R10042357 Sales Director, National Strategic Accounts (Open)

Location:
Radnor, PA (Airgas HO) - Management

How will you CONTRIBUTE and GROW?

The Director of Sales - National Strategic Accounts (DOSSA) is responsible for managing for growth a select portfolio of Airgas National Strategic Accounts. While managing these accounts the DOSSA's primary focus is networking the Airgas Sales, Technical and Administrative teams with the customer's internal network, establishing a mutually beneficial relationship and positioning Airgas to deliver profitable growth & market share gains within the targeted Customer. The position will focus on driving a value solution for accounts in the portfolio and the successful candidate will represent all of the company's (Airgas & Air Liquide) portfolio of products and service while providing internal alignment with Divisional & Regional management, local Sales associates and resources as well as Corporate and other specialist resources to meet and exceed Airgas's customer-centric expectations. This position will report to and work closely with the VP of National Strategic accounts in developing and enhancing the Strategic Accounts Team's abilities and offerings.

This position will develop and carry out actionalable account plans while leading/directing the sales efforts at the site level with the Local Account manager retaining ownership of the account at the site level.

• Safety:
  
  • Promote Safety at all times throughout the company through Safety Leadership and lead by example.
• Strategy & Planning:
  
  • Networking:
  • Design, buildout and execute a written Networking plan.
  • Develop and grow the Airgas corporate relationship and brand with the select list of clients represented.
  • Effectively use Airgas Executive sponsorship, Establish strong networks between the organizations in the following areas. Safety, Technical, Sales and Administration.. strong contract negotiation skills and by leading regional customer facing teams in the articulation and delivery of the segment value proposition
  • Account Plans
  • Developing actionable account plans specific to each account managed.
  • Develop and execute upon forward-looking growth strategies for Strategic Account
  • Reviewing the Plan with the account to obtain a consensus with the Customer and the Airgas Organization.
  • Monitor and Implement the account Plan as designed, modifying the plan as required to stay current.
  • Effectively implement pricing actions and promoting an optimal cost to serve position across client operations
  • Advance, coordinate and implement strategies to yield higher than average market growth initiatives
  • Collaborate with Regions to ensure proper support in the execution of the plans designed for the customer.
• Communication:
  
  • Plan and Collaborate closely with Supply chain, ALTEC &/or National Advanced Fabrication team to identify areas of customer value creation and shift focus from product price to process savings
  • Ensure that the sales team is following the proper lines of communication with all areas of the organization.
• Customers:
  
  • Develop, expand and maintain key relationships
  • Negotiate agreements
  • As required, assist regions in all customer facing situations, e.g. contracts, problem resolution, strategic planning, etc.
• Administrative:
  
  • Work with the SABM team to ensure proper workflow

• When appropriate, assist the Regions in all customer facing situations, e.g. contracts, problem resolution, strategic planning, etc.
• Participate in regularly scheduled administrative calls
• Ensure a smooth working Process with all administrative functions

• Salesforce.com:
  
  • Promote and exemplify Sales Force Effectiveness behaviors in communication and Opportunity development.
  • Engage the Regional teams through the proper use of SFDC
  • Monitor activities of portfolio through the use of SFDC
  • Monitor and manage Sales Pipeline through SFDC
• Technical & Marketing Collaboration:
  
  • Collaborate closely with the appropriate technical team's (National Advanced Fabrication, ALTEC, Commercial Engagement Mgr., Marketing teams) to identify areas of customer value creation and shift focus from product price to process savings.
  • Stay abreast of current market trends relating to customer's markets.

• Special Projects
  
  • Work with Airgas affiliated groups and subsidiaries to identify and expand upon Air Liquide-wide opportunities.
    
    • Groups to work with but not limited to; Advanced Fabrication Team, Safety Altech, other Industry segments, Red-D-Arc, Airgas On-Site Safety Services, AL Large Industries and other AL entities.

• Develop and maintain key relationships with counterparts in the Airgas National and regional strategic accounts organization
• Plan and Collaborate closely with Supply chain, ALTEC &/or National Advanced Fabrication team to identify areas of customer value creation and shift focus from product price to process savings
• Document and gain customer agreement over cost savings and value creation based on spend optimization, productivity gains and identified process improvements
• Provide dotted line mentoring and leadership to regional and local sales teams

Are you a MATCH?

• Executive sales professional, effective and capable in situations ranging from the corporate office to the production floor
• Track record of demonstrated performance and achievement
• Strong influencing and teamwork skills

• Experience dealing with customers' contract language and exceptional ability to negotiate and close significant contracts incorporating standard Airgas language
• Experience with and understanding of Airgas business: branch and basic operations, sales, asset/capital management; product lines and sales channels
• Knowledgeable in customer's business and markets and able to adapt Airgas value proposition to unique customer circumstances
• Promotes collaboration, coordination, and teamwork across organizational boundaries
• Ability to manage through organizational tension, sustains results and relationships and delegates tasks effectively
• Drive for Results: Bottom-line oriented; steadfastly pushes self and others for results; able to stand ground as is resilient in the face of challenging customer situations
• Organizational Agility: Achieve results through formal channels as well as the informal network.
• Effective Communicator: Ensures a smooth flow of information between self and others, at times in a virtual/remote setting, through clear speaking and writing, encouragement of open expression of ideas, and effective listening
• Adept at time management and prioritization
• Strong presentation skills and financial acumen

EDUCATION/EXPERIENCE:

• Bachelor's degree desired (Business or Engineering)
• 7-9 years of professional sales experience with demonstrated superior performance and proficient with full breadth of Airgas products/services
• Experience with metal fabrication industry and customers highly preferred

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Able to talk, hear, walk, sit; use hands to finger, handle or feel objects, tools, or controls; reach with hands and arms; stoop, kneel or crouch.
• Specific vision abilities include close vision, distance vision, color vision, peripheral vision, depth perception and ability to focus objects.
• Willing and able to drive (or have access to transportation), fly, and spend evenings away from home, including international travel
• Min of 50% upward to 75% domestic travel will be required

Your differences enhance our performance

At Airgas, we are committed to building a diverse and inclusive 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.

Equal Employment Opportunity Information

We are an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.

Please click here to view the EEO Know Your Rights poster and here to view the Pay Transparency Nondiscrimination poster. Airgas, an Air Liquide Company invites any applicant and/or employee to review the Company's written Affirmative Action Plan or Policy Statement. This plan or policy statement is available for inspection upon request.

Airgas, an Air Liquide Company and its group of companies 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 [redacted].

California Privacy Notice