Business Development Manager

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Job description

Business Development Manager

• Remote/Work anywhere in the US
• Travel across the United States, with potential support to Mexico and Canada - Travel is 50% or more at times

How will you CONTRIBUTE and GROW?The Business Development Manager is responsible for managing the strategy and offers for assigned offerings and segments within the US. This position will lead cross-functional marketing, ALTEC (engineering), IM WBL (global business leads) and sales teams to drive Airgas growth with new market appropriate offerings and identification and capture of new opportunities across an identified group of customers and/or segments. Success will require strategic client and third party relationship development and market insight. Position location will depend on candidate skill sets with preference to proximity to Conshohocken, PA or Cleveland, OH.In particular, you will:

• Outline opportunities into projects for prioritization.
• Select and gain acceptance of Subject Matter Experts (SME) - both Airgas and external.
• With Region/Business Unite sales teams, lead conversations with customer teams including senior leadership, technical leads, operations, and procurement to validate customer value.
• With R&D, IM WBL, and ALTEC develop Airgas technical roadmap and competencies.
• Develop relevant industry insights for Airgas.
• Determine Airgas "fit" of offer, including Product offer, Sales competency, and Connection or ease to develop connection.
• With support from Marketing estimate Airgas opportunity across the offer/segments.
• Develop Airgas offer:
  • Highlighting Airgas unique factors.
  • Value from customer perspective.
  • Translate potential value to Airgas.
  • Ensure includes full Airgas offer (Regions, BUs, Spec Gas, others)
• Consider Strategic Approaches
  • Acquisition of products, access to markets.
  • 3rd Party Cooperation.
• Determine "Go to market approach" including channel, lead generation, training, and sales tools.
• Collaborate with Airgas National and Region sales and marketing teams to develop and establish training, identify sales targets, assign key deliverables and communicate expectations and progress updates throughout the Airgas group.
• Ensure a clear understanding of offering and segment/customer group demands and volume projections within the organization.
• Collaborate with project cross-functions to identify risks and develop contingency plans.
• Lead regularly scheduled program reviews and communication to the leadership team.
• Facilitate team decision-making, identify and escalate issues, when appropriate.
• Identify new Airgas opportunities across the market.
• In assigned market areas develop relevant customer/market insights and contacts to provide window into opportunities in that segment.
• Attend/actively participate in relevant industry associations and relevant internal team meetings (in person and virtual)
• Attain cross functional contacts in leading/strategic companies in market.

COMPETENCIES:

• Strong coaching competence with an ability to influence others.
• Ability to lead and motivate others to action.
• Ability to work independently and as an active member and leader of a team is essential.
• Excellent problem solving skills and comfortable managing ambiguity.
• Strong communication & presentations skills, comfort presenting to senior level executives, customers, and broadly across Airgas organization.
• Customer focus and ability to understand concepts from customer perspective and valuation. Critical that offerings are evaluated from both Airgas and target customer perspectives.
• Sales results driven, attention to detail, process-oriented.
• Ability to multitask.
• Strong analytical skills.
• Strong sales, project management and organizational skills.
• Ability to address delicate situations and effectively manage conflict to maximize project team progress (collaboration skills)
• Willingness to continually embrace personal and professional development.
• Ability to travel throughout the US based on business needs
• Ability to lead cross functional teams remotely through webinars, emails, video conferencing and knowing when a face-to-face meeting is necessary.

Deliverables

• Business Development Project Plans
• Commitment of Airgas stakeholders and sponsor
• Attainment of identified Airgas opportunity
  • Revenue
  • Margin/EBITDA
  • Timeline

Qualifications:

Are you a MATCH?

• A Bachelor's Degree is required, engineering, science or business preferred.
• 1+ year of experience within the industrial gas industry or similar.
• 3+ years of hands-on experience in Business Development desired. Specific experience in service industries or industrial gases business desired.
• Must have experience driving sales, managing projects related to the support of customer attainment.
• The ideal candidate has experience researching market trends, targeting relationships and using proven methods to develop our business strategy.
• Travel across the United States, with potential support to Mexico and Canada
  • Travel is 50% or more at times.
• Must be proficient in the Google productivity suite or equivalent.
  • Ideal candidate has experience in communicating to diverse sales teams remotely through video call, email, and microsite development.

About AirgasAirgas, 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.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 Health. Air Liquide is present in 78 countries with approximately 64,500 associates globally.Join us for a stimulating experience: you'll find a world of learning and development opportunities where inventiveness is at the heart of what we do, in an open, collaborative and respectful environment.Your differences enhance our performanceAt 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.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.

EOE AA M/F/Vet/DisabilityQualified applicants will receive consideration for employment without regard to their race, color, religion, national origin, sex, sexual orientation, gender identity, protected veteran status, or disability