Regional Director New Business Development

Overview

R Regional Director New Business Development (Open)

Location:

Kennesaw, GA (SAF) - Management

Airgas is Hiring for a Regional Director - New Business Development in Kennesaw, Georgia. Base pay plus commission. Monthly auto allowance. 5 Direct Reports. Comprehensive Family Benefits including Medical, Dental, Vision, Life, AD&D, Disability Insurance. 14-week paid parental birth benefit. 401(k) with company match, Tuition Assistance, Paid Holidays, Vacation, Sick time. Benefits start after 30 days of employment.

Recruiter:
Porschal Ford |  |

• Lead the Regional Director of New Business Development (RDNBD) role to institutionalize new business acquisition and drive acquisition ROI within a vertical sales architecture.
• Manage tactical sales execution to allow Area Vice Presidents to focus on P&L while shielding New Business Developers from operational issues.
• Enforce rigorous prospect bucketing, ensure 120–180 day account hand-offs to Account Managers, and meet aggressive growth targets.
• Guide the NBD team with a focus on pipeline velocity and acquisition; contribute to tactical sales management.
• Establish a consistent weekly rhythm with AVPs to align growth targets and drive collaborative action.
• Standardize pipeline protocols, including prospect bucketing by signing timelines (30 to 180+ days).
• Facilitate hand-offs of signed accounts to AMs between 120–180 days to maintain momentum and review adjustments.
• Advocate for NBDs to remain unencumbered by operational fire-fighting by protecting boundaries and removing obstacles.
• Ensure new sales growth targets are met; develop and execute sales plans to pioneer new customer relationships and optimize growth.
• Identify and engage key customer stakeholders at all levels to achieve profitable growth with new accounts and within existing accounts.
• Qualify and pursue new sales leads, primarily targeting new Airgas customers for sustainable growth.
• Collaborate with resources to achieve growth objectives; maintain clear communication with internal departments about new developments and opportunities.
• Differentiate Airgas channels (Outside-Sales, Total Access, eBusiness) to serve customers with the most effective channel.
• Reach sales agreements and finalize signings of PSAs; stay current with industry insights, Airgas offerings, pricing, delivery schedules, and marketing strategies.
• Interact with AVP through required reports (daily call reports, weekly work plans, and territory analyses).
• Monitor Accounts Receivable balances to minimize working capital investment and financial risk.
• Perform other duties as assigned.

• 5-10 years of outside B2B sales experience with solution-selling capabilities and a track record of adding value to new customers in a defined sales territory.
• Direct business development sales experience building a sustainable and profitable book of business.
• Reliable transportation, a valid driver’s license, and minimum liability insurance as required by state.
• Knowledge of customer segmentation and ability to prioritize high-value targets.
• Ability to guide customer interactions using industry insights and connect business priorities to Airgas value proposition.
• Proven success leveraging knowledge of customer's business and market trends to identify opportunities.
• Understanding of customer buying processes and ability to facilitate purchase decisions.
• Data-informed decision making; ability to evaluate maintaining status quo vs pursuing alternatives.
• Excellent organizational, written and verbal communication, listening and presentation skills.
• Proactive, goal-oriented, and able to contribute to team success in a self-directed environment.
• Strong analytical and planning skills; ability to resolve complex challenges with limited standardization.
• Demonstrated ability to consistently reach assigned financial goals.

• Familiarity with industrial and specialty gases, industrial gas/welding supply sales, and safety supplies.
• Experience using smartphone/tablet to enhance productivity; strong PC skills (Google or MS Office) and adaptability to PC-based order entry and wireless devices.

Airgas offers a…