Sales Account Manager Trainee

Discover an exciting Career with Airgas! 

Airgas USA, LLC, an Air Liquide company, is the leading U.S. supplier of industrial, medical and specialty gasses, as well as hardgoods and related products; one of the largest U.S. suppliers of safety products; and a leading U.S. supplier of ammonia products and process chemicals.

Dedicated to improving the performance of its more than 1 million customers, Airgas safely and reliably provides products, services and expertise through its more than 18,000 associates, over 1,400 locations, robust e-Business platform, and Airgas Total Access® tele sales channel. As an Air Liquide company, a world leader in gases, technology and services for Industry and Health, Airgas offers customers an unrivaled global footprint and industry leading technology and innovations. Airgas’ customer base includes but is not limited to: manufacturing, health care, construction, energy, hospitality, food service, and many more.

GENERAL SUMMARY:  

The Sales Trainee must successfully complete an accelerated training program focused on developing both professional selling skills and a working knowledge of our industry, our customers, and our products. The Trainee will develop the ability to sell all Airgas products to his/her customer base. Upon successful completion of the program, the Trainee will be placed in an Account Manager role.

Job Description:

50% - Learn the business and develop sales skills

• Maintains focus on safety in the workplace by complying with company safety procedures and practices
• Attend and successfully complete online and classroom training assignments
• Develops working knowledge of our industry, products and customers
• Learns sales skills by completing sales training program
• Develop and maintain positive work habits that are conducive to sales and profitability growth  Observes sales process by traveling with existing account managers to attend sales and service calls
• Practices sales process by calling on existing and then new accounts; adhering to established sales steps
• Develops basic knowledge and understanding of financial accounting terms and principals including Gross Margin, Gross Margin %, Operating Income, and EBITDA

50% - Demonstrate practical application of knowledge and skills 

• Travels throughout assigned territory to call on regular and prospective customers
• Develop and execute plans to maintain and grow the existing customer base
• Actively reviews and manages existing customer Accounts Receivable balances to help minimize Airgas working capital investment and financial risk 
• Establish and maintain clear and consistent lines of communication with internal departments relative to customer successes, customer failures, new customer developments and other customer specific information
• Develop and execute plans to improve Airgas market share within the assigned sales territory
• Prepare and deliver effective sales presentations and proposals to prospective customers 
• Works closely with local Branch Managers to assist in promoting sales and customer management through retail store locations within assigned geographical area
• Qualifies and pursues sales leads from other parts of the Airgas organization
• Keeps local, regional and national Airgas management informed of territory performance, personal performance and market trends through:
• Development and submission of an annual sales plan for the assigned territory
• Regular and on time submission of required sales and activity reports, including itineraries, call reports, “Hot” prospect lists, account wins and losses and other information as required
• Assists customers in their compliance and training with industry safety standards relating to the products and services that Airgas delivers
• Special projects and other duties as assigned

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.

• Knowledge of industrial and specialty gases, industrial gas / welding supply sales a plus.
• Working knowledge of SAP a plus.
• Must have excellent organizational, written and oral communication, listening and presentation skills. Computer literacy (i.e. Windows, Word, Excel, Google Docs, Google Sheets, email) and ability to acclimate to PC based order entry system and wireless, hand held scanning device.
• Self-starter; self-motivated, operates with a sense of urgency; ability to work independently.
• Strong organizational, analytical and planning skills.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. 
• Reliable transportation, current driver’s license, minimum liability insurance as required by state of vehicle registration.
•  Prior outside sales/service experience is a plus

 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.
• Employee may occasionally be required to transverse through office, warehouse 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 use of computer, telephone and operation of a motor vehicle.
• Regularly required to sit in an automobile for long periods of time.
• Occasionally may be required to move/transport 25 to 75 pounds.

Required Education:

 Bachelor’s Degree in Business or related field is preferred. In lieu of degree, may consider additional related experience.