The Outside Sales Representative is responsible for building and converting a high-quality new business pipeline, signing new customers, retaining and expanding existing accounts, and growing market share and profitability within an assigned territory. This is an individual contributor role that partners closely with Marketing, Customer Service, Technical/Operations, and Engineering to execute territory plans and deliver sustainable, profitable growth.
What's In It for You: At Air Products we foster a culture of inclusion where every voice is heard, and everyone feels they belong and matter. Additionally, we offer competitive pay and great benefits for our employees. Check out some of our benefits below!
- Affordable Medical, Dental and Vision Insurance (day 1 of employment)
- Competitive base salary plus commissions
- Monthly Vehicle Allowance Program
- 401k with 100% vested company core and match
- Paid Vacation, holidays + sick time
- Paid Parental leave (Up to 4 weeks for both parents)
- Backup Child and Adult Care benefit
- Adoption assistance
- Flexible spending accounts (medical, dependent daycare)
- Life Insurance (AD&D- Paid for by Air Products), Supplemental AD&D
- Legal Plan & Identity theft coverage
- EAP (Employee Assistance Program)
- Many more supplemental benefits available
Key Job Responsibilities:- Develop New Business Pipeline - Win (Sign New Business)
- Build and manage a robust prospecting engine (outbound, referrals, events, and digital), maintaining CRM hygiene and a balanced pipeline across stages and segments.
- Run territory planning: define ICPs, target lists, routes, activity cadences, and quarterly coverage plans.
- Lead the full sales cycle from discovery through proposal, pricing, negotiation, and close; coordinate resources to deliver differentiated, value based solutions.
- Prepare business cases and commercial terms aligned to margin, risk, and contract standards; secure new logos and new revenue.
- Retain & Grow (Manage Existing Customers)
- Own post sale relationship: conduct QBRs, track adoption and satisfaction, and resolve issues quickly to protect revenue.
- Develop account plans with clear growth plays (cross sell, upsell, expansion) to increase share of wallet and improve gross margin.
- Partner with Customer Service/Operations to ensure seamless delivery, billing accuracy, and earned loyalty.
- Execute territory strategies to displace competitors and expand presence in priority segments; monitor competitor moves and local market dynamics.
- Represent the company at trade shows, industry groups, and community events to elevate awareness and build relationships.
- Grow Profitability of Existing Customer Base
- Analyze account P&Ls and negotiate renewals with value-based pricing tied to measurable outcomes.
- Comply with safety, ethical sales practices, contract policy, and credit procedures; coordinate collections escalation when needed.
Minimum Hiring Requirements:- Ability to work independently, with excellent communication skills, making sales calls in a fast-paced environment
- Strong desire to be in outside sales
- Ability to overcome objections and retain a positive attitude
- Must have a valid driver's license, good driving record and your own vehicle
- Bachelor's degree required (STEM preferred)
- 3+ years B2B sales experience
- Excellent communication, organization, and time management skills; self starter with high ownership
Work Hours: - Travel requirement is 50% (field travel within territory)
- Work environment (indoors, outdoors)
- The ability to work from home
Join Air Products, where we proudly value the skills, dedication, and leadership that veterans bring to the table. As a veteran-friendly organization, we actively encourage and welcome veterans to apply for various roles within our company. We recognize the unique strengths and experiences that veterans contribute, and we foster a workplace that honors your service while providing a platform for professional growth.
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The expected pay range for this job varies based on location. In California, the expected pay range is $103,000 - $115,000 plus bonus & sales incentives. The range we reasonably expect to pay for this position as individual compensation decisions is based on a variety of factors.
ARC is a California specific program to provide additional base pay compensation for exempt employees who reside in select high-cost counties and directly support an Air Products site or business within a high-cost county. You can receive an additional $10,900 in addition to your yearly salary.
Founded in 1940, Air Products is a world-leading industrial gases company and has a proud history of innovation, operational excellence, with an unwavering commitment to safety and environmental stewardship. Working together, we are taking our passion and diverse backgrounds forward to reimagine what's possible and generate a cleaner future for our customers, our communities, and the world.
