To generate hardgoods material sales, specifically safety and related products, growth through proactive pursuit of customers primarily through the telephone. This growth will be achieved through maintaining and growing existing customer sales volume, and the pursuit of prospective customers to gain new account / new category business. The Inside Safety Specialist will grow the business to achieve title promotion levels through maintaining activity that generates and grows gross margin up to $1500 per day on products assigned to specific product categories illustrated under separate cover.
Essential Duties and Responsibilities:
The Inside Safety Specialist will drive sales growth, customer retention and new customer attainment by managing a portfolio of customers and prospects that comprises the Associate’s “Territory”. Business will be gained through effective negotiation; building of mutually beneficial customer relationships; and proactive pursuit via the telephone. Requirements of the position include, but are not limited to:
- Associates must hold safety as the utmost priority.
- Follow all Company policies and procedures, of particular importance are the items assigned annually through Airgas University, detailing specific rules around Safety, IT Security, Antitrust - Global Competition Principles and Practices, Avoiding Fraud, etc.
- Make proactive telephone calls to stay connected with existing customers and pursue new account prospect opportunities. Proactivity in the form of outbound sales calls, is expected to support the achievement of the key gross margin growth goal. Manage your portfolio effectively by speaking with customers in regular intervals.
- Receive inbound phone calls from your customers, or any other customer, and provide courteous professional service to ensure a high-quality customer experience.
- Manage call path control through effective negotiation of fair pricing that protects Airgas profitability.
- Attend all training sessions required as deemed appropriate by Management.
- Use the company’s enterprise resource planning system, SAP, to document sales quotes and orders. Follow all procedures as defined by the training team.
- Accommodate customer returns and credits as necessary. Work with the Credit Department to ensure customer accounts are kept up to date so that payment due reflects accurately.
- Use the company’s CRM system, Salesforce.com as a sales planning tool. This includes logging accurate contact information for each customer, capturing customer information such as the industry they serve, employee count, go to market strategy, etc. Use the opportunity object to manage the key focus of sales strategy growth on each customer. Aggregated opportunities should total well beyond daily goal to ensure a strong sales pipeline. Document cases that
- illustrate where business is at risk, or has been lost.
- Use marketing tools such as airgas.com; digital and printed material to enhance customer relationships.
- Work with Sales Management to enhance call technique through self-monitoring. Strategize on budgeting and territory planning.
- Assist with training or mentoring peers upon request.
- Be an engaged participant in Team and Departmental Meetings.
- Perform all other position related duties as assigned.
EDUCATION AND EXPERIENCE:
- High School Diploma or GED equivalent required
- Prior sales experience/customer service at Airgas
- Strong self-motivation
- Ability to interact well with others
- Able to work well as a member of a team
- Excellent communication and negotiation skills
- Ability to work independently and under pressure to meet deadlines
- Occasional travel required; Account Executive level estimated 10% travel
- College degree preferred
- Industrial distribution or knowledge of PPE preferred, QSSP certified a plus!
