Strategic Account Manager

Job Requisition ID: 53754 

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 and AvaLAN. Headquartered in Austin, TX, DFS has a significant technology development and manufacturing presence around the world, including facilities in Brazil, China, India, Italy, Poland, the Netherlands, the United Kingdom and the United States. 

The Strategic Account Manager will manage the relationships and accounts of channel partners that represent significant strategic value to the organization. Reporting to the Director, Strategic Accounts, this role is responsible for creating additional revenue value to the business by representing the organization’s entire range of products to the customer, meeting customer needs with innovative solutions, and building and maintaining customer relationships and satisfaction.

Position Responsibilities:

• Manage assigned strategic channel partner accounts and develop customer growth and/or territory expansion strategy.
• Generate expansion opportunities to grow DFS business within strategic channel partner accounts by identifying cross/upsell potential across the DFS portfolio aligned with the goals of the organization.
• Develop and execute client relationship management strategies.
• Execute go to market strategy for assigned channel partners.
• Communicate with Strategic Accounts to set sales targets and manage results.
• Partner closely with the Regional Account Management team to create and execute strategic and tactical plans that drive revenue growth in complete product portfolio.
• Manage channel partners with key performance indicators and other customer metrics, including developing countermeasures when appropriate.
• Work with DFS Service organization to measure performance and ensure sales and service strategies are aligned and positioned for success.
• Prepare sales forecasts and reports.
• Serve as liaison for assigned strategic channel partners, coordinating cross-functional collaboration to troubleshoot obstacles and ensure a customer experience that drives satisfaction, creates value and recurring future business.
• Partner with leaders across DFS (customer support, site implementation, product management and others) to deliver what is working/not working and develop risk mitigation/growth strategies for growth accounts.
• A wide degree of latitude, creativity and entrepreneurial ideation is expected.

Required Qualifications:

• Bachelor’s degree in business administration, management, or similar discipline with 5 to 7 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.
• Demonstrated ability to engage with and successfully persuade Senior-level account counterparties to align business strategies.
• 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  

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 : Texas : Austin || Americas : United States : Texas : Abilene || Americas : United States : Texas : Addison || Americas : United States : Texas : Arlington || Americas : United States : Texas : Beaumont || Americas : United States : Texas : Bridgeport || Americas : United States : Texas : Brownfield || Americas : United States : Texas : Buffalo || Americas : United States : Texas : Cleburne || Americas : United States : Texas : Corpus Christi || Americas : United States : Texas : Crowley || Americas : United States : Texas : Dallas || Americas : United States : Texas : Denver City || Americas : United States : Texas : El Paso || Americas : United States : Texas : Fort Worth || Americas : United States : Texas : Freer || Americas : United States : Texas : Graham || Americas : United States : Texas : Houston || Americas : United States : Texas : Karnes City || Americas : United States : Texas : Katy || Americas : United States : Texas : Kilgore || Americas : United States : Texas : Laredo || Americas : United States : Texas : Luling || Americas : United States : Texas : Midland || Americas : United States : Texas : Odessa || Americas : United States : Texas : Pearland || Americas : United States : Texas : Perryton || Americas : United States : Texas : Plano || Americas : United States : Texas : Pleasanton || Americas : United States : Texas : Richardson || Americas : United States : Texas : Rosenberg || Americas : United States : Texas : San Antonio || Americas : United States : Texas : Sonora || Americas : United States : Texas : Spring || Americas : United States : Texas : Temple || Americas : United States : Texas : Texas || Americas : United States : Texas : The Woodlands || Americas : United States : Texas : Tomball || Americas : United States : Texas : Troup || Americas : United States : Texas : Tyler || Americas : United States : Texas : Van Vleck || Americas : United States : Texas : Wichita Falls

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