New Business Development Manager

Airgas; Fort Wayne (IN); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Base salary plus commission

Auto allowance & mileage reimbursement

Comprehensive family benefits

Job summary

Airgas in Fort Wayne, IN is hiring a New Business Development Manager to identify and cultivate new partnerships across manufacturing and related sectors. You will manage the full consultative sales lifecycle from initial contact through agreement, with a focus on sustainable growth rather than short-term projects.

The role emphasizes building a strong pipeline, delivering tailored presentations, and collaborating with account managers while traveling in the assigned territory.

Qualifications

• 3 to 5+ years in a business development or hunting-focused B2B sales role.
• Demonstrated history of engaging with C-suite executives and closing full-account agreements.
• Willingness to spend 3.5 to 4 days per week in the field visiting clients.

Responsibilities

• Generate New Business: build a pipeline from leads and directories.
• Deliver Consultative Presentations: tailor demos to customer needs.
• Manage the Engagement Process: proposals, credit terms, delivery schedules, and orders.
• Collaborate and Report: updates to leadership and cross-functional teams.
• Monitor the Market: track trends and provide feedback for solutions.

Skills

New business dev

B2B sales

Executive engagement

Field mobility

Strategic thinking

Customer relationships

Education

Bachelor's degree

High school diploma

Tools

SAP

Job description

R10099596 New Business Development Manager

We are committed to building a diverse and inclusive workplace that embraces the unique perspectives of our employees, our customers, patients, community stakeholders, and cultures across the world. We believe that a variety of backgrounds makes our team stronger and more innovative.

At Airgas, we RESPECT, HONOR and VALUE diversity.

Airgas is Hiring for an New Business Development Manager in Fort Wayne, IN!

We are looking for you!

• Base salary plus commission!
• Monthly auto allowance & milage reimbursement
• Travel within assigned territory, minimal overnights
• 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: We offer up to a 14-week paid child birth benefit to support growing families.
• Future Security: 401(k) Retirement Plan with company match, Tuition Assistance, Paid Holidays, Vacation, and Sick time.
• Early Access: Your benefits start after just 30 days of employment

The Business Development Manager will advance sustainable growth and expand our customer base. In this role, you will be responsible for identifying, cultivating, and establishing new business partnerships across general manufacturing, metal fabrication, heat treat, food manufacturing, and related industrial sectors. The ideal candidate will be a proactive, consultative business developer focused on creating sustainable, long-term accounts rather than short-term projects. You will oversee the complete consultative lifecycle, from initial connection to agreement.

Key Responsibilities

• Generate New Business: Develop an organized schedule to connect with potential partners. Utilize leads from our marketing team, business directories, and trade journals to cultivate a strong pipeline of prospective accounts.
• Deliver Consultative Presentations: Customize engaging presentations and product demonstrations based on the customer’s needs and industry, highlighting solution-oriented features and shared benefits.
• Manage the Engagement Process: Prepare comprehensive proposals with pricing, credit terms, and delivery schedules. Draft sales agreements, obtain credit approval for new accounts, and coordinate order submissions with internal teams.
• Collaborate and Report: Keep leadership informed through regular updates on activities, territory insights, and progress. Partner with account managers and leadership to discuss accounts and strategic initiatives.
• Monitor the Market: Stay informed about market trends, competitor activities, and industry developments. Provide constructive feedback to management on market changes and recommend enhancements to our solutions or services.
• Nurture Customer Relationships: Build alignment and resolve customer inquiries or concerns by investigating process challenges and developing supportive, high-value solutions.
• Continuous Growth: Maintain professional and technical knowledge by participating in workshops, attending technical center trainings, and reviewing industry publications. Protect confidential company information.

Strategic & Operational Objectives

• Market Analysis: Analyze market positions, partner databases, and industry trends to assist in defining long-term development plans.
• Opportunity Execution: Execute development plans to identify new avenues for growth. Build collaborative connections across customer networks, industry associations, and agencies.
• Consultative Solutions: Deeply understand customer needs to deliver technical and commercial solutions. Facilitate customer decision-making, guide collaborative discussions, and provide ongoing support during project execution.
• Strategic Partnership: Manage and nurture relationships with key executive stakeholders (CEOs, Owners, Presidents) to enhance overall customer experience and long-term retention.
• Team Collaboration: Partner with local Account Managers to ensure smooth transitions of new accounts, ensuring attentive follow-up and protecting recurring account growth.

Required Qualifications

• Experience & Track Record: Ideally, you bring 3 to 5+ years of success in a business development or hunting-focused B2B sales role, preferably within industrial supply, manufacturing, or construction sales.
• Executive Engagement: Demonstrated history of engaging directly with C-suite executives and decision-makers to close full-account agreements ($100k-$500k range).
• Resilience & Goal Alignment: High resilience and strong problem-solving skills to navigate objections and turn customer pushback into productive dialogue.
• Field Mobility: Willingness to spend 3.5 to 4 days per week in the field visiting prospective clients (6-10 visits per day), with 1 day dedicated to remote administrative planning and outreach.
• Education & Practical Knowledge: High school diploma required; a bachelor's degree in business administration, engineering, or a related field is a plus, though proven field experience and practical track record are highly valued.
• Industry & Technical Insight: Knowledge of industrial gases, consumables, welding/safety supplies, or general manufacturing processes is appreciated.

Preferred Qualifications

• Bachelor’s Degree from four-year College or University or one to two year of related experience and/or training or equivalent combination of education and experience.
• Prior experience with SAP order entry software preferred.
• 3+ years of experience selling medical, specialty or industrial gases and equipment to independent distributors and customers while working for an industrial or specialty gas producer.