Director, Sales & Product Management - FTS NAM

Date: Mar 1, 2021

Location: Cincinnati, OH, US, 45011

Company: Dover Corporation

For over 125 years, OPW has led the way in designing and manufacturing world-class retail fueling, fluid handling and car wash system solutions for the safe and efficient handling and distribution of fuels and critical fluids. OPW makes above ground and below ground products for both conventional, vapour recovery and clean energy applications in the retail and commercial markets. Additionally, OPW supplies loading arms, valves and dry-break couplings, tank truck equipment, rail car valves and equipment, and car wash systems. OPW has manufacturing operations in North America, Europe, Latin America and Asia Pacific, with sales offices around the world. OPW is part of the Dover Corporation, which is publicly traded on the New York Stock Exchange under 'DOV'. To learn more about OPW’s 125 years of providing industry-leading solutions, visit our website at www.opwglobal.com.


Dover is a diversified global manufacturer with annual revenue of over $7 billion. We deliver innovative equipment and components, specialty systems, consumable supplies, 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 approximately 24,000 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 dovercorporation.com.

The Director of Sales & Product Management for OPW Fluid Transfer Solutions (FTS), North America serves as a key leader within the global FTS business unit. This position leads sales, customer support and product management teams across FTS North America with focused accountability for: the development and implementation of comprehensive sales strategies, achieving sales and profitability, and supporting a high growth model through maintaining and expanding market share. The teams this role manages are responsible for developing and maintaining relationships with key internal and external customers as well as developing and maintaining end user specifications to ensure OPW is the market leader. This position reports to the global VP/GM of OPW Fluid Transfer Solutions and will lead a geographically dispersed team of professionals.


The Director of Sales & Product Management, OPW FTS NAM is responsible for achieving growth and sales targets by passionately promoting the company brand and products. Key to success in the position is the ability to develop a strategic sales plan and execute a tactical approach to achieving sales goals by combining product knowledge and product marketing resources. 


Essential Responsibilities:


  1. Financial Performance
  • As outlined in the goals / objectives, must own and meet/exceed annual sales targets, sales of adjacent products & objectives related to new product introduction.
  • Ensure that appropriate reporting, financial, operational controls and KPI’s are in place to protect business interests and to provide notice of the need for redirection.
  • Work closely with Finance to analyze trends.


  1. Go-to-Market
  • Work with the VP/GM of FTS to develop and implement a comprehensive strategic sales strategy, achieving annual revenue and earnings objectives within applicable sales channels.
  • Drive the organization's competitive position in sales. Formulate proven solutions to combat competitive actions in the field to achieve sales requirements.
  • Leverage market intelligence on global channel developments and changes, market, customer and end user trends and needs.
  • Identify new business opportunities across target areas.


  1. Customer Intimacy
  • Develop and implement program to measure and track customer satisfaction.
  • Ensure that sales teams as well as distributor partners build and maintain strong, long-lasting customer relationships while following Dover Values.
  • Conduct sales calls with the sales team who are assigned accounts as well as prospective customers to explain the products and services that our company offers
  • Embrace, expand and leverage SalesForce as a CRM, establishing a commitment to forecasting business revenue on a month, quarter and annual basis.
  • Champion product management and product development initiatives including implementation of strategic plan for the evolution of product line(s) throughout life cycle stages and evaluation of new product requests, assessments, introductions.


  1. Leadership & Communication
  • Lead the activities of the sales force to obtain maximum sales volume and develop maximum potential volume from all markets across FTS.
  • Manage team in a manner that supports a positive work environment for all team members. Lead problem-solving activities in this area as necessary.
  • Model a collaborative atmosphere with our customer base that seeks to solve complex problems
  • Build and maintain relationships with internal stake holders to support needs of the Company.
  • Ensure appropriate sales coverage in all served geographies and markets.
  • Attract, develop, retain, and deploy strong talent.

Required Qualifications:

  • Bachelor's Degree required.
  • 15+ years’ experience in sales, product marketing and product management within industrial products manufacturing.
  • 7-10 years’ experience with people management.
  • 5 years’ epxience in sales management with product and/or technical solutions selling, including front-line account management experience
  • Ability to travel up to 40% of the time to support customers and business goals. Must be able to travel domestically and internationally.
  • This position is based in Cincinnati, Ohio or Skokie, Illinois (preferred)


Preferred Qualification:

  • 3+ years Salesforce CRM experience.
  • Demonstrated ability to develop and execute sales strategies that ensure the achievement of product revenue, market share and contribution margin forecasts.
  • Strong interpersonal and negotiation skills, with the ability to establish and maintain effective working relationship with individuals at all levels within the organization
  • Demonstrated ability to make sound, accurate decisions. Supports decision with facts and reasoning. Includes appropriate people in the decision-making process.
  • Ability to effectively problem-solve and lead problem-solving activities of a team.
  • High level of customer focus and ability to maintain a positive attitude at all times.
  • Demonstrated ability to work and communicate effectively with customers and others across all levels and functions of the business
  • Individual must collaborate and establish strong working relationships with customers, contractors, field service, industry peers and others as needed
  • Ability to maintain a professional demeanor at all times with customers and coworkers.  Fully observe Dover’s Code of Ethical Conduct, Employee Handbook “Personal Conduct of Employees” policies and ISO Quality System Standards.
  • High level of proficiency in Microsoft Office products.

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.

Nearest Major Market: Cincinnati

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