Bulk Sales Manager

Bulk Sales Manager (Open)

Location:

Waterford, CT (Regional Office) - Management
- Northeast Region Albany, NY
- Karner Rd
- Filling industrial, Hingham, MA (Branch) - Retail shop

Recruiter:
Matt McCain /  /

• Salary Range: $125-145K
• Schedule: Monday thru Friday, daytime hours.
• Compensation: Base pay plus bonus.
• Travel: Frequent regional travel up to 50% of work time, some overnight travel required.
• Benefits: Comprehensive family benefits package including Medical, Dental, Vision, Life, AD&D, and Disability Insurance.
• Parent Support: 14‑week paid childbirth benefit.
• Future Security: 401(k) Retirement Plan with company match, Tuition Assistance, Paid Holidays, Vacation, and Sick time.
• Early Access: Benefits start after 30 days of employment.

• Drive safety within the sales organization ensuring bulk specialists conduct themselves safely and in company policies.
• Participate in the development of the regional growth strategy, including identification of key target markets, products, and applications, and innovation opportunities.
• Develop and implement launch plans for new targets identified as part of the growth strategy, including training of the sales team and adherence to pricing guidelines.
• Serve as primary contact with strategic accounts for new/renewal opportunities.
• Establish sales targets per specialist and work with each specialist to develop and execute a growth plan within their assigned territory.
• Manage the productivity and activity of the sales team through regular communication, ride‑alongs, and tracking and coaching of key metrics such as pre‑call plans, opportunity pipeline, territory growth plan, and campaign results.
• Champion Track Selling and promote it as an integral part of the Airgas sales culture.
• Drive value‑based selling philosophy within the sales team, coaching them to identify and capitalize on value‑based opportunities.
• Conduct lessons‑learned reviews for lost or failed business and adjust strategy accordingly.
• Act as chief sales strategist in selected situations and actively involve in the selling effort to win or retain key accounts.
• Interface regularly with Area Vice Presidents and District Managers to ensure quality service for customers served directly from their branches.
• Gain knowledge of competitor product offers, strengths and weaknesses, market opportunities, pricing, trends, and potential threats.
• Provide feedback to bulk specialists to support their continued professional growth.
• Ensure new employees receive thorough onboarding and orientation, balancing sales priorities with training and mentor assignment.
• Perform other projects or initiatives as assigned.
• Other duties as requested by the organization.

• Minimum five years of increasing responsibility in a B2B sales or sales operations position, including team management or comparable experience in gases industry. Track record of profitable sales growth required.
• Reliable transportation for visits to Airgas and customer sites.
• Strong leadership skills and ability to develop and manage a team with a customer‑focused results emphasis.
• Ability to analyze a business opportunity and develop a sales strategy to acquire new business and increase customer wallet share.
• Demonstrated knowledge of business and accounting concepts including ROI, P&L statements, balance sheets, and margin responsibilities.
• Tough‑minded change agent who challenges the status quo with sense of urgency.
• Strong interpersonal skills for influencing others and creating cross‑functional alignment.
• Excellent communication skills, especially in developing action plans and ensuring accountability.
• Excellent oral and written presentation skills to all levels of management.

• Four‑year college degree in Business, Accounting, Finance, Marketing, Sales Management, Engineering, or related field.
• Working knowledge of SAP.

Medical, dental, and vision plans; short‑term and long‑term disability; life and accidental death and dismemberment (AD&D) insurance;
Employee Assistance Program; pre‑tax commuter benefit; parental leave; vacation; sick time; floating holidays; jury duty leave; funeral/bereavement leave; and paid…