Job Requisition ID: 66344
Department: Sales & Marketing (DEPT_SALMRKT)
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.
The Regional Sales Manager (RSM) is responsible for the overall commercial success for DFS in the territory (United Kingdom and Ireland).
The goal is to grow sales in the convenience and fuel retail sector specifically in the dispenser segment (conventional and clean fuels), payment and systems and other software services, as well as other product lines that are part of the DFS product portfolio.
The RSM will be the focal point and driver for all sales activity in the region with complete control of the development and implementation of the sales strategy in collaboration with the Sales Director. The role is primarily one of business development to acquire new customer accounts from competition, as well as driving sales through existing distribution network.
The role will be based in United Kingdom working remotely, but connected to either Dundee or Skelmersdale, where the DFS offices are located. 50% travel within the United Kingdom and to Ireland is required.
Role Objectives
- Grow sales in the region with focus on dispensers, payment and systems and other software services.
- Capture market share by acquiring target customer accounts from competition.
- Expand share of wallet with additional product line sales across the existing customer base.
- Ensure customer satisfaction within major accounts.
- Ensure efficient channel partner support.
- Cooperate with other RSMs within the South and West Europe cluster.
Qualification requirements
- Minimum 5 years previous sales/business development experience within a B2B environment across the territory is required with demonstrable experience of sales to major accounts with complex stakeholder structures.
- Understanding of complex payment and systems projects with longer sales cycle and complex IT architectures is required. Experience within the convenience and fuel retail sector would be a plus.
- Experience with channel management and driving sales through distribution channel partners would be beneficial.
- Bachelor Degree in Business/Engineering or equivalent experience in sales & marketing.
- Growth mind-set and eager to learn.
Position responsibilities
- Sales / Business Development responsibilities / activities to include:
- Maintain & grow existing customer sales within the region
- Develop and implement a business development strategy with the Sales Director for the territory
- Develop and implement a customer acquisition plan for target customer accounts.
- Understand in detail target customer accounts’ structure, decision-making process and key stakeholders and decision makers.
- Establish excellent business relationships with key customers and target accounts
- Lead product presentations / sales negotiations / tender preparations for supply contract bids to major customer targets in the territory
- Nurture, support and manage distribution network; act as a liaison between internal functions to resolve issues and exceed customer expectations
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- Set up & maintain a regular business review meeting with each of the distributors in the territory
- Other Sales activities / responsibilities:
- Provide a reliable forecast
- Attend weekly sales calls and sales meetings as required
- Responsible and accountable for overall sales performance in the territory:
- Target account acquisition
- Year over year revenue growth
- Annual revenue plan for the territory
- Price realization and gross margin expansion
Additional attributes
- Fosters an environment of accountability & discipline
- Comfortable working & communicating with customer stakeholders at all levels, as well as internally and across departmental boundaries
- Excellent interpersonal and presentation skills
- Ability to work under pressure in a fast paced and demanding environment
- Language Skills: Fluent English (essential)
- Excellent IT skills with high proficiency in MS Office Tools (Word, PowerPoint, Excel, Project)
- A self starter with the ability to work with the minimum of supervision and direction
- Embraces and is motivated by change
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.
This position may be located in: EMEA : United Kingdom : Dundee : Dundee
Job Function : Sales
