Vice President National Accounts for Materials, Power, Energy & Chemicals

Location:

At Airgas, we are committed to building a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.

Recruiter: Dale Grau/ Dale.Grau@Airgas.com/ 216-527-2993 CALL/TEXT

The Vice President National Accounts for Materials and Power & Energy & Chemicals is responsible for managing for growth a select portfolio of Airgas National Strategic Accounts. While managing these accounts the DOSSA's primary focus is networking the Airgas Sales, Technical and Administrative teams with the customer's internal network, establishing a mutually beneficial relationship and positioning Airgas to deliver profitable growth & market share gains within the targeted Customer. The position will focus on driving a value solution for accounts in the portfolio and the successful candidate will represent all of the company's (Airgas & Air Liquide) portfolio of products and service while providing internal alignment with Divisional & Regional management, local Sales associates and resources as well as Corporate and other specialist resources to meet and exceed Airgas's customer-centric expectations.

Safety:

• Promote Safety at all times throughout the company through Safety Leadership and lead by example.

Strategy & Planning:

• Networking:

• Design, buildout and execute a written Networking plan.

• Develop and grow the Airgas corporate relationship and brand with the select list of clients represented.

• Effectively use Airgas Executive sponsorship, Establish strong networks between the organizations in the following areas. Safety, Technical, Sales and Administration.. strong contract negotiation skills and by leading regional customer facing teams in the articulation and delivery of the segment value proposition

• Account Plans

• Developing actionable account plans specific to each account managed.

• Develop and execute upon forward-looking growth strategies for Strategic Account

• Reviewing the Plan with the account to obtain a consensus with the Customer and the Airgas Organization.

• Monitor and Implement the account Plan as designed, modifying the plan as required to stay current.

• Effectively implement pricing actions and promoting an optimal cost to serve position across client operations

• Advance, coordinate and implement strategies to yield higher than average market growth initiatives

• Collaborate with Regions to ensure proper support in the execution of the plans designed for the customer.

Communication:

• Plan and Collaborate closely with Supply chain, ALTEC &/or National Advanced Fabrication team to identify areas of customer value creation and shift focus from product price to process savings

• Ensure that the sales team is following the proper lines of communication with all areas of the organization.

• Effectively utilize Airgas's CRM platform (Salesforce.com)

Customers:

• Develop, expand and maintain key relationships

• Negotiate agreements

• As required, assist regions in all customer facing situations, e.g. contracts, problem resolution, strategic planning, etc.

Administrative:

• Work with the SABM team to ensure proper workflow

• When appropriate, assist the Regions in all customer facing situations, e.g. contracts, problem resolution, strategic planning, etc.

• Participate in regularly scheduled administrative calls

• Ensure a smooth working Process with all administrative functions

Salesforce.com:

• Promote and exemplify Sales Force Effectiveness behaviors in communication and Opportunity development.

• Engage the Regional teams through the proper use of SFDC

• Monitor activities of portfolio through the use of SFDC

• Monitor and manage Sales Pipeline through SFDC

Technical & Marketing Collaboration:

• Collaborate closely with the appropriate technical team's (National Advanced Fabrication, ALTEC, Commercial Engagement Mgr., Marketing teams) to identify areas of customer value creation and shift focus from product price to process savings.

• Stay abreast of current market trends relating to customer's markets.

Special Projects:

• Work with Airgas affiliated groups and subsidiaries to identify and expand upon Air Liquide-wide opportunities.

  • Groups to work with but not limited to; Advanced Fabrication Team, Safety ALTEC, other Industry segments, Red-D-Arc, Airgas On-Site Safety Services, AL Large Industries and other AL entities.

• Develop and maintain key relationships with counterparts in the Airgas National and regional strategic accounts organization

• Plan and Collaborate closely with Supply chain, ALTEC &/or National Advanced Fabrication team to identify areas of customer value creation and shift focus from product price to process savings

• Document and gain customer agreement over cost savings and value creation based on spend optimization, productivity gains and identified process improvements

• Provide dotted line mentoring and leadership to regional and local sales teams

Required Qualifications:

• 7-9 years of professional sales experience with demonstrated superior performance and proficient with full breadth of Airgas products/services

• Executive sales professional, effective and capable in situations ranging from the corporate office to the production floor

• Track record of demonstrated performance and achievement

• Strong influencing and teamwork skills

• Experience dealing with customers' contract language and exceptional ability to negotiate and close significant contracts incorporating standard Airgas language

• Experience with and understanding of Airgas business: branch and basic operations, sales, asset/capital management; product lines and sales channels

• Knowledgeable in customer's business and markets and able to adapt Airgas value proposition to unique customer circumstances

• Promotes collaboration, coordination, and teamwork across organizational boundaries

• Drive for Results: Bottom-line oriented; steadfastly pushes self and others for results; able to stand ground as is resilient in the face of challenging customer situations

• Organizational Agility: Achieve results through formal channels as well as the informal network.

• Effective Communicator: Ensures a smooth flow of information between self and others, at times in a virtual/remote setting, through clear speaking and writing, encouragement of open expression of ideas, and effective listening

Preferred Qualifications:

• Bachelor's degree desired (Business or Engineering)

• Ability to manage through organizational tension, sustains results and relationships and delegates tasks effectively

• Adept at time management and prioritization

• Strong presentation skills and financial acumen

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Benefits

We care about and support all Airgas associates. This is evident not only through our competitive compensation but also through a comprehensive benefits package that includes medical, dental, and vision plans, vacation, sick time, floating holidays, and paid holidays for full-time employees.

We provide a progressive parental leave package for our eligible Airgas parents, offering generous paid time off for the birth or placement of children.

Additionally, we offer our employees a 401k plan with company matching funds, tuition reimbursement, discounted college tuition for employees' dependents, and an Airgas Scholarship Program.

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Your DIFFERENCES enhance our PERFORMANCE

At Airgas, we are committed to building a workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.

We welcome and consider applications from all qualified applicants, regardless of their race, gender, sexual orientation, religion, disability or any other protected characteristic. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world.

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About Airgas

Airgas, an Air Liquide company, is a leading U.S. supplier of industrial, medical and specialty gases, 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. Through the passion and diversity of its 18,000 associates, Airgas fosters a culture of safety, customer success, sustainability and innovation. Airgas associates are empowered to share ideas, take initiative and make decisions.

Airgas is a subsidiary of Air Liquide, a world leader in gases, technologies and services for industry and healthcare. Present in 60 countries with approximately 66,500 employees, Air Liquide serves more than 4 million customers and patients.

Join us for a stimulating experience: At Airgas, you matter and so does the work you do. As a member of our team, you play an important role in the success of your team, making sure our products are created sustainably and delivered safely and efficiently. In turn, you'll find a welcoming workplace where you're valued for who you are and where you can fill your potential while growing a fulfilling career - whatever path you choose.

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Equal Employment Opportunity Information

We are an equal opportunity employer. We welcome all qualified applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.

Airgas, an Air Liquide Company is a Government contractor subject to the Vietnam Era Veterans' Readjustment Assistance Act of 1974 and Section 503 of the Rehabilitation Act of 1973.

Airgas does not discriminate against qualified applicants with disabilities, and is committed to providing reasonable accommodations to the known disabilities of such individuals so as to ensure equal access to benefits and privileges of employment. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us by email at us-accommodationrequest@airgas.com.

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