Bulk Account Development Manager

R10070685 Bulk Account Development Manager (Open)

Location:

Elk Grove Village, IL - Filling industrialKenosha, WI - 68 Ave - Retail shop, Milwaukee, WI - Retail shop

How will you CONTRIBUTE and GROW?

Compensation: $60,000-80,000 base plus commission

The Bulk Account Development Manager is responsible for managing all aspects of Airgas’ relationship to our existing Bulk and Microbulk customers within an assigned sales territory with the primary goal of profitably retaining these Bulk and Microbulk customers throughout their contract period and beyond.

In particular, you will:

• Coordinates and participates in customer Bulk gas installations, removals, modifications, and site surveys working to make sure Safety is a top priority in all phases of the customer project.

• Must assist our Safety, Bulk Engineering and Cryo-Technician Teams to effectively and timely complete the resolution of any PDRS (Potential Delivery Risk Sites) identified by AMG.

• Support our Project Engineers and Cryo-Technician Teams with customer compliance to our BIM (Bulk Installation Manual) and the Air Liquide Management System (IMS) standards related to Bulk and Microbulk installations. IMS is designed to conduct consistently safe and reliable operations.

• Operates in a safe manner at all times and is a proactive advocate of safety; promotes safety by example and aggressively promotes safety with other associates and customers.

• Interacts with Area Vice Presidents (AVPs); District Managers (DMs) and Account Managers (AMs) through Quarterly Business Reviews targeted towards retaining existing Bulk and Microbulk accounts.

• Establishes and maintains clear and consistent lines of communication with internal departments relative to our existing Bulk and Microbulk customer developments, customer successes, customer opportunities and other customer specific information.

• Identify, mobilize and align key customer stakeholders at all levels within a targeted customer with the goal of retaining the Bulk and/or Microbulk customer’s business throughout the life of the existing PSA and beyond.

• Engages customers by linking their business priorities to the Airgas value proposition working to uncover new business opportunities that our New Business Development Manager - Bulk can pursue.

• Cultivates customer relationships by developing a deep knowledge of the customer’s business and works to establish a consultative relationship.

• Work with the New Business Development Manager along with the local sales teams to transition day-to-day service and maintenance of newly signed Bulk and Microbulk customers.

• Coordinates and participates in customer Bulk gas installations, removals, modifications, and site surveys looking for opportunities to sell not only Bulk and Microbulk products, but to cross-sell all Airgas products to all customers.

• Manages the customer relationship with our On-site (i.e. APSA / Membrane) customers.

• Keeps current with industry insights, current Airgas product offerings, monitors competition by gathering current relevant marketplace information on pricing, products, delivery schedules, and marketing techniques.

• Work with our Contract Management Team to maintain an updated and accurate Bulk and Microbulk Contract database.

• Develop, align and execute Bulk and Microbulk customer contract renewal plans in conjunction with the Area Vice Presidents, District Managers, and Account Managers for all Bulk and Microbulk customers within the EBBDM’s sales territory.

• Utilize the information in our Contract database to effectively manage our Bulk and Microbulk customer relationships including but not limited to: effective customer price maintenance per the terms of the agreement; implementation of charges and surcharges; utilization of the 85/120 Clause to manage customer volume requirements; assessment of customer fees related to restricted deliveries, missed deliveries or requirements to provide certifications.

• Maintains Salesforce and responds to email and phone calls in a timely manner.

• Other duties as assigned.

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Are you a MATCH?

• Bachelor’s degree in a science, business or related degree field required. In lieu of degree, consideration for up to 4 years of additional related experience may be accepted.

• A minimum of five (5) years of prior outside sales experience to include proven experience and success in solution-selling concepts and a demonstrated history of adding new Bulk and Microbulk customers throughout a defined sales territory.

• Knowledge of customer segmentation and ability to prioritize the targeting of customers delivering the highest value to Airgas.

• Capability to lead customer interactions with Industry insights versus listing Airgas capabilities and engage the customer by linking their business priorities to the Airgas value proposition.

• Proven success of using their deep knowledge of customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities.

• Demonstrates an understanding of the customer’s buying process (i.e. or Sales Process) and can proactively advance the purchase decision.

• Able to make Data-Driven decisions to frame next steps with customers. Qualifies and quantifies the impact of maintaining the status quo or pursuing a competitors and solutions.

• Must have excellent organizational, written and oral communication, listening and presentation skills.

• Experience using a Smartphone and/or Tablet and its functionality to enhance productivity and better interact with our customers is a plus. Strong PC skills (e.g. Google applications including Gmail, Sheets, Docs and Slides; or MS Office applications including Word, Excel, PowerPoint and Outlook) with ability to acclimate to a PC based order entry system and wireless, handheld scanning device.

• Strong analytical and planning skills.

• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.

• Demonstrate the ability to consistently achieve assigned financial goals.

• Familiarity with industrial and specialty gases, industrial gas / welding supply sales and safety supplies a plus.

• Employee may be required to remain stationary for extended periods of time including sitting in an automobile.

• Employee may occasionally be required to traverse through office and/or manufacturing or construction site locations.

• Requires frequent use of computer, telephone and operation of a motor vehicle.

• May occasionally be required to lift and/or move up to 50 pounds.

• Frequent local travel (75% of work time).

• Minimal overnight travel.

• Must have reliable, appropriate transportation, current driver’s license, minimum liability insurance as required by state of vehicle registration.

• Job requires visitation of customer sites, which have varying environments/conditions, layouts, and accessibility.

Contact Information:
Email: [email protected]
Cell: (445) 289-1577

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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, vacation, sick time, floating holidays, and paid holidays for full-time employees. 

We provide a progressive parental leave package for our eligible Airgas parents, offering generous paid time off for the birth or placement of children,  including 14 weeks of paid child birth benefit for birth mothers on leave, as well as paid parental leave benefits for other associates. 

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

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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.

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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 clickhere to view the EEO Know Your Rights poster andhere 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 [email protected].

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