Regional Account Manager

Date: Jun 27, 2022

Location: Hodgkins, IL, US, 60525

Company: Dover Corporation

Job Requisition ID: 43421 

Department: Sales & Marketing (DEPT_SALMRKT) 


Dover Fueling Solutions (DFS), comprised of the most trusted names in the fuel industry, are global leaders in driving innovation for over 130 years. DFS, the industry's 1st end-to-end fueling solution, provides advanced fuel-dispensing equipment, including systems and payment, automatic tank gauging and wet stock-management solutions. The DFS business is comprised of industry leading brands including Tokheim, Wayne Fueling Systems, Fairbanks, ProGauge, ClearView and OPW Fuel Management Systems. We lead every market we serve with focused expertise, progressive thinking and customer-inspired innovation in order to push the boundaries of performance for our customers and shareholders. To learn more about DFS, visit DFS is part of the Clean Energy & Fueling segment of Dover Corporation (NYSE: DOV).


The Regional Account Manager sells OPW FMS Fuel Control and Automatic Tank Gauging products through distributors to retail, commercial and fleet accounts in the assigned territory. The Regional Account Manager manages a distribution network and secures end-user specifications to support achievement of the territory annual sales plan. This position covers the states of Kentucky, Indiana, Ohio, Michigan, and West Virginia.


Knowledge, Skills, and Abilities:

  • Demonstrated record of achievement in a prior sales position
  • Successful experience selling technology, solutions, and capital equipment
  • Thorough understanding of sales cycle
  • Effective interpersonal, verbal, and written communication skills
  • Organization, Time Management and Prioritization Skills
  • Track Record Selling Technology, Solutions and Capital Equipment
  • Relationship Selling and Account Penetration
  • Presentation Skills
  • Proficient in Microsoft Office Applications
  • Proficient with CRM Software; preferably SalesForce
  • Proven Record of Driving and Winning Market Share


Position Responsibilities:

  • Manage all aspects of sales activities within assigned territory
  • Ability to travel up to 60% of the time
  • Develop a detailed understanding of OPW FMS business processes and product features, benefits, pricing, applications, configurations, systems, and installation requirements
  • Know the value proposition for OPW FMS products and how to present them to customers.
  • Ongoing evaluation of current marketplace and channel partners
  • Develop annual sales plan for each distributor and overall territory
  • Prepare annual forecasts and adjust as needed
  • Meet or exceed annual sales plan.
  • Manage and Support Distributor network while assuring distribution channels are adequately in place and effective.
  • Establish and maintain contacts with national/regional end user accounts, ensuring national sales programs are instituted correctly within the territory 
  • Proactively establish OPW FMS specifications with end user accounts in territory
  • Identify and establish rapport with appropriate regulatory agencies and industry groups in assigned territory.  Maintain and establish regulatory approval for OPW FMS products as needed
  • Develop proposals in response to Distributor and Customer requests
  • Provide product hardware and software demonstrations to Distributors and Customers
  • Travel through assigned region to call on distributors and prospective customers to secure specifications and orders
  • Identify sales/product gaps in territory and develop plan to address
  • Present sales and product training to distributor sales personnel
  • Research and report on competitive products and strategies
  • Define new market opportunities for existing and new products
  • Prepare and submit requested reports including sales reports, expense reports, business plans, etc
  • Manage Distributor and Customer Data, Sales Pipeline, and additional information into Sales Force contact management system
  • Investigate and resolve customer and distributor problems/disputes
  • Exhibit and Attend Trade Shows to generate new sales opportunities
  • A wide degree of latitude, creativity and entrepreneurial ideas is expected



  • 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, colour, 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 : Kentucky : Bowling Green || 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 : Covington || Americas : United States : Kentucky : Lexington-Fayette || Americas : United States : Kentucky : Louisville || Americas : United States : Kentucky : Owensboro || Americas : United States : Michigan : Ann Arbor || 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 || Americas : United States : West Virginia : Charleston || Americas : United States : West Virginia : Huntington || Americas : United States : West Virginia : Morgantown || Americas : United States : West Virginia : Parkersburg || Americas : United States : West Virginia : Wheeling


Nearest Major Market: Chicago

Job Segment: Account Manager, Regional Manager, Marketing Manager, CRM, Sales, Management, Marketing, Technology