National Account Manager, Airgas

Job Description:

Reporting to VP Industrial Sales, the National Account Manager, is responsible for sales management activities supporting the company business plan in the assigned multi-state region, increasing market share, revenue and profitability of ESAB standard products and filler metals through effective leadership of the sales force in the assigned region. Drive the strategic goals for new business development and end user relationships while growing our market share in the US Industrial channel. Participate in new product development, forecasting and other businesses processes as assigned to meet company vitality index, on time delivery and related company metrics.

Primary Duties

• Actively works with Sales Directors and Account Managers in targeting, account penetration, qualification, relationship development, needs analysis, proposing solutions and closing business.
• Through Voice of The Customer (VoC), manage customer expectations and contribute to a high level of customer satisfaction.
• Ensure effective utilization of sales processes (Value Selling, Microsoft Dynamics, Power BI, etc.) that drives desired sales outcomes and identify improvements where and when required.
• Monitor customer, market and competitor activity and provide feedback to company leadership team, marketing and product development.
• Possess an in-depth knowledge of ESAB’s core products and utilize this knowledge to successfully lead the sales team.
• Work with VP Sales and sales leader colleagues to create and maintain a world-class sales culture focused on delivering results by providing ongoing coaching and development of sales operations staff.
• Analyze performance metrics data and leverage it to effectively coach and develop the sales force and to align territories to optimize sales and market penetration.
• Develop a regional business plan to achieve sales goals and company objectives
• Achieve and exceed growth and revenue objectives
• Develop relationships with key end users to gain understanding of industry needs
• Responsible for improving customer satisfaction; accountable for resolving customer problems
• Train, Evaluate and Develop Account Managers.
• Fully communicate sales and marketing needs to all levels of the organization
• Develop and utilize account plans which measure goal attainment
• Analyze CRM to assess opportunities and coach directs on meeting company objectives
• Analyze regional market data including but not limited to competitor data, economic trends, industry data to assess and calibrate territories and growth opportunities
• Manage operating expense budget for assigned area
• Other duties as assigned to support business objectives.

Qualifications

• Bachelor's degree in Sales or Marketing.
• Intermediate knowledge of welding and cutting equipment.
• 10+ years industrial sales experience, with welding or related sales experience preferred
• Demonstrated ability to build and maintain strong relationships with clients and stakeholders.
• Strong leadership skills and ability to facilitate process changes in the assigned region.
• Demonstrated analytical and problem-solving skills to identify opportunities and mitigate risks.
• Results-oriented with a focus on achieving sales targets and business objectives.
• Adaptability and flexibility in a dynamic work environment.
• Excellent written and verbal communication skills.
• Proficiency in MS Word, Excel, PowerPoint and Power BI or similar database application and Microsoft Dynamics knowledge.

Working Conditions

• Remains in a stationary position 50% of the time and involves additional physical demands such as ascending/descending stairs, walking stooping and standing.
• Must wear Personal Protective Equipment ‘PPE’ when working/visiting manufacturing and plant locations.
• Constantly operates a computer and other office productivity machinery including but not limited to printer, tablets, cell phones.
• Moves transports, puts, or removes equipment weighing up to 50 lbs.; pushes, pulls products weighing up to 200 lbs. using provided safety tools.
• May be exposed to varying weather during travel.
• Domestic travel including overnight as needed.

Compensation range is negotiable based on experience; includes a 40% target sales bonus

Pay Range: