Territory Sales Manager, Midwest

Date: Dec 21, 2021

Location: Austin, TX, US, 78628

Company: Dover Corporation

Dover Business Services [is an independent business unit that] empowers OpCo growth by providing best-in-class operations expertise and services to increase capacity, improve control and reduce costs. In the future we will also provide analytics, strategic services and leverage advanced technologies.  This enables OpCos to focus on customer business activity and growth strategies. DBS supports Dover’s Operating Companies through the processing of select financial and transactional processes and provides HR and IT support.  DBS operates shared service centers in China, North America, the Philippines and Scotland.

 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 represents the entire range of end-to-end company solutions and services to the supported region while ensuring that assigned channel partners and customers’ needs and expectations are met or exceeded. The position also collaborates with internal colleagues at DFS to ensure the timely and accurate delivery of products and services.


As the Regional Account manager, you 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 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: Midwest Region. The ideal candidate will live within the Midwest Territory (Michigan, Indiana, Kentucky, Ohio).


Position Responsibilities (includes but not limited to):

  • 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 what factors influence the market and customer decisions
  • Ongoing evaluations of current marketplace, channel partners and 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.
  • 60% travel
  • Other duties as assigned.



  • Bachelor’s degree in related field or equivalent in work experience.
  • Minimum of five years of sales experience with an impressive track record of closing sales, winning clients, and managing a territory and relationships
  • Proven record of driving and winning market share from the competition
  • Proven ability to engage and present to stakeholders and decision makers
  • Demonstrated record of achievement in a prior sales position
  • In-depth knowledge of client relationship management strategies
  • Skilled in communication, collaboration, and interpersonal relationship building
  • Proficiency in CRM software (Salesforce, Tableau, etc.).
  • Proficient in all MS Office applications   


This description is not intended to be an all-inclusive account of every job function. The Company retains the exclusive right to exercise the customary functions of management to determine and modify position descriptions, position functions, position evaluations, and position classifications.  The employee is expected to adhere to all policies and to act as a role model in the adherence to all policies. 


All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.

This position may be located in: Americas : United States : Michigan : Ann Arbor || Americas : United States : Indiana : Carmel || Americas : United States : Indiana : Evansville || Americas : United States : Indiana : Fort Wayne || Americas : United States : Indiana : Indianapolis || Americas : United States : Indiana : Jeffersonville || Americas : United States : Indiana : La Porte || Americas : United States : Indiana : Madison || Americas : United States : Indiana : South Bend || Americas : United States : Kentucky : Bowling Green || Americas : United States : Kentucky : Covington || Americas : United States : Kentucky : Lexington-Fayette || Americas : United States : Kentucky : Louisville || Americas : United States : Kentucky : Owensboro || Americas : United States : Michigan : Auburn Hills || Americas : United States : Michigan : Charlevoix || Americas : United States : Michigan : Detroit || Americas : United States : Michigan : Grand Rapids || Americas : United States : Michigan : Livonia || Americas : United States : Michigan : Mt. Pleasant || Americas : United States : Michigan : Northville || Americas : United States : Michigan : Novi || Americas : United States : Michigan : Sterling Heights || Americas : United States : Michigan : Warren || Americas : United States : Michigan : Weidman || Americas : United States : Ohio : Akron || Americas : United States : Ohio : Cincinnati || Americas : United States : Ohio : Cleveland || Americas : United States : Ohio : Columbus || Americas : United States : Ohio : Hamilton || Americas : United States : Ohio : Kent || Americas : United States : Ohio : Lebanon || Americas : United States : Ohio : Mentor || Americas : United States : Ohio : Toledo || Americas : United States : Ohio : West Chester || Americas : United States : Ohio : Zanesville

Sub Division : World Region

Job Requisition ID : 41059

Nearest Major Market: Austin

Job Segment: Sales Management, Manager, Marketing Manager, Relationship Manager, Sales, Management, Marketing, Customer Service