New Graduate Sales Account Manager Trainee

Full Job Description

The New Graduate 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.

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 a sales training program
• Develop and maintain positive work habits that are conducive to sales and profitability growth Observe 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 principles 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

Are you a MATCH?

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 essential duties.

Required Education:

Bachelor’s Degree in Business or a related field is required.

Required Length & Type of Experience:

Prior outside sales/service experience is a plus

• Knowledge of industrial and specialty gases, and industrial gas/welding supply sales a plus.
• Working knowledge of SAP is 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 systems and wireless, hand-held scanning devices.
• Self-starter; self-motivated, operates with a sense of urgency; and 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.
• Frequent local travel (75% of work time).
• Minimal overnight travel.
• Must have reliable, appropriate transportation.
• The job requires visitation of customer sites, which have varying environments/conditions, layouts, and accessibility.