Director of Commercial Business Development - Steel and Nonferrous Segments at Airbase

Radnor Twp, Pennsylvania, United States

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$160,000 – $190,000Compensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Steel, Nonferrous MetalsIndustries

Requirements

Bachelor's Degree required (engineering or science preferred)
Strong understanding of the steel industry
Hunter mentality and ability to drive long sales-cycle opportunities

Responsibilities

Manage the strategy and offers for the steel and nonferrous segments within the Continental US and Canada
Lead cross-functional teams including ALTEC & Business Development (engineering), R&D, Industrial Merchant World Business Line (IM WBL) (global business leads), marketing, and sales to drive Airgas growth in the developing US steel and nonferrous markets
Identify steel and nonferrous market opportunities, focusing on industrial growth investments (e.g., argon strategy), collaborating with Subject Matter Experts (SMEs) from Airgas and external sources, and developing relevant industry insights on the broader steel ecosystem (tonnage, onsite, merchant, and other products)
Drive On-site teams and Regional sales teams, lead conversations with customer teams (including senior leadership), provide direct strategic customer oversight, and engage corporate technical/environmental leads, operations, and procurement to validate opportunities and value creation aligned with customer ambitions; ensure understanding of offering demands and volume projections
Develop the Airgas offer for steel and nonferrous, highlighting unique customer value factors, translating potential value to Airgas using the full portfolio (Regions, BUs, Onsite, Hardgoods/Safety, Spec Gas, others) and AL entities (LI, E&C, ALAM), manage marketing resources, and approve offerings within the broader ecosystem
With the Steel and Nonferrous Commercial Lead, determine the "Go to market approach" including channel, lead generation, training, and sales tools; direct resource teams, and consider strategic approaches like product acquisitions, market access, 3rd Party Cooperation (vendors, engineering companies), and investments with ALIAD to maximize share in reshoring
With R&D, WBL, Steel and Nonferrous Commercial Lead, and ALTEC, develop Airgas’ technical roadmap and competencies; recommend and participate in selecting Airgas Cluster projects; collaborate with project cross-functions to identify risks and develop contingency plans; lead program reviews and communication to Airgas leadership
Develop strategic client and third-party relationships, provide Airgas/Air Liquide strategic stakeholder leadership, demonstrate comprehensive ecosystem thought leadership, ensure exceptional communication across stakeholders, and apply deep technical and market insight

Skills

Business Development

Steel Industry

Nonferrous Metals

Sales Leadership

Strategic Planning

Market Analysis

Cross-functional Leadership

Stakeholder Management

Relationship Development

Technical Insight

Hunter Sales

Long Sales Cycles

Airbase

Spend management and AP automation platform

About Airbase

Airbase offers a spend management platform that helps businesses manage their financial operations more effectively. The platform includes services such as guided procurement, accounts payable automation, expense management, and corporate card management. These features allow companies to control their spending, streamline procurement processes, and automate accounts payable tasks. Airbase's software is designed to be user-friendly, providing visibility and control over spending for clients ranging from small businesses to large corporations. Unlike many competitors, Airbase also fosters a community for finance professionals through its Slack group, Off the Ledger, where users can share insights and ask questions. The goal of Airbase is to provide businesses with the tools they need to manage their finances efficiently and ensure compliance globally.

San Francisco, CaliforniaHeadquarters

2017Year Founded

$88MTotal Funding

ACQUISITIONCompany Stage

Enterprise Software, FintechIndustries

201-500Employees

Risks

Competition from Amazon Business could threaten Airbase's market share in spend management.

Paylocity's acquisition may disrupt existing client relationships or service offerings.

Rapid AI integration may face adoption challenges, impacting customer satisfaction.

Differentiation

Airbase offers a comprehensive spend management platform with AP automation and corporate card management.

The platform provides real-time insights into spending, enhancing decision-making for mid-market firms.

Airbase's partnership with Sardine enhances fraud prevention, increasing platform security and client trust.

Upsides

AI-powered Touchless AP reduces manual processing time, boosting efficiency and cost savings.

Paylocity's acquisition could expand Airbase's resources and accelerate growth and innovation.

New spend analytics and vendor management features offer better financial control for clients.

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