Business Development Manager- Industrial Sales

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, HONOR and VALUE diversity.

• Monthly auto allowance
• Travel within assigned territory
  , minimal overnights
• Comprehensive Family Benefits: Airgas offers a full benefits package designed to support your whole life, including Medical, Dental, Vision, Life, AD&D, and Disability Insurance.
• Support for Parents: We offer up to a 14-week paid child birth benefit to support growing families.
• Future Security: 401(k) Retirement Plan with company match, Tuition Assistance, Paid Holidays, Vacation, and Sick time.
• Early Access: Your benefits start after just 30 days of employment

The Business Development Manager (BDM), Industrial is a dedicated "hunter" role focused exclusively on accelerating new logo acquisition and securing greenfield business within the industrial sector. Operating as a generalist, this role focuses heavily on targeting metal fabrication customers with significant potential in general gases and welding supplies. The BDM operates under an unencumbered strategic mandate to capture market share and is measured primarily and exclusively by acquisition metrics.

To ensure 100% focus on competitive "White Space," the BDM handles zero legacy accounts, operational coverage, or administrative assignments. Responsibilities include managing the end-to-end sales process and establishing new accounts with higher margins and proper delivery charges and fees.

• Aggressively target and win sustainable, long-term industrial business, prioritizing strategic sales over one-off projects.
• Maintain an unencumbered focus on selling time by being strictly prohibited from covering branch operational gaps or being assigned operational duties.
• Strive to establish accounts and drive new growth with higher margins and proper delivery charges and fees.
• Build new accounts with a disciplined daily plan to engage prospects and call on customers during peak selling hours.
• Negotiate and close Sales Agreements.
• Interface with operations and work directly with the broader sales team to close strategic customer rollouts.
• Build consultative relationships through a deep understanding of general industrial and metal fabrication businesses and their specific requirements.
• Identify high-value prospects and effectively map key stakeholders at all levels within a targeted customer to advance opportunities.
• Utilize all available resources, including Airgas Specialists to identify the best channel to serve the customer.
• Document all customer activity in CRM and provide leadership with regular status updates on territory performance, weekly work plans, and monthly analyses.
• Monitor competition by gathering current marketplace information on pricing, products, delivery schedules, and merchandising techniques.

• Execute a mandatory, clean hand-off of newly signed accounts to the appropriate Sales Leader.
• Introduce the appropriate Sales Leader during the final stages of the signing process to ensure service continuity and provide a documented transition plan immediately upon signing.

• Success in this role will be measured exclusively by target acquisition metrics and pipeline velocity.
• Maintain a high-frequency cadence focused entirely on pipeline progression and new acquisition ROI.

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  Minimum Qualifications Required Education
  • Bachelor’s degree in business, science, or a related field required, OR equivalent experience where up to 5 years of additional relevant experience may substitute for a degree.
  Required Length & Type of Experience
  • Minimum 5 years of outside B2B sales experience with a proven track record of new-customer acquisition.
  • Demonstrated success in consultative/solution selling within a defined territory.
  • 5+ years of experience selling industrial gases and welding equipment is highly preferred.
  Knowledge, Skills & Abilities
  • Proven track record of meeting or exceeding assigned sales goals.
  • Knowledge of customer segmentation and ability to prioritize high-value prospects delivering the highest value.
  • Capable of leading customer interactions, linking the customer's business priorities to the…