Outside Sales Account Manager at Airbase

White River Junction, Vermont, United States

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$65,000 – $80,000Compensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Industrial Gases, RetailIndustries

Requirements

Bachelor’s degree in a science, business or related field required (in lieu of degree, up to 4 years of additional related experience may be accepted)
Minimum of 3 years of prior outside business-to-business sales experience, including proven success in solution-selling concepts and managing customers in a defined sales territory
Familiarity with industrial and specialty gases, industrial gas/welding supply sales a plus
Knowledge of customer segmentation and ability to prioritize high-value customers
Proven success using a consultative sales approach to provide multiple layers of value and establish mixed sales solutions/products
Proven success leveraging deep knowledge of customer’s business, macro- and microeconomic trends, industry trends, and new business opportunities
Working knowledge of SAP a plus
Excellent organizational, written, oral communication, listening, and presentation skills
Strong PC skills (Windows, Word, Excel, email) and ability to use PC-based order entry system and wireless handheld scanning device
Self-starter, self-motivated, operates with urgency, and succeeds independently
Strong organizational, analytical, and planning skills
Ability to solve practical problems and deal with a variety of concrete variables where limited standardization exists
Reliable transportation, current driver’s license, and minimum liability insurance as required by state of vehicle registration
Ability to remain stationary for extended periods, including sitting in an automobile

Responsibilities

Manage the sales process and drive profitable sales growth within an assigned sales territory to existing and new Airgas customers
Meet and exceed corporate and regional objectives for profitable sales growth, A/R management, and customer retention
Develop and execute sales plans using Airgas’s sales directives and guidelines to service existing accounts, obtain orders, and establish new accounts
Qualify and pursue sales leads
Cultivate customer relationships by developing deep knowledge of the customer’s business and establishing a consultative relationship
Engage customers by linking their business priorities to the Airgas value proposition
Prepare sales proposals by quoting pricing, establishing credit terms, and estimated delivery dates based on Airgas’s production/delivery schedules
Keep current with industry insights, Airgas product mixes, monitor competition (pricing, products, new products, delivery schedules, merchandising techniques)
Partner with internal resources to accomplish growth objectives and maintain clear communication on customer successes, opportunities, new developments, and other customer-specific information
Maintain and submit sales reports (daily call reports, weekly work plans, monthly/annual territory analyses) as required by District Manager through SAP
Actively review and manage existing customer Accounts Receivable balances to minimize Airgas working capital investment and financial risk
Frequent local travel (75% of work time); minimal overnight travel
Other duties as assigned

Skills

Key technologies and capabilities for this role

sales process managementterritory managementcustomer relationship managementsales planninglead qualificationpricing proposalsindustry insightscompetitive analysisA/R managementsales reporting

Questions & Answers

Common questions about this position

What is the salary range for the Outside Sales Account Manager position?

The salary range is $65-80K.

Is this role remote or does it require travel?

The role is based in White River Junction, VT at a retail shop and involves frequent local travel (75% of work time) with minimal overnight travel.

What skills and experience are required for this position?

A Bachelor’s degree in science, business, or related field (or equivalent experience) and a minimum of 3 years of prior outside B2B sales experience with proven success in solution-selling and territory management are required. Familiarity with industrial and specialty gases is a plus, along with knowledge of customer segmentation and consultative sales approaches.

What does the sales process involve in this role?

The role involves developing and executing sales plans, qualifying leads, cultivating customer relationships through consultative approaches, preparing proposals, monitoring competition, partnering with internal teams, and managing sales reports and A/R balances.

What makes a strong candidate for this Outside Sales Account Manager role?

Strong candidates have a Bachelor’s degree or equivalent experience, 3+ years of B2B outside sales success in solution-selling and territory management, and ideally familiarity with industrial gases, plus skills in consultative selling and customer prioritization.

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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