Regional Account Manager

Job Requisition ID: 54301

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.

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 intereste