Strategic Accounts Sr Manager

Job Requisition ID: 58208
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.
DFS is seeking an experienced and results-driven Sr. Manager of Strategic Accounts to lead the development, implementation, and execution of a go-to-market sales strategy aimed at driving new growth with strategic accounts. The ideal candidate will possess deep expertise in B2B sales, particularly with large global customers, and have a strong ability to navigate complex enterprise accounts. This role requires a high level of creativity, entrepreneurial thinking, and commercial acumen to achieve sales goals and contribute to the overall success of the company.
Position Responsibilities:

• Go-to-Market Strategy: Develop, implement, and execute a go-to-market Sales strategy that focuses on new growth with Strategic Accounts
• Business Development: Lead business development initiatives to expand market share, including the creation and execution of customized commercial offers that meet the specific needs of large enterprise customers
• Sales Cycle Management: Manage the entire sales cycle, from lead generation and prospecting to account management and retention, ensuring a seamless and effective sales process
• Sales Performance: Consistently attain or exceed identified monthly, quarterly, and yearly sales volume goals through proactive account management and strategic selling
• Commercial Negotiations: Lead complex commercial and contractual negotiations with large global customers, driving, shaping, and executing major commercial deals that deliver significant value to both the customer and the company
• Customer Relationship Management: Build and maintain strong, lasting partnerships with strategic customers, understanding their core needs and helping them achieve their business objectives
• Product and Market Expertise: Maintain a strong understanding of company products and services, leveraging this knowledge to drive market share and competitive advantage
• Competitive Positioning: Assess market segments, channels, value propositions, and competitive differentiation to ensure the strongest possible positioning in the market
• Market Analysis and Reporting: Continuously evaluate and report on the current marketplace, including channel partners and end-users, to identify new opportunities and inform strategic decision-making
• Business Planning: Prepare and submit detailed annual and quarterly business plans, aligning them with overall company goals and ensuring they are actionable and results oriented
• Innovation and Creativity: Apply a wide degree of creativity, entrepreneurial ideation, and innovative thinking to identify and capitalize on new business opportunities
• Cross-functional Collaboration: Work closely with internal teams, including marketing, product development, and customer support, to deliver exceptional service and support to strategic accounts

Required Qualifications:

• Bachelor's degree in business administration, management, or similar discipline
• Minimum of 10 years of B2B sales experience, specifically selling to large global customers
• Proven track record in commercial and contractual negotiations with complex customer groups
• Experience in driving, shaping, and executing large commercial deals
• In-depth knowledge of key competitors and current industry trends
• Strong passion for understanding core-level customer needs and a commitment to helping customers achieve their objectives
• Excellent written and verbal communication skills, with the ability to confidently articulate key insights to stakeholders at all levels
• Professional appearance and outstanding interpersonal skills
• Demonstrated success in creating strong partnerships and influencing decision-makers at all levels of an organization
• Ability to travel up to 50% as needed

Preferred Qualifications:

• History of exceeding sales quotas and achieving high earnings through relationship selling and strategic account management
• Experience in growing business through new verticals and partnerships
• Intermediate to advanced proficiency in MS Office applications (Outlook, Excel, Word, PowerPoint)
• Experience in the retail or commercial fuel industry is a plus

Work Arrangement : Remote
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.
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 for assistance with an accommodation. Kindly specify Job Requisition Number / Job Title and Location in response.
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Job Function : Sales