Director, Strategic Accounts

Job Requisition ID: 53700 

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. 

We are seeking a talented individual for the Director, Strategic Accounts position at Dover Fueling Solutions. This individual will lead a team managing some of DFS’s most complex and high-impact partnerships with channel partners that represent significant strategic growth and value to the organization. Reporting to the Sr Director, Sales, this role is responsible for creating additional revenue value to the business by representing the organization’s entire range of products to the customer, delivering innovative solutions that exceed customers’ needs, building and maintaining customer relationships and satisfaction, and serving as the subject matter expert in how to win and retain strategic accounts throughout the U.S.

Position Responsibilities:

• Develop, lead, and execute a sales plan with specific goals and targets to maximize sales market growth that include acquisition or new verticals in this business space.
• Lead and develop a sales team consisting of Strategic Account Managers who manage assigned strategic channel partner accounts that support customer growth and/or territory expansion.
• Oversee cross-functional collaboration to troubleshoot obstacles and ensure a customer experience that drives satisfaction, creates value and recurring future business.
• Assess segments, channels, value proposition, competitive differentiation, and positioning to ensure the strongest competitive advantage.
• Maintain 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.
• Partner closely with the Regional Account Management team to create and execute strategic and tactical plans to drive revenue growth in complete product portfolio.
• Develop leaders with a detailed understanding of business processes, product features, benefits, pricing, margins, etc. who are able to articulate/ present the value proposition for DFS products.
• Ongoing evaluation/reporting of current marketplace, channel partners and end-users.
• Monthly reporting on assigned Key Performance Indicators (KPIs).
• Prepare and submit annual and quarterly business plans.
• 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 management experience leading a sales team, 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 sales success in hardware, software, capital equipment, account development/management, channel partner management and relationship building.
• Proven history of leading an effective sales team in deal shaping, qualification, and negotiation to close.
• Passionate and interested in understanding core level customer needs and motivated to help customers achieve their objectives.
• Energy, drive and Commercial creativity.
• 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

Job Function :