Director of New Business Development

The Director of New Business Development is a specialized leadership role dedicated to institutionalizing new business acquisition. By shifting from generalized management to a vertical sales architecture, this Director drives acquisition ROI and ensures pipeline velocity.

The Director manages tactical sales execution, allowing Area Vice Presidents to focus on P&L health while shielding New Business Developers from operational "fire-fighting." Key responsibilities include enforcing rigorous prospect "bucketing," ensuring 120–180 day account hand-offs to Account Managers, and meeting aggressive growth targets without exception

• Guide the sales team with a specific focus on pipeline velocity and acquisition, serving as a key contributor to tactical sales management.


• Conduct a consistent, high-impact weekly rhythm with AVPs to advance collaborative action and facilitate alignment on growth targets.


• Standardize specific pipeline protocols, including the “bucketing” of prospects (A, B, C, D accounts) based on signing timelines (30 to 180+ days).


• Facilitate the NBD hand-off of signed accounts to AMs between 120-180 days to maintain prospecting momentum and review/approve any adjustments to the process.


• Advocate for NBDs to remain “unencumbered” by operational fire-fighting (i.e. covering branch absences, resolving service errors, etc.) by protecting boundaries and removing all obstacles.


• Ensure new sales growth targets are met as a core priority.


• Develop and execute sales plans utilizing Airgas’ sales directives and guidelines in order to pioneer new customer relationships to optimize sales growth.


• Identify and connect with key customer stakeholders at all levels within targeted customers to achieve profitable sales growth by signing new customer business accounts.


• Identify and connect with key customer stakeholders at all levels within targeted customers when nurturing sales growth within existing accounts.


• Qualify and pursue new sales leads in both existing and new customers but primarily target new Airgas customers to achieve sustainable growth.


• Collaborate with all available resources to accomplish growth objectives. Qualify and pursue new sales leads in both existing and new customers but primarily target new Airgas customers to achieve sustainable and thriving business growth.


• Establishes and maintains clear and consistent lines of communication with internal departments relative to new customer developments, customer successes, customer opportunities and other customer-specific information related to sales execution.


• Able to distinguish among the Airgas Channels (e.g., Outside-Sales, Total Access, eBusiness) available to serve our customers and demonstrate the ability to identify the most effective channel to serve the customer based upon their needs.


• Reaches sales agreements and finalizes signings of PSAs.


• Keeps current with industry insights, current Airgas product offerings, monitors the market by gathering current relevant marketplace information on pricing, products, delivery schedules, and marketing strategies.


• Interacts with Area Vice President (AVP) through maintenance and submission of required reports (e.g. daily call reports, weekly work plans, and monthly, quarterly and annual territory analyses, customer updates; etc.).


• Actively reviews and partners in the management of existing customer Accounts Receivable balances to help minimize Airgas working capital investment and financial risk.


• Other duties as assigned.

Required Qualifications:

• We are looking for 5-10 years of outside business-to-business sales experience, including a demonstrated history in solution-selling concepts and adding value to new customers throughout a defined sales territory.


• Prior direct business development sales experience building and nurturing a sustainable and profitable book of business.


• Ideally, you possess reliable, appropriate transportation, a current driver’s license, and minimum liability insurance as required by the state of vehicle registration.


• Knowledge of customer segmentation and the ability to prioritize and support the targeting of customers delivering the highest value to Airgas.


• Job requires visitation of customer sites, which have varying environments/conditions, layouts, and accessibility.


• Capability to guide customer interactions with industry insights versus listing Airgas capabilities, and the ability to engage the customer by linking their business priorities to the Airgas value proposition.


• Demonstrated success in utilizing a deep knowledge of a customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities.


• Demonstrates an understanding of the customer’s buying process and can proactively facilitate the purchase decision.


• Able to make data-informed decisions to frame next steps with customers. Qualifies and understands the impact of maintaining the status quo or pursuing competitor solutions.


• Excellent organizational, written and oral communication, listening, and presentation skills are essential.


• Proactive and goal-oriented; ability to contribute to team success while working effectively in a self-directed environment.


• Thoughtful analytical and planning skills.


• Ability to resolve complex challenges and navigate a variety of concrete variables in situations where only limited standardization exists.


• Demonstrate the ability to consistently reach assigned financial goals.

Preferred Qualifications:

• Familiarity with industrial and specialty gases, industrial gas / welding supply sales, and safety supplies is a plus.


• Experience using a Smartphone and/or Tablet and its functionality to enhance productivity and connection with our customers. Strong PC skills (e.g., Google applications including Gmail, Sheets, Docs and Slides; or MS Office applications including Word, Excel, PowerPoint and Outlook) with the ability to acclimate to a PC-based order entry system and wireless, handheld scanning device.