Key Account Manager

Date: May 5, 2021

Location: Madison, IN, US, 47250

Company: Dover Corporation

Part of Dover Corporation’s Engineered Systems segment, Vehicle Service Group (VSG) is a strong, diverse and dynamic global leader in the vehicle service industry. VSG comprises 13 major vehicle lifting, wheel service, diagnostic and collision repair brands: Rotary Lift®, Chief®, Forward®, Direct-Lift®, Ravaglioli, Hanmecson®, Revolution®, Elektron, Blitz, Nogra, Butler, Space and Sirio.

Position Title: Key Accounts Manager


Summary: This position is responsible to identify and generate business development opportunities, cultivate, and expand client relationships; close leads and support account sales strategies and goals developed.  This role will work with Strategic Accounts to increase their sales volume and meet the annual sales budget.


Company Overview:  Dover’s Vehicle Service Group is the global leader in designing and manufacturing vehicle service, collision, and automotive OEM equipment. It is one of the founding companies of Dover Corporation, an eight billion dollar diversified global manufacturer. VSG consists of fifteen leading vehicle lifting brands (Rotary, Forward, Blitz, Ravaglioli etc.), collision repair (Chief), wheel services, diagnostics (Butler, Rotary, Chief and Ravaglioli) and tier-one automotive brands (WARN Automotive) with operations worldwide, including regional business operation centers and large manufacturing facilities in the U.S., Europe and Asia.




  • Meet on a regular basis with key customers, partners and vendors in order to build strong relationships. Continually serve as a visible and accessible resource for them at all times.
  • Set short- and long-term goals and define the strategies and design the roadmap for achieving these objectives. These objectives must be focused on selling all VSG equipment categories to targeted accounts.  
  • Work with key and national accounts to increase their sales volume and meet regularly with current national accounts.
  • Develop an annual national account sales budget and attain and or exceed that budget.
  • Communicate national account information, including marketing programs and pricing, to field sales and distributor groups on a regular basis using Lunati garage as the key communicator.
  • Develop the national account pricing and terms (with credit approval).
  • Attend and have staffing for the booths of key national accounts at trade shows (virtual or physical).
  • Develop marketing and promotion programs for national accounts.  Be able to justify a return on the investment.
  • Negotiate new contracts and update outdated contracts with all National Accounts.
  • Work with Customer Service, Credit and Servall to resolve billing and accounting issues.
  • Keep abreast of current trends and practices as they relate to the industry and national accounts.
  • Understanding of VSG overall “how to we go to market” with channel partners.  This allows synergies of channel partners with accounts.  


Competencies: To perform the job successfully, an individual should demonstrate the following competencies:

  • Analytical - Synthesizes complex or diverse information, Designs workflows and procedures.
  • Accountability: Accepts responsibility and accountability for both the strategic planning and the successful implementation of all projects/programs/duties as outlined in this job description. Demonstrates a sound balance between quality and quantity of work while maintaining a sense of urgency toward completion.
  • Continuous Improvement & Problem Solving - Identifies and resolves problems in a timely manner. Performs root-cause analysis and implements viable, permanent solutions to global issues. Uses technical/analytical abilities to assure existing work practices are the most efficient and cost effective possible. 
  • Visionary Leadership - Displays passion and optimism; Mobilizes others to fulfill the vision; Provides vision and inspiration to peers and subordinates.
  • Cultural Awareness - Demonstrates awareness and sensitivity to global cultural differences. Works comfortably in a myriad of environments. Promotes and supports corporate diversity initiatives.   
  • Change Management - Develops workable implementation plans; Builds commitment and overcomes resistance.
  • Delegation - Sets expectations and monitors delegated activities.
  • Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Adapts strategy to changing conditions.
  • Ethics & Work Standards - Maintains the highest ethical and work standards, while promoting the same attributes in subordinates, business partners, and vendors.



  • Bachelor's degree in Business Administration or Engineering preferred.
  • 5 or more years in a field sales environment with extensive travel, Regional Management experience, and training program development and management.
  • Vehicle service equipment sales and industry networking experience required.
  • Must be able to handle a wide range of tasks, see an opportunity and develop it.
  • Must be able to educate and motivate field sales organization, as well as all internal personnel to realize goals.
  • Ability to read, analyze, and interpret the most complex documents.
  • Ability to respond effectively to the most sensitive inquiries or complaints.
  • Ability to write speeches, articles, and proposals using original or innovative techniques or style.
  • Ability to make effective and persuasive speeches and presentations on controversial or complex topics to top management, public groups, and/or boards of directors. 
  • Have technical understanding and be able to spot/lift a vehicle, changing and balancing a tire.  
  • To perform this job successfully, an individual should have knowledge of AS400, Saleforce and/or other related business systems software; Proficient at Excel, Word, Project, and Micro office Suite is required.


Travel: Must be willing to travel as needed - including both domestic and international travel.


The above description represents a general synopsis of the principal functions of the job and should not be construed as a comprehensive listing of all requirements that may be inherent in the job.


Equal Opportunity Employer



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 : Indiana : Jeffersonville || Americas : United States : Indiana : Madison || Americas : United States : Ohio : Cincinnati || Americas : United States : Tennessee : Nashville

Sub Division : VSG NSA

Job Requisition ID : 35562

Nearest Major Market: Bloomington Indiana
Nearest Secondary Market: Seymour

Job Segment: Account Manager, Engineer, Mid-Range, Field Sales, Business Development, Sales, Technology, Engineering