Industrial Project Sales Manager

Our Story:

Dover Food Retail (DFR) is a leading manufacturer of Display Cases, Specialty Products, Refrigeration Systems, Power Systems and Comprehensive Services; and leading our industry by Innovating What’s Next in glass doors and intelligent merchandising technologies that keep food safe under brands such as HillPhoenix and Anthony.

DFR is part of the Refrigeration and Food Equipment segment of the Dover Corporation® (NYSE: DOV). Dover is a diversified global manufacturer with annual revenues in excess of $7 billion.

DFR is built on creativity and customer-centric innovation delivered by people invigorated by a strong sense of responsibility to help our customers win in their marketplaces. The relationships we build with our customers are as important to our success as the products we manufacture. This collaborative environment delivers FRESH THINKING, reassuring our customers that they choose the best when they choose to work with the people of Dover Food Retail.

Job Title:        Industrial Project Sales Manager

Location:        Remote/United States

What we’re looking for:

The Industrial Project Sales Manager (IPSM) develops and closes sales and builds and services customer base for industrial refrigeration equipment and installations sales across the AMS Project Management footprint. IPSM will work closely with AMS estimation team and Project Management team to build customer specific project scopes of work and quotes. Maintain sales tracking reporting for AMS Finance and Management. This position will be generating revenue for AMS team projects.

What you’ll be responsible for in this role:

• Build a strategic sales plan account by account for AMS.
• Conduct sales calls to assigned accounts as well as prospective customers to explain the products and services that AMS offers
• Create and close sales for Industrial Customer base for AMS.
• Develop client relationships and recognize future industrial business opportunities.
• Create a detailed project scope of work (SOW).
• Record, update, and analyze account information to identify sales strategies and objectives
• Gather information on emerging trends within our industry from various sources and apply that knowledge as you work with our product management leaders.
• Sourcing bids from Refrigeration contractors for SOW.
• Assist with a cost budget to meet estimated margin for SOW.
• Review the SOW, Cost budget and PM schedule with program manager and all other staff that will be affected by the project; revise as required.
• Prepare SOW and Project Quotes to present to customers as needed.
• Determines customer service requirements by maintaining contact with customers; visiting projects; conducting surveys; benchmarking best practices; analyzing information and applications.
• Meets or exceeds financial objectives by forecasting requirements, preparing sales budgets, identifying customers and project opportunities to generate revenue for AMS team.
• Enhance client relationship through proactive and positive communication, and by recognizing and delivering on client key issues and expectations. 
• 50% travel anticipated to spend in front of customers
• Meet with Customers, Prospects, and Suppliers at their facilities on scheduled and unscheduled basis

What are the basic qualifications:

• Bachelor’s degree in Business, Engineering or a related field.
• Minimum 5-8 years of professional experience in commercial/industrial refrigeration equipment and installations sales.

Preferred qualifications:

• Previous experience in building a customer service function from the ground up is / highly desired.

To be a great fit for the role:

• Leadership: a demonstrated ability to lead people and get results through others
• Planning: an ability to develop and execute effective action plans to achieve results.
• Quality orientation and attention to detail
• Understand ethical behavior and business practices and ensure that own behavior and the behavior of others is consistent with these standards and aligns with the values of the organization.
• Speak, listen and write in a clear, thorough, and timely manner using appropriate and effective communication tools and techniques. Proficient in reading construction blueprints, specifications, and contract documents.
• Develop new and unique ways to improve operations of the organization and to create new opportunities.
• Work cooperatively and effectively with others to set goals, resolve problems, and make decisions that enhance organizational effectiveness.
• Positively influence others to achieve results that are in the best interest of the organization.
• Assess situations to determine the importance, urgency, and risks, and make clear decisions which are timely and in the best interests of the organization.
• Set priorities, develop a work schedule, monitor progress towards goals, and track details/data/information/activities.
• Determine strategies to move the organization forward, set goals, create, and implement actions plans, and evaluate the process and results.
• Assess problem situations to identify causes, gather and process relevant information, generate practical solutions, and make recommendations and/or resolve the problem.
• Demonstrates support for company values, business objectives and outstanding customer service by championing these goals through outstanding leadership actions and behaviors.

•  Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.

How We Define Our Values and Why You Should Join Our Team:

The backbone behind our collection of outstanding businesses is a team of dedicated employees who protect and enhance our valued reputation for quality and delivering what we promise. It is our values that define Dover to all our key audiences: our shareholders, customers, prospective employees and especially to ourselves.

These values must be expressed in our work and embody our actions, as they form the basis by which we do our jobs, make decisions, and measure our performance. It’s our unwavering commitment to maintaining our values that defines who we are as a Company.

• Collaborative Entrepreneurial Spirit
• Winning Through Customers
• Respects and Values People
• Expectations for Results
• High Ethical Standards, Openness, and Trust

What’s in it for you?

• Medical, Dental, and Vision
• 401k Retirement Plan
• Flexible Spending
• Paid Holidays

The statements herein are intended to describe the general nature and level of work being performed by employees and are not to be construed as an exhaustive list of responsibilities, duties, and skills required of personnel so classified.  Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the Company.

Dover Food Retail is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without discrimination based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.