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Regional Sales Manager UK & Ireland

Date: May 14, 2022

Location: Wolverhampton, GB

Company: Dover Corporation

DESTACO, a Dover Company, is a global leader in the design and manufacture of high-performance automation, workholding, and material 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 end effector solutions.

 

With our UK Office based in Wolverhampton, DESTACO is headquartered from Germany with operations based globally in other countries such as China, France, Spain,Thailand & USA, and employs around 800 FTE's.

 

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 Regional Sales Manager, for Destaco is responsible for developing new business opportunities to market and sell company products in specified accounts and industry segments such as Automotive, Biopharma and Life Sciences within the UK & Ireland.

 

  • The position will have a 60/40 split focus on Business Development and Key Account Management working across both direct and indirect channels.
  • Establishing and developing relationships with customers and channel partners and understanding drivers for key accounts.
  • Take ownership for the achievement of Destaco sales initiatives and targeted growth rates, within the region. Working within and communicating across various functional teams that enable the successful sale of products.
  • The position requires significant travel to customers mainly UK mainland and occasionally Ireland.  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:

  • Grows the business by executing sales and marketing initiatives in collaboration with product managers, engineering, marketing, and Destaco distribution network to achieve targeted growth rates.
  • Builds relationships with current and new customers within key industries and market segments to understand key drivers and priorities.  Penetrates current accounts with additional product offerings and opens new accounts through products that meet customer needs.
  • Collaborates with and supports the system design group and product development to identify new product needs, product improvements and specifications for target customers, markets and industries.
  • Recommends competitive positioning strategies in conjunction with Product Management and Sales Director and implements appropriate/aggressive competitive responses.
  • Defines and meets quarterly and annual account plan focusing on targeted markets and key accounts and prospects.  Defines and implements sales strategy to meet plan.
  • Use of ERP System (Oracle) and reporting via SalesForce.Com; end of month report, opportunities, customer visit reports.
  • Develops credible sales forecasts and long-range projections of Key Account sales activity.
  • Communicates with sales team, engineering, customer service and technical support to communicate and resolve customer concerns, orders, deliveries, and warranty issues to ensure customer satisfaction.
  • Sells all product offerings, developing and maintaining professional sales ability, knowledge and skills across all product lines. Continually learns new products and services and methods of presentation for products.

 

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

 

  • 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.
  • 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:

  • Requires a minimum of five years of technical sales experience.
  • Experience and knowledge of manufacturing & production techniques is highly desired
  • Engineering or solution related background preferred.
  • Used to work for/with global acting companies in the market segments: Life Science, Food & Packaging, Special machine builders, general industry, consumer goods, medical, automotive,
  • GKAM principles known; ability to develop a channel to market strategy
  • Experience in proposal preparation and quotation generation desirable.
  • Experience with long sales cycle desirable.
  • Trade show experience preferred.

 

Knowledge, Skills and Abilities:

  • Ability to understand technical products and effectively present to customers and management
  • Excellent communication and presentation skills, including facilitation, verbal, and written skills
  • Self-starter, hands on, self-motivated, ability to work with minimal supervision
  • High energy, organized with strong interpersonal skills
  • Understand and willing to change with the needs of the customer and markets
  • Ability to work in teams maintaining a high level of communication and interaction
  • Experience working cross-culturally; used to work in international teams (internal & external).
  • Computer literate including Office and Excel skills.
  • Experience of ERP systems would be beneficial.

 

Education and Certification Qualifications:

  • Degree in Engineering or related field required

 

Travel Requirements:

  • Ability to travel up to 60-75% of the time mainly within UK and Ireland occasionally

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.

This position may be located in: EMEA : United Kingdom : Wolverhampton : Wolverhampton

Sub Division : DESTACO UK

Job Requisition ID : 41689


Job Segment: Sales Management, Engineer, Business Development, Product Development, Sales, Engineering, Research