Business Development Manager - East Coast

Since 1892, OPW customers have been able to count on us to revolutionize fluid-handling operations around the world. As a global leader in fluid-handling solutions, the mission of OPW is to be a developer of a comprehensive array of innovative fluid-handling solutions that our customers can consistently and reliably count on. These include loading and unloading systems for high-value hazardous and non-hazardous bulk products; railcar and transport tank-truck valves, gauging devices and tank-monitoring systems; automated storage-terminal controls and systems; and regulators, fittings, valves, vaporizers, vacuum-jacketed piping and gas-handling systems for the safe handling and distribution of cryogenics and industrial gases. OPW also creates and manufactures touch-free and soft-touch vehicle wash systems, entry systems and wash chemicals. OPW has more than 2,000 employees with manufacturing operations in North America, Europe and China, and sales offices around the world. OPW is part of the Clean Energy & Fueling segment of Dover (NYSE: DOV).

**We are looking for this candidate to sit on the East Coast

**About 40% travel on the East side, remote when not traveling

Position Summary

The Business Development Manager – East Coast is responsible for driving profitable growth across the Eastern coast of the U.S. through distributor channel leadership and strategic market development. This role will lead and expand OPW PES’s distributor network by strengthening the performance of existing partners while identifying, onboarding, and developing new distributors within established and adjacent market segments. The position will execute territory growth plans aligned with OPW’s commercial strategy, Dover performance expectations, and enterprise governance standards. Reporting to the North American Sales Manager, this role is accountable for revenue growth, market penetration, distributor capability development, and disciplined commercial execution across the assigned markets.

Key Responsibilities 

• Develop and execute annual and multi-year territory growth plans aligned with OPW PES strategic priorities.
• Deliver revenue, margin, and share growth targets across U.S. eastern markets.
• Identify and prioritize growth opportunities across LPG storage, distribution, and utilization of product lines.
• Translate regional strategy into actionable distributor execution plans.
• Drive performance management of existing distributors through structured business reviews, joint account planning, and KPI tracking.
• Establish clear expectations related to sales targets, inventory management, market coverage, technical capability, and customer service standards.
• Provide commercial coaching and product training to elevate distributor capability and drive value-based selling.
• Ensure disciplined pipeline management and forecast accuracy.
• Lead due diligence, onboarding, and commercial agreement processes in alignment with Dover governance and compliance standards.
• Develop ramp-up plans to accelerate new partner productivity.
• Expand channel coverage to increase market access and reduce channel risk.
• Monitor competitive activity, pricing trends, regulatory developments, and customer demand shifts.
• Provide structured market intelligence to support pricing strategy, product positioning, and new product development.
• Identify gaps in portfolio or channel coverage and escalate business case recommendations when appropriate.
• Partner with Supply Chain, Operations, Customer Service, Engineering, and Finance to ensure delivery excellence and customer satisfaction.
• Support forecasting, S&OP inputs, and working capital discipline within the territory.
• Align with global product management to ensure localized execution of global portfolio strategy.
• Ensure distributor agreements and commercial practices comply with Dover Code of Conduct, trade compliance, and regional regulatory requirements.
• Maintain disciplined CRM utilization and commercial reporting standards.
• Support structured price management and margin discipline across the territory.

Qualifications and Experience 

• Bachelor’s degree in business, engineering, or related discipline preferred; equivalent relevant experience in B2B sales, channel management, or business development may be considered in lieu of degree.
• Minimum 7+ years of experience in sales, channel management, or business development.
• Proven experience managing distributor networks across North American markets.
• Strong understanding of industrial, LPG, energy, or related B2B markets preferred.
• Demonstrated success in building new channels and driving revenue growth.
• Strong financial acumen and margin management capability.

Key Competencies 

• Strategic territory planning
• Distributor development and performance management
• Negotiation and commercial acumen
• Value-based selling
• Cross-cultural communication
• Data-driven decision making
• Enterprise mindset with operational discipline

Travel

• Significant travel within the North America region (50%).
• Periodic travel to regional or global OPW PES meetings as required.

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Work Arrangement : Remote

Pay Range: $114,000.00 - $130,000.00 annually

Commission Eligible: This position is eligible to earn commissions based on performance metrics and other criteria outlined in our applicable commissions plan.

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.

Benefits: Benefits for this position include: a 401(k) savings plan with employer contributions; medical, dental and vision insurance; wellness programs; health savings account, health care and dependent care flexible spending accounts; company paid short-term disability and long-term disability; company paid employee basic life and AD&D insurance; supplemental employee and dependent life insurance; optional accident, hospital indemnity and critical illness insurance; parental, military, jury duty, and bereavement leaves of absence; paid time off, including 11 paid holidays per calendar year, 24 paid sick leave hours annually or as provided under state and local paid sick leave laws; business travel services; employee discounts; and an employee assistance program that includes company paid counseling sessions and legal services. Eligibility for benefits is governed by applicable plan documents and 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.

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 opwaccommodations@acmecryo.com for assistance with an accommodation. Kindly specify Job Requisition Number / Job Title and Location in response.

Fraudulent Recruiting Disclaimer:  Dover Corporation and our affiliated operating companies want to alert applicants to internet job posting fraud, where parties posing as Dover employees, recruiters, or other agents, try to engage with online candidates in an attempt to steal personal and/or financial information.  We do not endorse or engage in any recruitment practices that involve payment or personal information outside of our official application and hiring process.  Please verify the authenticity of an invitation to apply for a job, or for a job offer by contacting us directly through our Dover and affiliated operating company websites at https://careers.dovercorporation.com/.  To learn how you can protect yourself, review our Recruitment Fraud Notice on our careers site.

Job Function : Sales