Senior Account Representative - Oakland, CA - Industrial Gas & Manufacturing

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 

This is a residence-based position, and the successful candidate must live within an hour of Oakland, CA.

We are seeking an experienced Sales Account Representative for our manufacturing facilities in the San Francisco Bay Area.

You will be responsible for selling industrial gases and services produced by 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 and 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.

What's In It for You: 

At Air Products we foster a culture of inclusion where every voice is heard, and everyone feels they belong and matter. Additionally, we offer competitive pay and great benefits for our employees. Check out some of our benefits below!

• Affordable Medical, Dental and Vision Insurance (day 1 of employment) 

• 401k with 100% vested company core and match  

• Paid Vacation, holidays + sick time  

• Paid Parental leave (Up to 8 weeks) 

• Backup Child and Adult Care benefit 

• Adoption assistance  

• Flexible spending accounts (medical, dependent daycare) 

• Life Insurance (AD&D- Paid for by Air Products), Supplemental AD&D 

• Legal Plan & Identity theft coverage  

• EAP (Employee Assistance Program) 

• Many more supplemental benefits available 

Required Skills / Abilities: 

• 3-4 years of successfully demonstrated sales experience and portfolio management.

• High level of integrity and work ethic.

• Self-motivated with a positive demeanor.

• A 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 including but not limited to:

  • Prospecting

  • Preparing/Presenting Proposals and Contracts

  • Negotiating

Key Job Responsibilities:

• Managing 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.

• Strong emphasis on prospecting including high rate of call activity and prompt Direct Marketing follow-up.

• Establish a network of referrals to develop opportunity pipeline growth.

• Utilize contracts and relationships to maximize EBITDA margin expansion opportunity within customer portfolio. Understanding contractual language is a must.

• Build and maintain relationships with prospects and customers.

• Utilize P&L and maintain CRM tools.

• The incumbent will 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.

• Follow industry trends related to products and services within territory activities.

• Support Air Products’ marketing efforts, such as seminars and trade show demonstrations.

Minimum Hiring Requirements:

• A College degree is required, preferably in business or engineering or 7 years of equivalent experience in lieu of a college degree.

• 3-4 years of successfully demonstrated sales experience and portfolio management.

• A strong technical aptitude.

• Industrial gas experience is preferred but not required.

• Customer-facing Enginee