Regional Sales Manager

Midland Manufacturing, part of OPW,  a Dover Company is a leader in the rail tank car valves and fittings industry.  Our innovative rail products are manufactured and engineered for the safe and efficient loading, transporting, and unloading of hazardous and non-hazardous bulk products.

 

For over 125 years, OPW has led the way in designing and manufacturing world-class retail fueling, fluid handling and car wash system solutions for the safe and efficient handling and distribution of fuels and critical fluids. OPW makes above ground and below ground products for both conventional, vapour recovery and clean energy applications in the retail and commercial markets. Additionally, OPW supplies loading arms, valves and dry-break couplings, tank truck equipment, rail car valves and equipment, and car wash systems. OPW has manufacturing operations in North America, Europe, Latin America and Asia Pacific, with sales offices around the world. OPW is part of the Dover Corporation, which is publicly traded on the New York Stock Exchange under 'DOV'. To learn more about OPW’s 125 years of providing industry-leading solutions, visit our website at www.opwglobal.com.

 

Dover is a diversified global manufacturer with annual revenue of over $8 billion. We deliver innovative equipment and components, specialty systems, consumable supplies, software and digital solutions, and support services through five operating segments: Engineered Products, Clean Energy & Fueling, Imaging & Identification, Pumps & Process Solutions and Climate & Sustainability Technologies. Dover combines global scale with operational agility to lead the markets we serve. Recognized for our entrepreneurial approach for over 60 years, our team of approximately 24,000 employees takes an ownership mindset, collaborating with customers to redefine what's possible. Headquartered in Downers Grove, Illinois, Dover trades on the New York Stock Exchange under "DOV." Additional information is available at dovercorporation.com

Overview:

As a Regional Account Manager, you are responsible for managing all existing Midland accounts and targeting new customers within your territory, in a disciplined manner. Building and maintaining strong relationships with customers is a key aspect of this role, as you implement action plans for growing new and existing customers, promote Midland products, and convert Midland quotes to orders.  Your deep understanding of customers and their businesses, key decision makers, and the industry/marketplace is critical to success in this role.

Additional responsibilities include working cross-functionally to provide customer solutions, forecasting product needs, accounts receivables management, and identifying new business opportunities. You are also responsible for communicating necessary field intelligence (customers, competitors, industry, etc.) and maintaining a customer database, capturing critical information such as build rates, customer specifications, and fleet size.

 

Primary Responsibilities/Essential Responsibilities: 

• Influence change and convert customer specifications to Midland products through the cultivation and growth of strong relationships and product knowledge.
• Forecast sales and develop annual sales plans by product line, breaking them down into monthly goals
• Swiftly introduce and implement new products into the market, and generate new product ideas and assist with feasibility studies
• Set up a travel schedule to meet customer and business needs, and implement effective time management based on a disciplined work process
• Understand and adhere to all quality regulations, standards, and policies, including current AAR regulations, and ensure the highest level of quality in all work procedures
• Keep abreast of market intelligence, involving competitors, customers and industry trends.
• Work cross-functionally to problem solve for customer base.

Qualifications/Requirements:

• Three to Five years of experience in a regional sales role for an industrial products manufacturing company.  Highly preferred that experience be within the rail industry.
• Bachelor’s degree or Technical Degree or equivalent experience in the industry, with technical knowledge of field sales and customer service