Director, Sales

Date: Mar 4, 2021

Location: Tulsa, OK, US, 74137

Company: Dover Corporation

“TWG” is the group name we use to refer to the industry’s foremost producers of quality winches, hoists, gear drives and electronic monitoring systems for global industrial applications.  The seven brands comprising TWG include Tulsa Winch, Rufnek, Greer, dp Winch, Gear Products, Pullmaster and LANTEC.  Operating from the Jenks, Oklahoma facility are the Tulsa Winch, Rufnek, Greer, dp Winch and Gear Products brands with Pullmaster and LANTEC brands operating from the Surrey, British Columbia, Canada.

By drawing upon the talent of our dedicated employees and the strengths of these brands, TWG has become known around the world for providing innovative products and solutions designed and manufactured to high quality standards and delivered to our customers on time.  The products and solutions produced by TWG find their way into diverse applications including onshore oil and gas, the utility industry, commercial and governmental towing and recovery, construction and offshore cranes, marine applications including fishing and cargo handling, forestry and mining applications and a myriad of other construction applications.

We feel that our success is directly attributable to the creativity, commitment and enthusiasm of our employees.


This position reports to the Vice-President, Sales and Marketing with responsibilities to develop, lead and execute the sales strategy for the vertical markets. Increase customer focus, responsiveness, and proposal timeliness and accuracy. Create innovative strategy in order to profitable grow in excess of the market and our competition. This position will develop collaborative relationships with their direct reports, Engineering, Marketing, Production, Services, Logistics, Finance, Information Technology, and Human Resources to create business strategies that will deliver innovative products and services to grow sales, market share, and gross margin dollars.   


This position is also responsible for, with authority to follow ISO procedures, initiate action to prevent problems, document quality problems, contribute to problem solutions, verify implementation of solutions, control further processing when a problem is identified, protect the environment, including preventing pollution, analyzing or identifying areas for correction or improvement.


This position will contribute to the success of the operations of TWG by performing the following duties personally as listed in the Essential Duties and Responsibilities section as directed.  Other essential duties and responsibilities may be assigned as required.


ESSENTIAL DUTIES AND RESPONSIBILITIES (functions):             TWG expects all employees to work safely without injury maintaining the highest safety standards in compliance with Company safety policies.  This Director must also be able to work professionally with direct reports, employees, customers, management, Dover OPCO’s, Dover Corporation and other related individuals or professional groups.

  1. Financial Performance
    • As outlined in the goals and objectives, this position must own and exceed annual sales targets, sales of adjacent products and exceed objectives related to new products introduction.
    • Works closely with finance to provide accurate forecast and reporting on actual performance. Analyze trend results.
    • Establishes and tracks performance of sales objectives by forecasting and developing annual sales quotas per customers, vertical market, sales person; projecting expected sales volume and profit for existing and new products.
    • Ensures that appropriate reporting, financial, operational controls and KPI’s are in place to protect business interests and to provide notice of the need for redirection.


  1. Go-to-Market
    • Owns and manages the go-to-market strategy including both the distributors and resellers program, as well as internal strategy for outside sales.  
    • Screens, appoints and monitors existing and new OEM’s to determine focus of sales efforts.
    • Ensures appropriate sales coverage in all served geographies and markets.


  1. Customer Intimacy
    • Develops and implements program to measure and track customer satisfaction.
    • Ensures that inside and outside sales teams as well as distributor partners build and maintain strong, long-lasting customer relationships while following TWG’s Values.
    • Effectively defines and communicates our value proposition through presentations and proposals.


  1. Budget


  1. Communication
    • Works with marketing team to build sales tools such as market segment brochure, website and others.  
    • Ensures we are benchmarking and sharing best practices with industry related organizations and other Dover Operating Companies.
    • Provides clear and communications and oversite to communications for customers, distributor partners and internal communications


  1. Leadership and Management
    • Responsible for the supervision of department employees to include the overall direction, mentoring and training.
    • Provides leadership by developing, communicating and executing a plan that is customer focused, solution driven, dedicated to profitable growth and market expansion, aligned with organizational goals, TWG Values, and delivers bottom-line results.
    • Creates and encourages an atmosphere of partnership, collaboration and teamwork within TWG.
    • Maintains sales staff by recruiting, selecting, orienting, and training employees.
    • Maintains sales staff job results by counseling and disciplining employees; planning, monitoring, and appraising job results.
    • Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.


JOB QUALIFICATIONS to include the following.  Other job qualifications within TWG may be required.

  1. Must have a safety-focused, positive, professional and respectful attitude and communications at all times within and outside TWG and / or Dover OPCS, both domestically and internationally.
  2. Must demonstrate the ability to recognize problems, the willingness to respectfully confront problems and demonstrate problem solving skills.
  3. Must be open to opportunities to learn and develop new skills.
  4. Makes timely decisions and approaches all situations with integrity.
  5. Analyzes job tasks to efficiently perform the job requirements in a timely manner.
  6. Develops and maintains methods, procedures, attitudes and skills to provide quality work.
  7. Has excellent attention to detail completing essential duties in an efficient and timely manner.
  8. Maintains a safe, clean, orderly and uncluttered work environment.
  9. Must be able to travel as required and/or directed.
  10. Becomes familiar and complies with Company procedures and policies as provided in Employee Handbook, Quality Manual, Safety Manual and or Official Postings.  Participates in and attends as directed Company meetings, training sessions and seminars.

TOP LEADERSHIP COMPETENCIES – This position must consistently strive for continual improvement with the following behaviors found in Dover’s Leadership Competencies.   The following are the top 3 leadership competencies required for this position.


  1. CHANGE LEADERSHIP:  Aligns an organization and its people to drive for improvement and adopt new, challenging directions.  Energizes a whole organization to want to change in the same direction.  Influences others in a mature and empowering manner.


  1. STRATEGIC MINDSET:  Has understanding of global industry or market; creates breakthrough strategies that alter the competitive dynamics in a market and establishes a series of competitive advantages yielding profitability that exceeds expectations for the organization.


  1. ATTRACTS, DEVELOPS AND RETAINS TALENT:  Creates a learning environment that recognizes and maximizes the potential of all employees.  Develops high potential individuals for future strategic needs.



This position is responsible for the management of TWG’s Sales Department to include the overall direction, mentoring and training of any current and / or future staff.   Reviews and recommends salary adjustments, rewards and disciplines, provides complaint and problem resolution for direct reports per Company policy. Attracts, develops and retains talent in accordance with the Company’s Affirmative Action Plan, and creates an environment that recognizes and maximizes the potential of all employees; where cross functional teamwork flourishes and strategic objectives are met or exceeded.  Carries out management responsibilities in accordance with the values and policies of TWG and Dover Corporation and complies with applicable federal, state and local laws.   Provides leadership by being safety focused, motivating, inspiring and an enthusiastic role model creating an environment that stimulates others to follow and be part of the change process.  Role models a personal leadership style that includes self-awareness.  Accepts feedback, understands and maximizes strengths while works to develop weaknesses. 



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: Tulsa
Nearest Secondary Market: Oklahoma

Job Segment: Sales Management, Manager, Engineer, Outside Sales, Sales, Management, Engineering