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Regional Sales Manager - East Coast

Date: Aug 4, 2021

Location: Skokie, IL, US

Company: Dover Corporation

Midland Manufacturing, part of OPW,  a Dover Company is a leader in the rail tank car valves and fittings industry.  Our innovative rail products are manufactured and engineered for the safe and efficient loading, transporting, and unloading of hazardous and non-hazardous bulk products.

 

For over 125 years, OPW has led the way in designing and manufacturing world-class retail fueling, fluid handling and car wash system solutions for the safe and efficient handling and distribution of fuels and critical fluids. OPW makes above ground and below ground products for both conventional, vapor recovery and clean energy applications in the retail and commercial markets. Additionally, OPW supplies loading arms, valves and dry-break couplings, tank truck equipment, rail car valves and equipment, and car wash systems. OPW has manufacturing operations in North America, Europe, Latin America and Asia Pacific, with sales offices around the world. OPW is part of the Dover Corporation, which is publicly traded on the New York Stock Exchange under “DOV”. To learn more about OPW’s 125 years of providing industry-leading solutions, visit our website at www.opwglobal.com.

Overview:

 

This position requires complete account management. The regional account manager must manage all existing accounts and target new customers. Account management requires that all customers and target accounts be prioritized in a disciplined manner. Implement action plans for retaining existing customers, growing existing accounts, converting specification at both Midland and End-users. Responsibilities such as: assisting with proper stocking/inventory levels, training and account receivables management are required. Knowledge and understanding of the customers and their business, key individuals and the industry/marketplace is critical.

 

Primary Responsibilities/Essential Responsibilities: 

 

  • Be able to influence change (convert customer specifications) at Midland, Distributors and End-users.
  • Sales forecasting and developing an annual sales plan by product lines and break down into monthly goals.
  • Swiftly introduce and implement new products into the market. Generate new product ideas and assist in feasible studies.
  • Motivate and train Midland, Distribution and End-users. Hold meetings with key personnel to determine expectations by both parties, including topics such as: sales goals, stocking levels, end-users they service and target, receivables and strategic plans. Identify opportunities and risks
  • Set up a travel schedule to meet the demands of the customers and business objectives. Implement effective and efficient time management based on a disciplined work process.
  • Communicate necessary field intelligence (customers, competitors, industry, etc.) so that we can react to the needs of the customers’ and the marketplace. Maintain customer database capturing critical information such as build rates, customer specifications, and fleet size, etc.
  • Understand and perform to all quality regulations, standards and policies, including but not limited to ISO 9001:2015 and AAR M-1003. Follow work procedures and ensure highest level of quality.

 

Qualifications/Requirements:

 

 

  • Five years of experience in a regional sales role for an industrial products manufacturing company.
  • Bachelor’s degree or Technical Degree or equivalent experience in industry with technical knowledge of field sales and customer service.
  • Valid driver's license required.

 

 

Desired Characteristics, Competence and Capabilities:

 

  • 7-10 years experience in Cargo Tank, preferred.
  • Must possess strong written and oral communication skills. Demonstrated ability in high-level presentations, technical selling, issue resolution, financial analysis.
  • Excellent skills in interpersonal relationships, communication, and teamwork. Demonstrated ability to work collaboratively and maintain effective working relationships, with internal and external partners.
  • Proven customer service skills, at an outstanding level, in a professional environment such as sales and marketing.
  • Must be computer proficient. Must be experienced using Microsoft Office products. Ability to create and use PowerPoint presentations is preferred. Oracle, Cyberquery, Access, SharePoint, and MS-Project knowledge also required.
  • Must be able to work independently, with minimal supervision, and possess a high level of self-motivation.
  • Demonstrated ability to effectively problem-solve and facilitate activities necessary to a project’s completion.

 

Physical Demands and Environmental Conditions:

 

  • This position is performed in an office environment
  • May require a combination of sitting, standing, and walking
  • May require use of Personal computer, fax machine, copy machine, other office equipment, Microsoft Office, Access, PowerPoint
 

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. 


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