ACCOUNT TRAINEE
COMPANY & POSITION OVERVIEW:
Airgas is one of the nation's leading suppliers of industrial, medical and specialty gases,
and hardgoods, such as welding equipment and related products. Airgas is a leading
U.S. producer of atmospheric gases with 16 air separation plants, a leading producer of
carbon dioxide, dry ice, and nitrous oxide, one of the largest U.S. suppliers of safety
products, and a leading U.S. supplier of refrigerants, ammonia products, and process
chemicals. We have more than 15,000 associates working in approximately 1,100
locations nationwide. Airgas is a company of hard-working men and women dedicated
to helping our customers succeed. When a challenge arises, we provide the right
solutions, leveraging our many years of industry process expertise and our extensive
gases, welding, and safety products offering. As a leader in the industry, we are
positioned for growth and the Account Manager is a role that has full responsibility for
the management and profitable growth of Airgas’ business within an assigned sales
territory.
As a qualification for this position, the Account Trainee will be placed in, and must
successfully complete, a comprehensive training program that will give them a working
knowledge of our industry, our customers and our organization. In addition, this program
is designed around sales-oriented and professional development training to ensure that,
once completed, the Account Trainee will be able to meet the demanding challenges of
this position. Upon completion, the candidate will be required to meet and exceed both
corporate and regional objectives for sales growth, profitability growth, and A/R
management within the assigned territory. The candidate will need to have the ability to
sell all Airgas products to his/her customer base.
ESSENTIAL JOB FUNCTIONS:
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Attend and successfully complete all training modules provided by Airgas in the
development role
Travels throughout assigned territory to call on regular and prospective
customers
Develop and execute plans to maintain and grow the existing customer base.
Actively review and manage existing customer Accounts Receivable balances to
help minimize Airgas working capital investment and financial risk
Establish and maintain clear and consistent lines of communication with internal
departments relative to customer successes, customer failures, new customer
developments and other customer specific information
Develop and execute plans to improve Airgas market share within the assigned
sales territory.
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Prepare and deliver effective sales presentations and proposals to prospective
customers.
Qualify and pursue sales leads from other parts of the Airgas organization
Keep local, regional and national Airgas management informed of territory
performance, personal performance and market trends through:
Development and submission of an annual sales plan for the assigned territory
Regular and on time submission of required sales and activity reports, including
itineraries, call reports, “Hot” prospect lists, account wins and losses and other
information as required
Maintains a leadership role in the organization through open and honest
communication with all Airgas associates
Develop and maintain positive work habits that are conducive to sales and
profitability growth
Maintains focus on safety in the workplace by complying with company safety
procedures and practices
SECONDARY JOB FUNCTIONS:
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Work closely with local Branch Managers to assist in promoting sales and
customer management through retail store locations within assigned
geographical area
Assisting customers in their compliance and training with industry safety
standards relating to the products and services that Airgas delivers
Execute other tasks as assigned by sales management or executive
management
Ability to work independently and under pressure to meet deadlines
KNOWLEDGE, SKILLS AND ABILITIES:
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Bachelor’s degree preferred, combination of college training and experience will
be considered
Technical training in welding, gases preferred, technical background in related
industries is preferred
Demonstrated ability to effectively network and negotiate up through Executive
levels
Ability to close new business
Strong selling skills
Strong oral and written communication skills
Good organizational, time and territory management skills are required
Goal oriented and self-motivated
Strong leadership skills
Proficient computer skills, especially in Microsoft Word, Excel and PowerPoint
Astute analytical skills
Professional negotiation skills
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Knowledge and understanding of financial accounting terms and principals
including Gross Margin, Gross Margin %, Operating Income, Return On
Investment (ROI), Internal Rate of Return, Profit & Loss Statement, Balance
Sheet, Cash Flow Statement
Some understanding of contracts is preferred
Ability to lead and function within team environments
Must possess and maintain a valid driver’s license and personal vehicle with
insurance coverage per the Airgas Automobile Allowance Insurance Coverage
Policy
The duties listed above are intended only as illustrations of the various types of work
that may be performed. The omission of specific statements of duties does not exclude
them from the position if the work is similar, related or a logical assignment to the
position.
PHYSICAL DEMANDS:
The physical demands described here are representative of those that must be met by
an employee to successfully perform the essential functions of this job. Reasonable
accommodations may be made to enable individuals with disabilities to perform the
essential functions.
While performing the duties of this job, the employee is regularly required to use hands
and fingers to handle, feel or operate objects, tools or controls, and reach with hands
and arms. The employee frequently is required to stand, talk and hear. The employee is
occasionally required to walk; sit; climb, balance, stoop, kneel, crouch, crawl, and smell.
Specific vision abilities required by this job include close vision, distance vision, color
vision, peripheral vision, depth perception, and the ability to adjust focus
 Ability to occasionally lift 25 to 75 lb.
 Occasional bending, stooping, crouching, reaching, grasping, feeling and repetitive
motion required.
 Ability to perform work doing occasional climbing, balancing, kneeling, pushing,
pulling, and finger activities.
 Must be able to occasionally work outdoors in temperatures ranging from -10 to over
100 degrees.
 Talk to and hear customers/co-workers as well as smell/hear leaking gas from
cylinders.
(The above job functions are illustrative of the duties and responsibilities associated
with this position and are not intended to be all inclusive. Employee may perform other
related duties to meet the ongoing needs of the organization.)