VP Business Development

R10066118 VP Business Development (Open)

Location:

Radnor, PA (Airgas HO) - Management

How will you CONTRIBUTE and GROW?

The Vice President of Business Development is responsible for guiding and influencing the overall business development strategy and execution for the organization for markets other than Advanced Fabrication. In close collaboration with Sales, Marketing, and eBusiness teams, this position will oversee the identification of new market opportunities, development of strategic partnerships, and the management of a high-performing business development team. The VP will work closely with senior leadership to align business development initiatives with the company's overall strategic goals and drive revenue growth by aiding in the development of the Airgas portfolio of offerings in conjunction with the company innovation roadmap. Success will require a strong understanding of market dynamics, exceptional leadership skills, and the ability to think “ecosystem”, building and maintaining key relationships with clients and partners.

20% Strategic Leadership:

• Develop and execute a comprehensive business development strategy aligned with the company's overall growth objectives and build and maintain a robust pipeline of qualified leads and opportunities on selected markets in collaboration with Marketing Operations.

• Understand markets value chain and the associated ecosystem, identify and evaluate new market opportunities, potential partnerships, and strategic alliances  

• Assess Airgas offer portfolio for each markets. Develop, when relevant, new customer-centric offers, in line with ALTEC and the R&D Roadmap

• Provide thought leadership and market insights to senior management.

15% Team Leadership & Management:

• Lead, mentor, and motivate a high-performing business development team.

• Establish clear performance metrics and provide regular coaching and feedback.

• Recruit, grow, and retain top talent.

• Foster a collaborative and performance-oriented team culture.

20% Business Development & Sales:

• Identify and qualify new business opportunities through networking, research, and proactive outreach in US and Canada in conjunction with Marketing Operations team.

• Develop a marketing plan for selected markets/offers, in collaboration with Marketing Operations

• Develop and deliver compelling presentations and proposals to Airgas leadership, sales teams, and prospective clients.

• Ensure the company builds and maintains strong relationships with key decision-makers at target accounts and influential industry leaders.

• Collaborate with the sales team to ensure smooth handoffs and successful client onboarding.

15% Market Analysis & Competitive Intelligence:

• Conduct thorough market research and competitive analysis to identify trends and opportunities in US and Canada.

• Stay abreast of industry developments and emerging technologies and uses those insights to nurture ALTEC and R&D Roadmaps.

• Provide feedback to product and marketing teams to inform product development and marketing strategies.

• Ensure company has appropriate representation at relevant industry events, conferences, and other networking opportunities.  Evaluate for future participation.

15% Performance Reporting & Analysis:

• Develop and maintain accurate sales forecasts and pipeline reports in cooperation with the Marketing FP&A team.

• Track and analyze key performance indicators (KPIs) to measure the effectiveness of business development initiatives.

• Present regular reports to senior management on business development activities and results.

15% Ecosystem and Partnership Development:

• Ensures collaboration and exchange of strategies, projects, and trends with other AL teams - including, WBL, LI, ALEUS, ALAM, H2E, ALAT, R&D, GMT, ALIAD, E&C- as one Air Liquide to ensure Airgas is aware and taking full advantage of opportunities, especially funding opportunities (DOE, IRA, IIJA, etc.) and strategies they are pursuing within Airgas geographies and in cooperation with economic entities and government affairs.

• Collaborate with other departments, including Divisions, Regions, Strategic Accounts, and other business units, marketing team members, and finance, to ensure alignment and support for business development initiatives.  Guide market research and analysis to identify trends, competitive threats, and opportunities for growth.

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Are you a MATCH?

COMPETENCIES:

• Ability to work independently and as an active member and leader of a team is essential.

• Ability to lead and motivate others to action.  BD projects require significant input and support from multiple teams within Airgas and AL.  Those participants and their managers must be “bought in” and committed to the project.

• Ability to navigate the Airgas and Air Liquide organizations to gain insight, information, and action to resolve issues, test hypotheses, etc.

• Embraces eco-system thinking and 

• Excellent problem-solving skills and comfortable managing ambiguity.

• Strong communication & presentations skills, comfort presenting to senior-level executives, customers, and broadly across the organization.

• Customer focus and ability to understand concepts from a customer perspective and valuation. Critical that offerings are evaluated from both company and target customer perspectives.

• Technical competence in the industry.  Ability to critically review material to determine relevancy and identify and challenge the findings/recommendations.

• Technical and business competency to readily understand new industries/markets being assessed and to work with multiple Airgas/AL stakeholders to determine Airgas potential.  Need to quickly gain relevancy with industry/ecosystem in order to gain necessary insight and relevancy.

• Sales results-driven, attention to detail, process-oriented.

• Ability to multitask.

• Strong analytical skills.

• Strong sales, project management, and organizational skills.

• Ability to address delicate situations and effectively manage conflict to maximize project team progress (collaboration skills).

• Willingness to continually embrace personal and professional development.

• Ability to travel throughout the US and internationally as required.

• Ability to lead cross-functional teams remotely through webinars, emails, video conferencing, and knowing when a face-to-face meeting is necessary.

Deliverables

• Business Development Strategic Plans

• Commitment of company stakeholders and sponsors

• Attainment of identified company opportunities

  • Revenue

  • Margin/EBITDA

  • Timeline

REQUIREMENTS:

• A Bachelor's Degree (technical degree is highly preferred) is required; Master's Degree in Business Administration (MBA) preferred.

• 10+ years of hands-on experience in Business Development desired. Specific experience in service industries or industrial gases business desired.

• Must have experience driving sales, managing projects related to the support of customer attainment.

• The ideal candidate has experience researching market trends, targeting relationships, and using proven methods to develop our business strategy.

• Travel across the United States, with potential support to Mexico and Canada.

  • Travel can exceed 30% at times.

• Must be proficient in the Google productivity suite or equivalent and an affinity to utilize other tools such as Salesforce.com and PowerBI.

• Ideal candidate has experience in communicating to diverse teams remotely through video calls, email, and microsite development.

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We care about and support our Airgas Families. This is evident not only through our competitive compensation but also through a comprehensive benefits package that includes medical, dental, and vision plans, vacation, sick time, floating holidays, and paid holidays for full-time employees. 

We provide a progressive parental leave package for our eligible Airgas parents, offering generous paid time off for the birth or placement of children,  including 14 weeks of paid child birth benefit for birth mothers on leave, as well as paid parental leave benefits for other associates. 

Additionally, we offer our employees a 401k plan with company matching funds, tuition reimbursement, discounted college tuition for employees’ dependents, and an Airgas Scholarship Program for dependent children.

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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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Equal Employment Opportunity Information
 

We are an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic. 

Please click here to view the EEO Know Your Rights poster and here to view the Pay Transparency Nondiscrimination poster. Airgas, an Air Liquide Company invites any applicant and/or employee to review the Company’s written Affirmative Action Plan or Policy Statement. This plan or policy statement is available for inspection upon request.

Airgas, an Air Liquide Company and its group of companies does not discriminate against qualified applicants with disabilities and is committed to providing reasonable accommodations to the known disabilities of such individuals so as to ensure equal access to benefits and privileges of employment. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us by email at us-accommodationrequest@airgas.com.

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