District Sales Manager

Position Summary

The District Sales Manager will manage all aspects of the sales function and sell/ promote OPW Retail Fueling products through established national and/ or regional wholesale distributors to end user customers within the retail, commercial, fleet and industrial accounts throughout the states of Maryland, Virginia, Delaware, and North Carolina.  Maintains and establishes OPW distribution network, develops strong end user relationships, direct sales push and pull programs and manages territory budget to service the area of responsibility.

What You’ll Do

• Develop a detailed understanding of OPW Retail Fueling Products and business processes and product features, benefits, pricing, applications, configurations, systems and installation requirements.  Know the value proposition for OPW products and how to present them to a wide variety of customers.
• Develop annual sales plan for each distributor and overall territory.
• Prepare annual forecast and make adjustments to monthly forecasts.
• Meet or exceed annual sales plan.
• Engage, support and manage distributor network within the assigned region assuring that distribution channels are adequately in place and effective.  Provide training on OPW products and processes to maximize their effectiveness.
• Establish and maintain contacts with national and regional end user accounts. Insure that national sales programs are instituted correctly within the territory.  Proactively establish OPW specifications with end user accounts in territory.
• Manage headquarters relationship including the development of an account strategy and negotiation of contracts. Strive to be a valued business partner consultant.
• Be entrepreneurial and set plans in place to open new market segments and opportunities.
• Support all company initiatives as we pursue new opportunities and market segments.
• Identify and establish rapport with appropriate regulatory agencies and industry groups in assigned territory.  Maintain and establish regulatory approval for OPW products.
• Become proficient in strategic selling and communicate account needs through the various stakeholders to ensure they are met through prioritization and application of resources.
• Develop proposals in response to customer requests.
• Provide product demonstrations to qualified customers.
• Travel through assigned region to call on distributors and prospective retail, commercial & industrial customers to solicit specifications and orders. Make outbound lead follow-up calls to potential and existing customers to qualify leads and sell products and/or services.
• Maintain current account information such as agreements, key contacts, account strategy, sales history, action items, etc. and communicate with internal stakeholders.
• Provide continuous sales and product training to distributor sales personnel.
• Estimate dates of delivery to customers and distributors, based on knowledge of current production and delivery schedules.
• Research and report on competitive products.
• Define new market opportunities for existing and new products.
• Prepare reports of business transactions and submit monthly expense reports.  Complete all administrative tasks on time.
• Enter and maintain customer data and other sales data for current customers into Salesforce.com contact management system.
• Investigate and resolve customer and distributor problems as they occur.
• Prepare for, travel to and attend all industry trade shows.

What You’ll Bring

• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Bachelor's degree (B. A.) from a four-year college or university; or equivalent combination of education, industry and account management experience as deemed appropriate by Sales Manager and the Director of Sales.
• Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization.
• Ability to calculate figures and amounts such as margin, discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. The ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• In addition to good planning, organization, and problem-solving skills, the position must work with various groups both internally and externally. It is very important the candidate be a team player with excellent interpersonal and communication skills and must be comfortable operating in a very dynamic and ever-changing environment.
• Ability to maintain a professional demeanor at-all-times when dealing with customers, distributors, and co-workers.  Strictly adhere to company policies, practices and Strictly adhere to company policies, practices and procedures.  Must possess a valid driver’s license and be able to travel up to 75 percent of the time using a Company-supplied vehicle. You must reside within the territory Maryland, Virginia, Delaware, or North Carolina.
• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• While performing the duties of this job, the employee is regularly required to talk to or listen to customers and distributors in-order-to understand their needs and present solutions to those needs.  The employee frequently is required to stand for long periods of time during trade shows. The employee must frequently lift and/or move up to 100 pounds to set-up demonstration equipment and displays for presentations and trade shows. 

At Dover Fueling Solutions (DFS), we are taking fueling and convenience retail to the next level. We are passionate about cultivating excellence in everything we do, but what really fuels us is our people. They’re the heart of our company. As an employee, our promise to you is that you’ll work on new and innovative products and solutions, be mentored by managers and teammates who are collaborative, caring, and act with integrity, and have the opportunity to grow in ways that are meaningful to you. Unique and interesting projects – both locally and globally – will challenge you and allow you to pursue different and rewarding career paths. 

We are #EnergizedByGrowth.

DFS is part of a legacy of leadership that spans back generations, made up of some of the most trusted, leading-edge brands in the industry. As part of Dover Corporation and with our talented, innovative, outstanding people, we are doing great things and redefining what is possible in fueling and convenience retail. Providing advanced fuel-dispensing equipment, including clean energy solutions, systems and payment, automatic tank gauging and wet stock-management solutions, DFS comprises the product brands of Wayne Fueling Systems, OPW Fuel Management Systems, ClearView, Tokheim, ProGauge, Fairbanks, LIQAL, AvaLAN, and Bulloch Technologies. Headquartered in Austin, TX, DFS has a significant technology development and manufacturing presence worldwide, including facilities in Brazil, China, India, Italy, Poland, the Netherlands, the United Kingdom and the United States.

#LI-GP1

Work Arrangement : Remote

Pay Range: $115,000.00 - $130,000.00 [per hour / annually]

[Bonus Eligible: This position is eligible to earn a discretionary bonus based on performance metrics and other criteria outlined in our applicable bonus plan.]

We consider several job-related, non-discriminatory factors when determining the pay rate for a position, including, but not limited to, the position’s responsibilities, a candidate’s work experience, a candidate’s education/training, the position’s location, and the key skills needed for the position.  Pay is one of the Total Rewards that we provide to compensate and recognize employees for their work.

Benefits: Our total rewards package for eligible team members also includes: a 401(k) savings plan with employer contributions; medical, dental and vision insurance; wellness programs; health savings account, health care and dependent care flexible spending accounts; company paid short-term disability and long-term disability; company paid employee basic life and AD&D insurance; supplemental employee and dependent life insurance; optional accident, hospital indemnity and critical illness insurance; adoption, surrogacy, and fertility benefits and assistance; commuter benefits; parental, military, jury duty, and bereavement leaves of absence; paid time off, including [[13] paid holidays per calendar year,] [paid vacation days beginning at [160] hours annually,] [[40] paid sick leave hours annually or as provided under state and local paid sick leave laws,]; [[8] hours paid volunteer time annually; [tuition assistance,] ;business travel services; employee discounts; and an employee assistance program that includes company paid counseling sessions and legal services. Eligibility for benefits is governed by applicable plan documents and 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.

Attention Applicants: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact dfs.hrinquiries@doverfs.com for assistance with an accommodation. Kindly specify Job Requisition Number / Job Title and Location in response.

Fraudulent Recruiting Disclaimer:  Dover Corporation and our affiliated operating companies want to alert applicants to internet job posting fraud, where parties posing as Dover employees, recruiters, or other agents, try to engage with online candidates in an attempt to steal personal and/or financial information.  We do not endorse or engage in any recruitment practices that involve payment or personal information outside of our official application and hiring process.  Please verify the authenticity of an invitation to apply for a job, or for a job offer by contacting us directly through our Dover and affiliated operating company websites at https://careers.dovercorporation.com/.  To learn how you can protect yourself, review our Recruitment Fraud Notice on our careers site.

This position may be located in: Americas : United States : North Carolina : Smithfield || Americas : United States : Delaware : Dover || Americas : United States : Delaware : Wilmington || Americas : United States : Maryland : Baltimore || Americas : United States : Maryland : Columbia || Americas : United States : North Carolina : Durham || Americas : United States : North Carolina : Elon || Americas : United States : North Carolina : Greensboro || Americas : United States : North Carolina : Raleigh || Americas : United States : Virginia : Richmond

Job Function : Sales