Sr Manager Regional Accounts

Job Requisition ID: 59521

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 talented sales leader for the Sr Manager, Regional Accounts position. This individual will lead a team delivering sales growth with channel partners and regional business-to-business accounts leveraging the entire range of end-to-end company solutions and services. This sales leader will be accountable for maintaining current customer base and revenue targets in the assigned territory 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 customer 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:

• Develop, lead, and execute a sales plan with specific goals and targets to maximize sales growth that include acquisition or new verticals in this business space.
• Lead and develop a sales team consisting of Regional Account Managers.
• Identify sales/product gaps and collaborate with product teams to drive product ideas that create new business opportunities.
• Assess segments, channels, value proposition, competitive differentiation, and positioning to ensure the strongest competitive advantage.
• Strong understanding of company products and services as well as business position and competition to drive market share gain.
• Develop, implement, and execute a channel / vertical go-to-market Sales strategy to provide strategic guidance for the organization over a 3–5-year period.
• Lead the team to develop compelling account plans – both internally and with the customer – that guide strategic and tactical action planning for short and medium term.
• Become a trusted advisor to leadership based on knowledge of customer requirements and market dynamics.
• Manage a Salesforce pipeline of opportunities and use to assist in revenue forecasting, driving team behavior and achieving AOP.
• Develop a detailed understanding of business processes, product features, benefits, pricing, margins, etc.
• Develop leaders able to articulate/ present the value proposition for DFS products.