Senior Account Representative at Air Products

California, Kentucky, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Manufacturing, Food Packaging, Chemicals, Laboratories, Aerospace, Semiconductor, Oil and GasIndustries

Requirements

College degree required, preferably in business or engineering (or 7 years of equivalent experience in lieu of degree)
3-4 years of successfully demonstrated sales experience and portfolio management
High level of integrity and work ethic
Self-motivated with a positive demeanor
Strong understanding of business risks and opportunities
Experience in portfolio management and contract negotiations
Effective verbal and written communication skills; comfortable presenting at an executive level
Ability to lead all facets of the sales process, including prospecting, preparing/presenting proposals and contracts, and negotiating
Must live within the San Francisco Bay Area (residence-based position)

Responsibilities

Manage existing customer accounts, including relationships, value creation, wallet share growth, and profit management
Develop new business by selling industrial gas products, equipment, and services to new and competitive prospects
Cover territory (Napa/Sonoma Counties, north/northeast of Bay Area, portions of Silicon Valley); mostly local with some overnight travel
Emphasize prospecting with high call activity and prompt direct marketing follow-up
Establish a network of referrals to grow opportunity pipeline
Utilize contracts and relationships to maximize EBITDA margin expansion; understand contractual language
Build and maintain relationships with prospects and customers
Utilize P&L and maintain CRM tools
Partner with key stakeholders (Inside Sales, Strategic Account Managers, Business Managers, Commercial Director, Commercial Technology, Asset Management, Onsite Business Development, Engineering, Logistics, Marketing, Operations)
Follow industry trends related to products and services in the territory
Support Air Products’ marketing efforts, such as seminars and trade show demonstrations

Skills

Key technologies and capabilities for this role

SalesAccount ManagementTerritory ManagementIndustrial GasesB2B Sales

Questions & Answers

Common questions about this position

What benefits are offered for this position?

Air Products offers affordable medical, dental, and vision insurance starting day 1, 401k with company match, paid vacation, holidays, sick time, paid parental leave up to 8 weeks, and many more supplemental benefits including EAP and life insurance.

Is this a remote position, or is there a location requirement?

This is a residence-based position, and the successful candidate must live within the San Francisco Bay Area.

What skills are required for the Senior Account Representative role?

Required skills include 3-4 years of sales experience and portfolio management, high integrity and work ethic, self-motivation, understanding of business risks, portfolio management and contract negotiations, effective communication, and ability to lead the full sales process including prospecting, proposals, and negotiating.

What is the company culture like at Air Products?

Air Products fosters a culture of inclusion where every voice is heard, and everyone feels they belong and matter.

What experience makes a strong candidate for this role?

Candidates with 3-4 years of demonstrated sales experience, portfolio management, contract negotiations, strong prospecting skills, and the ability to manage customer relationships and drive new business development in industrial gases will stand out.