Bulk Sales Manager

Location:

Recruiter:Matt McCain / matt.mccain@airgas.com /470-234-2065

• Salary Range - $125-145K

• Monday thru Friday, daytime hours.

• Base pay plus bonus.

• Frequent regional travel (up to 50% of work time). Some overnight travel required

• 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 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 Sales Manager, Bulk Gases is responsible for managing bulk sales, including tactical execution of the bulk growth strategy, direct management of Bulk Sales Specialists and driving the profitable growth of the bulk product line.

RESPONSIBILITIES:

• Drives safety within the sales organization ensuing bulk specialists conduct themselves in a safe manner and within company policies, both at Airgas sites and at customer sites.

• Participates in the development of the region growth strategy which includes identification of key target markets, products, and applications, looks for innovation opportunities, identifies opportunities for Airgas that may not be part of the standard product offering.

• Develops and implements launch plan for new targets identified as key components of the growth strategy, including training of the sales team and adherence to pricing guidelines.

• Serves as primary contact with strategic accounts for new/renewal opportunities.

• Establishes sales targets per specialist and works with each specialist to develop and execute a growth plan within his assigned territory.

• Manages the productivity and activity of the sales team through regular communication and ride alongs and by tracking and coaching/driving key metrics such as pre-call plans, opportunity pipeline, territory growth plan, campaign results, etc. Consistently provides feedback to the specialists.

• Acts as a champion of Track Selling to drive that as an integral part of the Airgas sales culture. Promotes Track Selling through words and actions.

• Drives the value based selling philosophy within the sales team. Coaches team to identify and capitalize on value based selling opportunities. Effectively listens for customer "pain" and unfulfilled needs and directs selling effort at the most critical customer needs, using a value based approach.

• Implements the practice of conducting lessons learned reviews for lost business and failed to gain business and adjusts strategy accordingly based on the findings.

• Serves as the "chief sales strategist" in selected situations, is actively involved in the selling effort to win or retain key accounts (strategic or financial).

• Interfaces regularly with the Area Vice Presidents and District Managers to ensure quality service for customers that are served directly from their branches. Works with the local team to address any service issues.

• Gains knowledge of competitor product offers, strengths and weaknesses, market opportunities and market pricing, maintains knowledge of market trends and anticipates potential bulk business opportunities and threats.

• Provides feedback to the bulk specialists to assist in their continued professional growth - both in their knowledge of the market / Airgas offerings and in their sales approach

• Assures new employees receive thorough on-boarding / orientation opportunities, balances sales priorities with the proper mix of training and orientation experiences, may serve as or assign a mentor to a new team member.

• Other projects/initiatives as assigned.

• The above job functions are illustrative of the duties and responsibilities associated with this position and are not intended to be all inclusive. Employee may perform other related duties to meet the ongoing needs of the organization

Required Qualifications

• Minimum of five (5) years of increasing responsibility in a business to business sales-related or sales operations position to include prior experience managing a team or comparable experience in gases industry. A track record of achieving profitable sales growth is required.

• Must have reliable, appropriate transportation. Job requires visitation of to various Airgas and customer sites, which have varying environments/conditions, layouts, and accessibility.

• A reputation for strong leadership skills and the capability of developing and managing a team of experienced sales professionals and technical subject matter experts with a strong emphasis on customer excellence and customer-focused results is required.

• Ability to analyze a business opportunity, and develop a successful sales strategy to acquire new business & increase customer wallet share.

• Demonstrated knowledge of business and accounting concepts including but not limited to Return on Investment (ROI), Profit & Loss (P&L) statements, balance sheets, interest and leasing calculations, and margin responsibilities.

• Tough-minded, take charge change agent who challenges the status quo and acts with a sense of urgency

• Strong interpersonal skills with the ability to influence others and to create cross-functional alignment.

• Must possess excellent communication skills, especially in the development of actions plans and to ensure accountability and follow through.

• Ability to make highly effective oral and written presentations and proposals to all levels of management.

Preferred Qualifications

• Four-year college degree from an accredited institution in Business, Accounting, Finance, Marketing, Sales Management, Engineering, or related field. In lieu of degree requirement, may consider an equivalent amount of education and experience as a trade-off.

• Working knowledge of SAP preferred.

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Benefits

We care about and support our Airgas Families. This is evident not only through our competitive compensation but also through a comprehensive benefits package that includes medical, dental, and vision plans, short-term and long-term disability, life and accidental death and dismemberment (AD&D) insurance, Employee Assistance Program (EAP), pre-tax commuter transportation benefit, parental leave, vacation, sick time, floating holidays, jury duty and funeral/bereavement leave, and paid holidays for all eligible full-time employees.

Additionally, we offer our eligible employees a 401k plan with company matching funds, tuition reimbursement, discounted college tuition for eligible employees' dependents, and an Airgas Scholarship Program for dependent children.

Associates who are members of collective bargaining units should review their bargaining agreement to determine whether they are eligible for some or all of the benefits described here and to see any special terms or conditions for eligibility.

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Your DIFFERENCES enhance our PERFORMANCE

At Airgas, we are committed to building a workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.

We welcome and consider applications from all qualified applicants, regardless of their race, gender, sexual orientation, religion, disability or any other protected characteristic. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world.

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About Airgas

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, take initiative and make decisions.

Airgas is a subsidiary of Air Liquide, a world leader in gases, technologies and services for industry and healthcare. Present in 60 countries with approximately 66,500 employees, Air Liquide serves more than 4 million customers and patients.

Join us for a stimulating experience: At Airgas, you matter and so does the work you do. As a member of our team, you play an important role in the success of your team, making sure our products are created sustainably and delivered safely and efficiently. In turn, you'll find a welcoming workplace where you're valued for who you are and where you can fill your potential while growing a fulfilling career - whatever path you choose.

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Equal Employment Opportunity Information

We are an equal opportunity employer. We welcome all qualified applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.

Airgas, an Air Liquide Company is a Government contractor subject to the Vietnam Era Veterans' Readjustment Assistance Act of 1974 and Section 503 of the Rehabilitation Act of 1973.

Airgas does not discriminate against qualified applicants with disabilities, and is committed to providing reasonable accommodations to the known disabilities of such individuals so as to ensure equal access to benefits and privileges of employment. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us by email at us-accommodationrequest@airgas.com.

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