Key Account Manager, GFL, Chattanooga

Date: Sep 17, 2022

Location: Chattanooga, TN, US

Company: Dover Corporation

Environmental Solutions Group encompasses industry-leading brands — Heil Environmental, Marathon, Bayne, The Curotto-Can, 3rd Eye, and Soft-Pak — to create a premier, fully integrated equipment group serving the solid waste and recycling industry. Through extensive voice-of-customer outreach, in-house engineering and manufacturing capabilities, a wide-reaching service network, and proven industry expertise, Environmental Solutions Group is focused on solving customer problems through environmentally responsible products and providing world-class support.  For more information, visit


ESG is a Dover Corporation operating company. Dover is a diversified global manufacturer and solutions provider with annual revenue of approximately $7 billion. We deliver innovative equipment and components, consumable supplies, aftermarket parts, software and digital solutions, and support services through five operating segments: Engineered Products, Fueling Solutions, Imaging & Identification, Pumps & Process Solutions and Refrigeration & Food Equipment. Dover combines global scale with operational agility to lead the markets we serve. Recognized for our entrepreneurial approach for over 60 years, our team of over 23,000 employees takes an ownership mindset, collaborating with customers to redefine what's possible. Headquartered in Downers Grove, Illinois, Dover trades on the New York Stock Exchange under "DOV." Additional information is available at



Operating Company: Environmental Solutions Group – Heil Environmental

Location:  Chattanooga, TN

Reports to:  Director of Sales, Key Accounts

Department:  Sales



Responsible for the growth of sales and market share of Refuse Collection Vehicles (RCV’s), Digital Gateways, and aftermarket parts within the GFL Key Account through the Connected Collections strategy. Accountable for all activities related to the proper management at the Corporate, Region and Field levels, including Heil dealers, to execute the GFL account strategy and insure effective representation of the Environmental Solutions Group (ESG) brands.



  • Grows sales and profitability of the product lines by championing the Connected Collections strategy.
  • Identifies, evaluates, and defines key markets and trends which affect product lines and ultimately bring growth to ESG.
  • Coordinate activities and build relationships with key GFL stakeholders and OEM personnel to identify and drive growth.
  • Responsible for cultivating account relationships, which are integral to the growth strategy, and delivering the strategic plan established by the business.
  • Ability to identify and communicate industry trends, insights, and key market data to insure a leadership position. 
  • Ability to develop a strategic plan with relevant timelines and resources.
  • Constructs meaningful long-term dealer partnerships with key players within GFL to deliver first class service and support.
  • Develops and maps multi-level strategic relationships and departments required to insure ESG maintains the highest account penetration / share. 
  • Demonstrates and communicates a strong applied knowledge of all product lines in customer applications and identifies current and potential uses of Heil / digital products.
  • Develops proposals that position Heil for success aligned across OEM / market alternatives.
  • Ensures customer needs are met in the transactional process. Works with other departments as required ensuring product and service metrics are met.
  • Ensures Heil values are demonstrated in every transaction, based on a clear understanding and execution of Heil policies and procedures.
  • Captures market and industry intelligence from both a business and technical perspective, assembles new business cases to support growth, and demonstrates project management skills capable of delivering and executing the project.
  • Assume product management role by determining product needs.  This would include the addition of new products, refinements to existing products and deletion of current products.  Products must be managed through a front-end focused VOC / gated development process.
  • Leadership of sales specialist for GFL.
  • Extensive travel in the field to meet with end-users, dealers, key account buyers, and Regional Managers to resolve issues, present new ideas, look for new ideas, and obtain better insight into competitive situations that will aid decision making. 



  • A Bachelor’s Degree, preferably in Sales or Marketing or equivalent experience.
  • 5 years’ experience in Sales, Marketing, or manufacturing.
  • This role calls for an individual with a strong sales presence.
  • Ability to capture market and industry intelligence.
  • Strong project management experience.
  • Strong technical product knowledge.
  • Excellent computer proficiency in Microsoft Suite.
  • Proven experience in managing and building relationships at all levels including the leadership level.
  • Supervisor negotiation and selling skills.
  • Strong business acumen and knowledge of Heil technical products and applications.
  • Exceptional presentation, strategic planning, communication, and organizational skills.
  • Ability to travel frequently on a domestic and international level.
  • Ability to effectively communicate to all levels from Heil leadership to the technician using the product.
  • Ability to work in a matrix organization, driving results through direct and indirect methods.
  • Creative, articulate and results-oriented with a strong sense of urgency.
  • Strategic planner, and a problem-solver, as well as a calculatingly informed intelligent risk taker who can successfully apply experience, judgment, and creativity to both short and long-term business situations.
  • Team player and a self-motivated high achiever with a strong desire for success and consistent and sustainable improvement.



Builds and Manages Collaborative Relationships

Strong Business Acumen and Sound Judgment

Winning the Right Way



Ethics and Work Standards: Maintain the highest ethical and work standards, while promoting the same attributes in co-workers and others.  Ensure that all business activities – with both internal and external customers – to be performed with a professional demeanor and that all participants be held accountable to this high standard.

Communication:  Expresses thoughts clearly, both orally and in writing, using good grammar. Presents concise, well-organized reports in Microsoft Word, PowerPoint, and Excel.  Listens to understand input, feedback, and concerns.  Provides complete information in an open, honest, and straightforward manner.  Responds promptly and positively to questions and requests.

Teamwork and Relationships:  Works with other employees willingly and in a spirit of cooperation and teamwork.  Supports cooperation.  Demonstrates a commitment to the entire business and is supportive of all initiatives (company and departmental) to help grow Environmental Solutions Group business in the United States and abroad.  Cooperates fully with others to achieve organizational goals. Is tactful, courteous, and considerate.  Embraces a positive outlook.  Is respected and trusted by others.

Continual Improvement and Problem Resolution: Identifies and communicates suggestions for work improvements.  Uses technical and analytical abilities to assure existing work practices are the most efficient and cost effective possible. Performs root-cause analysis and implements viable, permanent solutions to problems.  Works with both internal and external customers to develop solutions which meet company-wide needs and objectives.  Applies a sense of urgency to resolve problems or creates opportunities that will increase productivity and create value.  Shares best practices with other employees across the business.

Accountability:  Accepts responsibility and accessibility for both the strategic planning and the successful implementation of all projects, programs, and duties as outlined in this job description. Advises supervisor of concerns, problems, and progress of work in a timely manner.


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 : Tennessee : Chattanooga

Sub Division : Heil

Job Requisition ID : 45950

Nearest Major Market: Chattanooga

Job Segment: Account Manager, Marketing Manager, Front End, Project Manager, Sales, Marketing, Technology