Strategic Account Manager

Location:

Job Summary: The Strategic Account Manager (SAM) is responsible for driving profitable and sustainable sales growth within the Strategic National Accounts (SNA) customer segment for the South Division. Working directly with decision-makers in national, multi-location companies, the SAM is responsible for effectively prospecting, qualifying and closing profitable sales opportunities to achieve and ideally exceed monthly sales quotas.

Location & Work Setup:

• Open to candidates residing across the Southeast / Southern US (Georgia & Florida preferred). Convenient access to a major airport or metro area (such as Atlanta, GA or Jacksonville, FL) is required, with proximity to a local Airgas facility being a plus.
• Travel Requirements: 50% to 60% regional travel (including overnight travel) across the South Division.

ESSENTIAL DUTIES & RESPONSIBILITIES:

• Develops account plans for assigned strategic accounts. These plans should identify opportunities for growth and include specific action items designed to increase sales volume and profitability within each account.
• Executes account plans through regular contact with customers including visits to their locations.
• Develops and maintains a robust pipeline of qualified and profitable leads through our CRM (Salesforce) system.
• Identifies new product opportunities based on industry trends, competitive activities and customer needs.
• Record daily sales activities, proactively schedule and manage future commercial actions, prospecting  activities and interactions with opportunities.
• Focuses on identifying, qualifying, and closing new growth opportunities within the South and Southeast regions.
• Negotiates pricing and contracts as appropriate to ensure maximum profits and value for both Airgas and our customers.
• Monitors competition and provides feedback to other departments within Airgas to ensure effective counter-competitive initiatives are executed.
• Manages large or multiple accounts; develops and communicates clear expectations regarding responsiveness, communication style and reporting requirements.
• Maintains accurate and consistent records in CRM.
• Prepare and deliver financial overviews of national proposals to gain internal approvals from key stakeholders for price quotes, growth opportunities, potential risks and impacts prior to customer delivery to ensure stakeholder alignment is achieved. 
• Effectively communicate sales activities to the Region Leadership team(s) utilizing CRM reports that are derived from the recorded commercial activity by Strategic Account Manager. 
• Responsible for presenting monthly results including wins, such as new site implementations, product expansion contributions within existing customers and executed agreements. 
• Acts as a liaison between the Regions and the National Accounts Sales teams to effectively communicate information that has the potential to impact regional results, with an emphasis on account retention and volume growth.
• Clearly outline and prioritize  upcoming key activities  for achieving sales goals and monthly sales portfolio quota. Review activities that will drive profitable margin growth and returns within the respective Regions. 

MINIMUM QUALIFICATIONS:

To perform this position successfully, an individual must be able to perform each job duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

• Required Education: Bachelor’s degree in Business Management or related field preferred (equivalent B2B sales experience considered in lieu of a degree).
• Required Length & Type of Experience: 4+ years of prior technical solution-driven sales experience preferred (experience within industrial gas, welding, heavy industrial, chemical, or multi-site enterprise account management highly valued).

Knowledge, Skills & Abilities:

• Proven record of meeting and exceeding sales targets and contributing to organizational growth.
• High level of productivity and the ability to thrive in a fast paced environment.
• Broad knowledge of Airgas products and processes common to the Airgas customer.
• Demonstrated relationship management & consultative aptitude with the ability to problem-solve and devise technical solutions for the customer.
• Ability to build effective relationships with all levels and roles both within Airgas and outside the organization.
• Ability to follow department processes and procedures.
• Communicates effectively both verbally and in writing; listens effectively and clarifies information as needed; works well with others in a cross-functional team environment across the organization knowing who to engage to achieve results. Uses candor and sensitivity in their dealings with others to connect, consult and complete discussions. 
• Drive for results with excellent organizational and time management skills to include the ability to multi- task and effectively manage projects in a diverse organization in a highly competitive market.
• Strong mathematical, problem solving and analytical skills with the ability to apply to customer sales analysis and cost comparisons.
• Demonstrated experience utilizing CRM platforms (Salesforce preferred) to manage pipelines, record sales activity, schedule client actions, and track multi-site deal progress.
• PC skills to include proficiency with Google platform applications (Sheets, Smartsheets, Docs, Meets, Slides, Forms, PowerBI).
• Ability to work independently and under pressure to meet deadlines.
• Ability to read, analyze and interpret common scientific and technical journals, financial reports, legal documents and regulatory requirements.
• Ability to understand price and profitability components, technical bids, financial reporting  and agreement terms.
• Must be able to work flexible hours to meet customer needs and management expectations.
• Valid driver’s license and personal vehicle with insurance coverage as required by the company policy as applicable.when applicable.
• Frequent regional travel (50% or more of the work time) and requires overnight travel.

PHYSICAL DEMANDS:

The characteristics listed below are representative of the physical demands required by an individual to successfully perform the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

• Employee may be required to remain stationary for extended periods of time including sitting in an automobile for long periods of time.
• Employee may occasionally be required to transverse through office and/or manufacturing locations.
• Employee will frequently be required to actively listen and exchange information.
• Employee will be required to observe and assess information received via computer.
• Requires frequent use of computer, telephone and operation of a motor vehicle.
• May occasionally be required to lift and/or move up to 60 pounds.

WORK ENVIRONMENT:

The characteristics listed below are representative of the work environment typically encountered by an individual while performing the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

• Job requires visitation to various Airgas and customer sites, which have varying environments/conditions, layouts, and accessibility. Environment may contain loud noises and/or odors that may last for an extended period of time or on a continual basis.

NOTE: The above stated duties are intended to outline those functions typically performed by individuals assigned to this classification. This description of duties is not intended to be all-inclusive or to limit the discretionary authority of supervisors to assign other tasks of similar nature or level of responsibility nor does it constitute an employment agreement.

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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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