Regional Account Manager
Dover Corporation
- Austin, TX
- Permanent
- Full-time
- Manage all aspects of channel partner and business-to-business sales activities within the assigned region.
- Grow DFS market share in Texas region by expanding Sales with existing accounts while developing new business.
- Establish productive and professional relationships with channel partners and assigned business-to-business accounts in the region.
- Gain a thorough understanding of the retail petroleum marketplace and factors that influence the market and customer decisions.
- Gain a thorough understanding of channel partners' business models and key Commercial drivers; understand key Commercial drivers for end-users of DFS products.
- Ongoing evaluations of current marketplace and channel partners; develop tactical and strategic initiatives for growth.
- Deliver ongoing products and systems training sessions to channel partners within the assigned territory.
- Develop Account Plans for channel partners for near and long-term success. Identify strategic opportunities and tactical actions required to achieve milestones.
- Accurately develop and achieve forecasted Sales revenues by collaborating with channel partners and end-users.
- Work closely with regional service managers to add/revise regional service support and assistance when evaluating new growth opportunities or to support existing customer base.
- Develop and present compelling Sales presentations for channel partners and end users.
- Possess strong Commercial acumen; i.e. understand balance sheets, income statements, credit ratings, etc. in order to analyze commercial health of partners and assess effectiveness of offers and deals.
- Meet and exceed assigned revenue targets.
- A wide degree of latitude, creativity and entrepreneurial ideation is expected.
- Bachelor's degree in business administration, management, or similar discipline with a minimum of 5 years of professional sales experience, preferably within a global technology or manufacturing company, or equivalent combination of education and experience.
- Thorough understanding of Value Selling and the overall sales cycle.
- Strong Commercial acumen and ability to develop solutions and Sales strategies that are value / commercially oriented.
- Demonstrated sales success in hardware, software, capital equipment, account development/management, channel partner management and relationship building.
- Proven history of deal shaping, qualification, and negotiation to close. History of winning a must.
- Passionate and interested in understanding customer needs.
- Excellent written and verbal communication skills - confident and articulate with the ability to summarize and convey key insights.
- Professional appearance and outstanding people skills are a must.
- Track record of creating strong partnerships and influencing at all levels of the organization.
- Ability to travel up to 50%.
- The ability to perform the essential functions is a requirement of the job; reasonable accommodations may be used to meet these requirements.
- History of exceeding quotas and high earnings gained through relationship selling and strategic account management, growing business through new verticals and partnerships.
- Intermediate to advanced user of MS Office applications (Outlook, Excel, Word, PowerPoint).
- Experience in the retail or commercial fuel industry.
- Developmental history of formalized, programmatic Sales training.
- Strong understanding of the distribution model and their go-to-market strategy.