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Key Account Manager

Date: Jul 8, 2021

Location: Philadelphia, PA, US

Company: Dover Corporation

 

Company Overview:

 

DESTACO, a Dover Company, is a global leader in the design and manufacture of high-performance automation, work holding, and remote handling solutions.  The company serves customers in variety of end-markets, including the automotive, life sciences, consumer goods, packaging, aerospace, and nuclear sectors. 

 

Built on a legacy of over 100 years, DESTACO offers a comprehensive portfolio of products to engineer precise movement, placement and control solutions that drive productivity and uptime for manufacturers around the world.  The DESTACO family of products consists of industry-leading brands such as DESTACO Manual and Power Clamps, Camco and Ferguson Indexers, Robohand Grippers and Central Research Laboratories (CRL) Manipulators and Transfer Ports. 

 

Central Research Laboratories, is a global leader in the design and manufacture of remote handling solutions for the Nuclear and Life Science industries. Founded in Red Wing, Minnesota in 1945, CRL leverages decades of innovative industry experience to design and manufacture high precision, customized solutions for various Nuclear and Life Science applications.

 

DESTACO is based in Auburn Hills, Michigan, and operates globally through ~800 employees across 13 locations.  DESTACO’s Central Research Laboratories Business Unit is headquartered in Red Wing, Minnesota, and is a leader in remote handling solutions including Telemanipulators, Transfer Systems and Glove Ports.

 

Dover is a diversified global manufacturer with annual revenues of $7 billion.  The company delivers innovative equipment and components, specialty systems, and support services through three major operating segments: Engineered Systems, Fluids, and Refrigeration & Food Equipment.  Headquartered in Downers Grove, Illinois, Dover trades on the New York Stock Exchange under “DOV.”

Position Summary:

The Key Account Manager is responsible for increasing penetration in existing accounts as well as identification of new markets and customers. The candidate must be able to interface with customers at multiple levels (technical, commercial, and management) and deliver the value propositions of an engineered solution. The candidate must be a results-driven sales professional, with a record of achievement demonstrating initiative and ownership of the business.

 

The Key Account Manager will report to the Global Business Development Manager. This may be a remote position and requires significant domestic travel (up to 60%).  The position requires the ability to work and communicate with Product Management, Engineering, Marketing, Customer Service, Technical Support, and in teams at various levels across the organization.

 

Key Job Responsibilities included but not limited to:

  • Meet and exceed assigned sales goals
  • Professionally represent CRL/Destaco at all times
  • Manage and grow business at assigned accounts
  • Create and execute growth plans for assigned accounts
  • Find and win new business within assigned industries
  • Attend industry trade shows
  • Present CRL as a strategic resource and industry leader to customers and industry groups
  • Plan and execute effective customer visits
  • Manage all customer contacts and opportunities in Salesforce
  • Regularly acquire and submit forecasting information based on customer business indicators and planning
  • Understand and align to the market drivers and strategy of major customers, while also providing feedback to the management team that will help inform the company’s strategies for growth
  • Oversee the development of conceptual solutions by the engineering team and lead the presentation of proposals to customer personnel

 

 

Leadership Competencies aligned with Dover and executed in DESTACO with appropriate expectations for the job level:

  • Winning the Right Way: Operates with High Ethical Standards, Openness and Trust. Fosters a culture in the organization to conduct business aligned with those standards.
  • Customer Impact: Creates value for customers addressing known and unknown needs. Knows and understands all aspects of the global market, including: economics, products and services, channels, the customers and their end-markets.
  • Results-Driven: Produces results that exceed Dover’s strategic objectives via a combination of planning and implementation, while living the Dover Values.
     

 

Job Requirements:

Experience:

  • Demonstrated history of exceeding sales goals
  • Minimum of 5 years’ experience selling technical solutions to large corporations in the pharmaceutical, medical device industries, or other assigned industry vertical.
  • Experience in preparing annual sales plan and strategic direction preferred.
  • Experience with long sales cycle desirable.
  • Trade show experience preferred.
  • Experience presenting in front of large groups

 

 

Knowledge, Skills and Abilities:

  • Ability to communicate throughout the organization
  • Ability to quickly grasp technical concepts
  • Ability to effectively communicate technical concepts to people of all technical levels
  • Experience working cross-culturally a plus
  • High energy, strong interpersonal skills
  • Must be able to individually set-up, attend and tear down booth at trade shows (lift 25 lbs.)

 

 

Education and Certification Qualifications:

  • 4-year degree or higher in business, economics, chemistry or related field
  • Valid driver's license

 

Travel Requirements:

  • Regional travel up to 60%
  • Infrequent international travel (1-2 trips per year)

 

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: Philadelphia

Job Segment: Account Manager, Engineer, Medical Device Sales, Pharmaceutical Sales, Manager, Sales, Engineering, Management