Regional Account Manager

Job Requisition ID: 54281

Department: Sales & Marketing (DEPT_SALMRKT)

At Dover Fueling Solutions (DFS), we are taking fueling and convenience retail to the next level. We are passionate about cultivating excellence in everything we do, but what really fuels us is our people. They're the heart of our company. As an employee, our promise to you is that you'll work on new and innovative products and solutions, be mentored by managers and teammates who are collaborative, caring, and act with integrity, and have the opportunity to grow in ways that are meaningful to you. Unique and interesting projects - both locally and globally - will challenge you and allow you to pursue different and rewarding career paths.

We are #EnergizedByGrowth.

DFS is part of a legacy of leadership that spans back generations, made up of some of the most trusted, leading-edge brands in the industry. As part of Dover Corporation and with our talented, innovative, outstanding people, we are doing great things and redefining what is possible in fueling and convenience retail. Providing advanced fuel-dispensing equipment, including clean energy solutions, systems and payment, automatic tank gauging and wet stock-management solutions, DFS comprises the product brands of Wayne Fueling Systems, OPW Fuel Management Systems, ClearView, Tokheim, ProGauge, Fairbanks, LIQAL, AvaLAN, and Bulloch Technologies. Headquartered in Austin, TX, DFS has a significant technology development and manufacturing presence worldwide, including facilities in Brazil, China, India, Italy, Poland, the Netherlands, the United Kingdom and the United States.

Position Summary:

DFS is seeking a Regional Account Manager to play a key role in managing a sales territory with channel partners and regional business-to-business accounts. This role will be accountable for maintaining current customer base and revenue targets for the region while gaining incremental market share and revenue by articulating DFS's ecosystem and architecture, end-to-end solutions, trends, and regulations, and acting as a consultant and trusted advisor to the channel partners and end customers in the region. The market focus for this role is Dover Fueling Solutions or Wayne Fueling Systems branded fuel dispensers, solutions, and related products in the assigned region.

Location: The ideal candidate will live within the Eastern region of the United States.

Position Responsibilities:

• Manage all aspects of channel partner and business-to-business sales activities within the assigned region.
• Establish productive and professional relationships with channel partners and assigned business-to-business accounts in the region.
• Gain a thorough understanding of the retail petroleum marketplace and factors that influence the market and customer decisions.
• Ongoing evaluations of current marketplace and channel partners; develop tactical and strategic initiatives for growth.
• Deliver ongoing products and systems training sessions to channel partners within the assigned territory.
• Identify sales gaps within the region and create plans to fill the gaps and drive incremental market share growth.
• Work closely with regional service managers to add/revise regional service support and assistance when evaluating new growth opportunities or to support existing customer base.
• Prepare and present sales presentations.
• Understand balance sheets, income statements, credit ratings, etc. in order to analyze commercial health of prospective distributors and business-to-business customers.
• Prepare and submit reports (e.g., weekly sales reports, expense reports, and regional business plans)
• Meet and exceed assigned revenue targets.
• Proactively assess, clarify, and validate customer needs on an ongoing basis.
• Stay up to date on new technologies, market events/conditions affecting the industry and ultimately grow company's market share and revenue within the assigned region.
• A wide degree of latitude, creativity and entrepreneurial ideation is expected.

Required Qualifications:

• Bachelor's degree in business administration, management, or similar discipline with a minimum of 5 years of professional sales experience, preferably within a global technology or manufacturing company, or equivalent combination of education and experience.
• Thorough understanding of Value Selling and the overall sales cycle.
• Strong Commercial acumen and ability to develop solutions and Sales strategies that are value / commercially oriented.
• Demonstrated sales success in hardware, software, capital equipment, account development/management, channel partner management and relationship building.
• Proven history of deal shaping, qualification, and negotiation to close.
• Passionate and interested in understanding core level customer needs and motivated to help customers achieve their objectives.
• Excellent written and verbal communication skills - confident and articulate with the ability to summarize and convey key insights.
• Professional appearance and outstanding people skills are a must.
• Track record of creating strong partnerships and influencing at all levels of the organization.
• Ability to travel up to 50%.
• The ability to perform the essential functions is a requirement of the job; reasonable accommodations may be used to meet these requirements.

Preferred Qualifications:

• History of exceeding quotas and high earnings gained through relationship selling and strategic account management, growing business through new verticals and partnerships.
• Intermediate to advanced user of MS Office applications (Outlook, Excel, Word, PowerPoint).
• Experience in the retail or commercial fuel industry.

Work Arrangement : Remote  

Salary Range : $120,000   - $160,000

We consider several job-related, non-discriminatory factors when determining the pay rate for a position, including, but not limited to, the position's responsibilities, a candidate's work experience, a candidate's education/training, the position's location, and the key skills needed for the position.  Pay is one of the Total Rewards that we provide to compensate and recognize employees for their work.

All qualified applicants will receive consideration for employment without discrimination on the basis of race, colour, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.

Attention Applicants: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact dfs.hrinquiries@doverfs.com for assistance with an accommodation. Kindly specify Job Requisition Number / Job Title and Location in response.

This position may be located in: Americas : United States : Ohio : Columbus

Job Function :