Senior Account Representative
Location
Santa Clara, CA | United States
Job description
Job Description and Qualifications
At Air Products, our purpose is to bring people together to reimagine what’s possible, collaborate and innovate solutions to the world’s most significant energy and environmental sustainability challenges. Grow with us as we embark on building tomorrow together by being the safest, most diverse, and most profitable industrial gas company in the world.
Reimagine What’s Possible Air Products and Chemicals, Inc. is seeking an experienced Sales Account Representative for our manufacturing facilities in the San Francisco Bay Area (California). This position is responsible for selling industrial gases and services produced from our Santa Clara, CA; Sacramento, CA; and Galt, CA operating facilities. Our products include Liquid Nitrogen, Oxygen, Argon, Hydrogen, Helium, and related products. Our applications and equipment support customers in the manufacturing, foods packaging, chemicals, laboratories, aerospace, semiconductor, and oil/gas refining sectors. The territory consists of Napa/Sonoma Counties and points north/northeast of the Bay Area and extends down into portions of Silicon Valley to the south. This is a residence-based position, and the candidate must live within the San Francisco Bay Area.
Primary responsibilities: - Existing Customer Account Management - Managing Customer Relationships, Customer Value Creation, Wallet Share Growth, Profit Management
- New Business Development - Selling suite of industrial gas products, Equipment and Services to amenable Market, including New to Market and Competitive Account Prospects
- Territory coverage is mostly local, but some overnight travel may be required.
Principal accountabilities: - Strong emphasis on prospecting including high rate of call activity and timely Direct Marketing follow-up.
- Establish a network of referrals to develop opportunity pipeline growth.
- Use contracts and relationships to improve EBITDA margin expansion opportunity within customer portfolio. Understanding of contractual language is a must.
- Build and manage relationships with prospects and customers.
- Utilize P&L and maintain CRM tools.
- Partner closely with key stakeholders including Inside Sales, Strategic Account Managers, Business Managers, Commercial Director, Commercial Technology (Central and Field), Asset Management, Onsite Business Development, Engineering, Logistics, Marketing and Operations
Required qualifications: - College degree, preferably in business or engineering, or equivalent experience with strong technical proficiency
- 3-4 years of successfully proven sales experience and portfolio management.
- High level of integrity and work ethic
- Self-motivated and positive demeanor
- Strong understanding of business risks and opportunities
- Portfolio Management and Contracts Negotiations
- Effective verbal and written communication are a must; the candidate should be comfortable presenting at an executive level
- Ability to lead all facets of the sales process
- Valid Drivers License required and a good driving record, safety sensitive role
Preferred qualifications: - Industrial gas experience
- Customer facing Engineering or Operations experience
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Air Products proudly values the skills, dedication, and leadership that veterans bring to the table. As a veteran-friendly organization, we actively encourage and welcome veterans to apply for various roles within our company. We recognize the unique strengths and experiences that veterans contribute, and we foster a workplace that honors your service while providing a platform for professional growth. We are the world’s largest hydrogen producer with over 80 years of industrial gas experience. We are hydrogen experts delivering safe, end-to-end solutions, investing in real, clean energy projects at scale, and driving the industry forward to generate a cleaner future.
At Air Products, we work in an environment where we put safety first, diversity is essential, inclusion is our culture, and each person knows they belong and matter. To learn more, visit About Air Products.
We offer a comprehensive benefits package including paid holidays and vacation, affordable medical, dental, life insurance, retirement plans/401(k), and sick time. You will be eligible for benefits and also be 100% vested in your retirement benefits on your first day of employment.
We are an Equal Opportunity Employer (U.S.). You will receive consideration for employment without regard to race, color, religion, national origin, age, citizenship, gender, marital status, pregnancy, sexual orientation, gender identity and expression, disability, or veteran status.
Air Products is committed to working with and providing a reasonable accommodation to individuals with disabilities. If you have a disability and you believe you need a reasonable accommodation to search for a job opening or to submit an online application, please e-mail us at
[email protected]. General application status inquiries are not answered by this mailbox rather you’ll receive an e-mail directly from our Career Center and/or the Talent Acquisition Specialist.
In California, the expected pay range is $88,400-$156,950, plus Company bonus and sales incentive bonus. This is the pay range that we reasonably expect to pay for this position. Individual compensation decisions are based on a variety of factors.
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