Regional Director - New Business Development

R Regional Director - New Business Development (Open)

Location:

Tampa, FL – West – Management – Regional Office

Airgas is Hiring for a Regional Director – New Business Development in Tampa FL!

Porschal Ford –  –

The Regional Director of New Business Development (NBD) is a specialized leadership role focused on institutionalizing new business acquisition as a strategic mandate. The Director will move the organization from a generalized management philosophy to a specialized architecture, providing a singular, vertical line of sight on acquisition ROI. They are responsible for the tactical management of NBD actions, allowing Area Vice Presidents (AVPs) to maintain strategic oversight while focusing on broader P&L health.

The RDNBD also ensures a successful transition from NBDs to dedicated Account Managers within a prescribed period, creating capacity for further new business opportunities.

• 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 (e.g., covering branch absences, resolving service errors) by enforcing boundaries and removing obstacles.
• Guarantee new sales growth targets are met—no exceptions.
• Develop and execute sales plans utilizing Airgas' directives and guidelines to acquire new customers and maximize sales growth.
• Identify and mobilize key customer stakeholders at all levels within targeted customers to execute profitable sales growth by signing new business accounts.
• Qualify and pursue new sales leads in both existing and new customers, primarily targeting new Airgas customers to achieve sustainable growth.
• Utilize all available resources to accomplish growth objectives.
• Establish and maintain clear and consistent lines of communication with internal departments regarding new customer developments, successes, opportunities, and other customer-specific information related to sales execution.
• Delineate among Airgas channels (outside‑sales, total access, eBusiness) and identify the best channel to serve customers based on their needs.
• Negotiate and close sales agreements, including signing PSAs.
• Keep current with industry insights, product offerings, and competitor information to inform market strategy.
• Interact with AVPs through required reports (daily call reports, weekly work plans, monthly/quarterly/annual territory analyses, customer updates).
• Actively review and assist in managing existing customer accounts receivable balances to help minimize working capital investment and financial risk.
• Other duties as assigned.

• 5–10 years of outside B2B sales experience, with proven success in solution‑selling and adding new customers across a defined territory.
• Prior direct business development sales experience building a sustainable and profitable book of business.
• Reliable transportation, current driver’s license, and minimum liability insurance as required by state vehicle registration.
• Knowledge of customer segmentation and ability to prioritize high‑value targets for Airgas.
• Ability to lead customer interactions, linking customer priorities to Airgas’ value proposition.
• Success in using deep knowledge of customer business, macro‑ and micro‑economic trends, industry trends, and new opportunities.
• Understanding of the customer buying process and ability to advance the purchase decision proactively.
• Data‑driven decision making to quantify the impact of staying the status quo versus pursuing competitors’ solutions.
• Excellent organizational, written, oral, listening, and presentation skills.
• Self‑starter, self‑motivated, with a sense of urgency; able to work independently.
• Strong analytical and planning…