and District Manager (DM) through maintenance and submission of required reports (e.g., daily call reports, weekly work plans, and monthly, quarterly and annual territory analyses, customer updates).
• Other duties as assigned.

• 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 adding new customers throughout a defined sales territory.
• Must have excellent organizational, written and oral communication, listening and presentation skills.

• 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 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 competitor’s solutions.
• Experience using a Smartphone and/or Tablet and its functionality to enhance productivity and better interact with…