Regional Director - New Business Development

Overview

R Regional Director - New Business Development (Open)

Location:

Tampa, FL - West - Management - Regional Office

Airgas is hiring for a Regional Director - New Business Development in Tampa, Florida. Base pay plus commission, monthly auto allowance, frequent local travel (75% of work time), minimal overnight travel, and 5 direct reports. Job requires visitation of customer sites, which have varying environments/conditions, layouts, and accessibility.

Comprehensive Family Benefits:
Airgas offers a full benefits package designed to support your whole life, including Medical, Dental, Vision, Life, AD&D, and Disability Insurance. Support for Parents: 14-week paid childbirth benefit. Future Security: 401(k) Retirement Plan with company match, Tuition Assistance, Paid Holidays, Vacation, and Sick time. Early Access:
Benefits start after 30 days of employment.

• Regional Director of New Business Development (RDNBD) role focused on institutionalizing new business acquisition and driving acquisition ROI and pipeline velocity.
• Manage tactical sales execution to allow Area Vice Presidents to focus on P&L health while shielding New Business Developers from operational fire-fighting.
• Enforce rigorous prospect bucketing and ensure 120–180 day account hand-offs to Account Managers; meet aggressive growth targets.
• Guide the NBD team with focus on pipeline velocity and acquisition; contribute to tactical sales management.
• Conduct consistent weekly rhythm with AVPs to advance action and align growth targets.
• Standardize pipeline protocols, including bucketing prospects (A, B, C,
  
  D) based on signing timelines (30–180+ days).
• Facilitate NBD hand-off of signed accounts to AMs between 120–180 days; review/adjust process as needed.
• Advocate for NBDs to remain unencumbered by operational firefighting by protecting boundaries and removing obstacles.
• Develop and execute sales plans to pioneer new customer relationships and optimize sales growth.
• Identify and connect with key customer stakeholders to achieve profitable sales growth by signing new accounts and nurturing existing ones.
• Qualify and pursue new sales leads in both existing and new customers, primarily targeting new Airgas customers for sustainable growth.
• Collaborate with available resources to achieve growth objectives; maintain clear communication with internal departments about new customer developments.
• Differentiate Airgas channels (Outside-Sales, Total Access, eBusiness) and select the most effective channel for customers.
• Reconcile and finalize PSAs; monitor pricing, products, delivery schedules, and marketing strategies.
• Engage with AVP through required reports (daily calls, weekly plans, monthly/quarterly/annual territory analyses, customer updates).
• Review and manage existing customer Accounts Receivable balances to minimize working capital risk.
• Other duties as assigned.

• 5–10 years of outside B2B sales experience with solution-selling and building a profitable book of business within a defined territory.
• Direct experience in business development and nurturing a sustainable customer base.
• Reliable transportation, valid driver’s license, and minimum liability insurance as required by state.
• Knowledge of customer segmentation and ability to target high-value customers.
• Capability to guide customer interactions with industry insights linked to Airgas value proposition.
• Demonstrated success using knowledge of customer business, macro/micro trends, and new opportunities.
• Understanding of customer buying processes and ability to facilitate purchase decisions.
• Data-informed decision making; ability to assess impact of status quo vs. competitor solutions.
• Excellent organizational, written and verbal communication, listening, and presentation skills.
• Proactive, goal-oriented, and able to contribute in self-directed settings.
• Strong analytical and planning skills; ability to resolve complex challenges in non-standard situations.
• Proven track record of achieving financial goals.

• Familiarity with industrial and specialty gases, welding supply sales, and safety products is a plus.
• Experience using…