Regional Account Manager

6 months ago

Brighton, Canada Dover Fueling Solutions Full time

Summary

DFS is seeking a Regional/Strategic Account Manager to play a key role in managing a sales territory with channel partners, Independent Oil companies & Major Oils. This role will be accountable for maintaining current customer base and revenue targets for the region while gaining incremental market share and revenue by articulating DFSs ecosystem and architecture, end-to-end solutions, trends, and regulations, and acting as a consultant and trusted advisor to the channel partners and end customers in the region. The market focus for this role is Dover Fueling Solutions or Wayne Fueling Systems branded fuel dispensers, solutions, and related products in the assigned region. 

Location: The ideal candidate will live in either Ontario or Quebec 

Position Responsibilities: 

Manage all aspects of channel partner and business-to-business sales activities within the assigned region. 

Grow DFS market share in the Eastern Canada region by expanding Sales with existing accounts while developing new business. 

Generate expansion opportunities to grow DFS business within strategic channel partner accounts by identifying cross/upsell potential across the DFS portfolio aligned with the goals of the organization. 

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. 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. 

Required Qualifications: 

Bachelors or College 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. 

Bilingual in French & English 

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. 

Preferred Qualifications: 

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. 

Work Arrangement : Remote

Salary Range : CAD 80,000 - CAD 120,000

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