District Manager - Charleston, SC / Walterboro, SC / Savannah, GA Job at Airgas
R10005683 District Manager - Charleston, SC / Walterboro, SC / Savannah, GA (Open)
The District Manager works safely in compliance with customer specifications, company and regulatory requirements.
Location:
Charleston, SC - FillingSavannah, GA - Filling
How will you CONTRIBUTE and GROW?
Under the leadership of the Area Vice President, the primary function of this job is to manage and direct the sales activities of Account Managers and Branch Managers in the selling of industrial, medical, and specialty gases, and welding and safety supplies, in assigned district for the overall achievement of annual budgets. Serves as liaison between the sales department and other sales-related units. Overall responsibility for the critical issues of branch operations, staffing and profitability.
The District Manager works safely in compliance with customer specifications, company and regulatory requirements.
ESSENTIAL DUTIES AND ACCOUNTABILITIES:
Safety and Regulatory Compliance
- Demonstrates and ensures staff alignment with Airgas Safety Pledge and 12 Live Saving Rules.
- Exemplifies, promotes and develops safe work behaviors. Provides direct coaching to improve associates safety behaviors resulting in an improved safety culture.
- Leads and promotes a strong safety culture, organizes safety meetings, and strictly enforces safety rules. Ensures all applicable regulatory (OSHA, FDA, EPA. DOT) requirements are met and applicable training and recordkeeping is performed to meet departmental and location deadlines.
- Ensures compliance with all Specialty, Medical and Food Gas Standard Operating Procedures and ISO requirements.
Personnel / Personnel Development
- Provides supervision of direct reports in accordance with the organization’s policies, procedures and applicable laws.
- Ensures sufficient sales staffing levels (Inside and Outside Sales); works with the Human Resources Department to develop recruitment, staff development and retention strategies.
- Delegates duties and responsibilities when appropriate for increased business efficiency and staff development.
- Major accountabilities include interviewing, hiring and training associates, planning, assigning and directing work; managing performance; addressing complaints and resolving problems.
- Develops, coaches and assists Account Managers and Branch Managers to achieve the highest safety standards and performance; to achieve their sales budget targets in their assigned areas, and advises branch managers, distributors and vendors concerning sales and advertising techniques.
- Consults with Human Resources to ensure subordinate complaints, disciplinary issues and performance deficiencies are properly discussed and documented in a timely manner, and forwarded to Human Resources to be maintained in the individuals’ personnel files.
Customer Service / Business Development
- Ensures all customers receive quality customer service from sales and branch associates.
- Ensures customer inquiries are promptly and courteously handled, providing follow-up to ensure complete customer satisfaction.
- Ensures customer inquiries related to billing problems, cylinder balances, order status, time of delivery, etc. are promptly and courteously handled; follows up as necessary.
- Develops a thorough understanding of the customer’s need and prepares a timely response to that need by quoting pricing, credit terms, estimated date of delivery to customer based on knowledge of company’s production and delivery schedules and properly using the company software program.
- Penetrates existing customer base with all product lines normally inventoried by the Region.
- Ensures customer complaints are swiftly resolved at the lowest level of the business when possible and escalated as appropriate.
- Maintains knowledge of competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.
- Recommend changes in products, service and policy by evaluating results and competitive developments and having discussions with vendors.
Essential Functions:
- Overall responsibility for area sales, sales growth, budgeting, gross margins, operating expenses, P & L responsibilities, safety, customer service, inventory, equipment, building and vehicles, community relations, accounts receivable and resolution of personnel issues.
Account Managers
- Reviews monthly results via performance calculator with each Account Manager, and coaches for improvement when needed.
- Reviews market analysis to determine customer needs’, volume potential, price schedules and discount rates; works with Area Vice President to develop sales campaigns to accommodate the goals of the company.
- Coordinates sales distribution by working with Area Vice President to establish sales territories, quotas, and goals
- Maintains and upgrades selling skills of self and Account Managers and technical/product knowledge and ensures existing customers are current on new products and processes.
Branch Managers
- Reviews monthly results via performance dashboards with each Branch Manager and coaches for improvement when needed.
- Direct product simplification and standardization to eliminate unprofitable items from branch inventory.
- ensures compliance with all company policies and procedures.
- Assists in store activities to provide effective customer service and company productivity.
- Assist the Branch Manager in hiring, lead, supervise, evaluate, manage, motivate and train employees.
- Assist outside sales representatives in all areas, including but not limited to preparing quotes, maintaining all literature required, providing customer follow-up, and gathering sales leads.
- Prepares market and competitor information, annual sales analysis and forecast for the Area Vice President.
- Prepares annual budget.
- Monitors fiscal performance of the branches as compared to budget.
- Controls branch expenditures and costs.
- Oversees completion of sales-related paperwork (shippers, invoices, cylinder audits, month end reports, etc.) in a timely manner.
- Responsible for maintaining adequate inventory levels.
- Reviews contract price files quarterly.
- Relates gross profit dollars and margins to gross profit requirements and budget.
- Relates actual net income to budget.
- Conforms actual gross profit to guidelines, as evidenced by monthly reports.
- Responsible for appearance, cleanliness and functionality of facilities.
- Meet and/or exceeds Gross Margin budget by servicing existing accounts, obtaining orders, increasing sales volumes
- Maintains existing book of business and establishes new accounts by planning and organizing daily work schedule to call on existing or potential customers/prospects and traveling throughout territory or talking with customers on the sales floor or telephone.
- Compiles list of prospective customers for use as sales leads, based on information from the internet, business directories, trade journals, and other sources.
- Increases knowledge of potential and existing customers by studying the type of product and volume used, depending on the industry or trade factor, displaying or demonstrating product using catalog or samples and emphasizing sellable features. Account Managers must be able to explain the types of gases and uses to customers.
- Prepares sales contracts for orders obtained and submits to appropriate company personnel.
- Checks accounts receivable as to the status of existing account; communicate with credit and contact customers regarding overdue payment if relationship with customer is good.
- Obtains approval from credit department for new accounts.
- Maintains knowledge of competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.
- Recommend changes in products, service and policy by evaluating results and competitive developments and discussions with vendors.
- Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks with other technical people and vendors and participating in professional societies.
- Protects operation of company by keeping financial, production, sales and marketing information and plans confidential.
- Other job duties as may be assigned.
Additional Responsibilities:
- Maintain a professional presence and demeanor that is reflective of a corporate image.
- May perform counter sales in a back-up capacity.
- May assist with store inventory.
- May provide backup during vacations and other instances of personnel shortages.
- Other duties and projects as assigned.
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Are you a MATCH?
QUALIFICATIONS:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
EDUCATION and/or EXPERIENCE:
- Bachelor’s Degree from four-year College or University or equivalent combination of education and experience.
- 5+ years of experience selling medical, specialty or industrial gases and equipment to independent distributors and customers.
- Previous experience in the industrial and/or specialty gas business preferred.
- Related product knowledge is preferred.
Technical Expertise in the following areas strongly desired:
- Negotiating and selling skills required with a proven record of achieving or exceeding assigned sales goals.
Core Behaviors:
- Customer-Service Orientation – Maintains clear communication
- Integrity – Acts on values and beliefs
- Initiative – Acts 1 -2 months ahead
- Flexibility – Must be able to work flexible hours to meet customer needs and management expectations.
- Achievement Motivation – Works to meet others’ standards
- Organizational Commitment – Actively supports organization
- Independence – Ability to work independently and under some pressure to meet deadlines.
- Diversity/Inclusion – Must be able to work with a wide variety of people with different personalities and backgrounds.
- Organization – Develops systems
TRAVEL REQUIREMENTS:
- Frequent (up to 80% of work time);
- Knowledge of corresponding geographical area.
- Driving up to 100 miles/day
COMPUTER SKILLS:
- Strong PC skills
- Basic knowledge of Microsoft Office applications (Word, Excel, PowerPoint, and Outlook)
- Able to save and maintain electronic files.
- Ability to learn and use additional 3rd party software programs to track data.
- Prior experience with SAP order entry software, a definite plus.
COMMUNICATION and/or CRITICAL THINKING SKILLS:
- Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
- Ability to read and comprehend Material Safety Data Sheets (MSDS).
- Ability to write routine business reports and business correspondence in English.
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Your differences enhance our performance
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.
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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