Regional Director New Business Development

* 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 (i.e. covering branch absences, resolving service errors, etc.) by enforcing boundaries and removing all obstacles.
* Ensure new sales growth targets are met- no exceptions.
* Develop and execute sales plans utilizing Airgas’ sales directives and guidelines in order to attain new customers to 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.
* Identify and mobilize key customer stakeholders at all levels within targeted customers when executing 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
* Utilizes 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 competitive 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 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 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 assists in the management of existing customer Accounts Receivable balances  to help minimize Airgas working capital investment and financial risk.
* Other duties as assigned.
● A minimum of 5-10 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.
● 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. 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,…