Regional Account Manager

Overall Scope: Dover Fueling Solutions is looking for a highly driven sales professional to own growth across the Central Midwest Region (IL, IA, MN, WI, MO (Preferred states), NE, ND, & SD.) This is not a maintenance account role. It is an opportunity to open doors, develop distributor partnerships, create demand, and help customers solve complex fueling challenges with one of the most recognized brands in fueling technology. You will be the face of DFS in your territory - strategic, commercially sharp, customer-centered, and relentlessly focused on profitable growth. Responsibilities:

• Drive new business development and expand DFS market share throughout the Central Midwest Region.
• Develop strategic relationships with distributors, petroleum marketers, contractors, and end users.
• Identify competitive displacement opportunities and execute growth strategies to win new customers.
• Build and manage a robust sales pipeline through prospecting, customer engagement, and channel development.
• Collaborate with distributor partners to generate demand, close opportunities, and grow DFS's complete product portfolio.
• Serve as a trusted advisor to distributors and customers by clearly communicating DFS's value proposition, product advantages, and technical solutions.
• Lead customer presentations, product demonstrations, executive business reviews, and territory planning discussions.
• Partner cross-functionally with service, marketing, product, and operations teams to improve the customer and channel partner experience.
• Forecast accurately and develop territory business plans that consistently support sales objectives.
• Represent DFS at trade shows, customer events, distributor meetings, and industry conferences as needed.

Requirements:

• 5+ years of B2B sales experience in equipment, technical, capital, industrial, or channel-based sales.
• Proven success developing new business, growing existing accounts, and achieving revenue targets.
• Experience managing distributor, dealer, contractor, or channel partner relationships.
• Ability to analyze market performance, competitor activity, and customer needs to identify growth levers.
• Strong negotiation, presentation, forecasting, and pipeline management skills.
• Proficiency with Microsoft Office tools including Outlook, Excel, Word, and PowerPoint.
• Willingness to travel up to 50% across the assigned territory.

Who We're Looking For: We are looking for someone who loves building relationships but is equally motivated by winning new business. The right person does not wait for opportunities - they create them. They understand how distributor channels operate, know how to influence through partners, and are comfortable calling on owners, executives, operations leaders, field personnel, and technical audiences.

• Hunter mindset with the discipline to build lasting customer and distributor relationships.
• Strong commercial acumen with the ability to understand business drivers, margins, deal structures, and competitive positioning.
• Confidence selling technical or capital equipment solutions in a consultative, value-driven manner.
• Natural curiosity, competitiveness, and self-motivation in a large, multi-state territory.
• Ability to balance long sales cycles, short-term opportunities, and strategic account planning.
• Clear, authentic communicator who can connect with both executive and field-level stakeholders.

Preferred Qualifications: Fueling industry experience is highly valued, but we are also interested in strong sales talent from adjacent technical and capital equipment industries, including:

• Petroleum equipment Industrial equipment
• Construction equipment Fluid handling
• HVAC or mechanical systems Commercial pumps
• Industrial distribution Fleet fueling or energy infrastructure

What Success Looks Like in Your First 12 Months:

• Build trusted relationships with distributor partners across the Central Midwest Region.
• Develop a healthy pipeline of competitive displacement and new customer opportunities.
• Increase market share through strategic account development and new customer acquisition.
• Become a trusted technical and commercial advisor to customers and channel partners.
• Deliver consistent territory growth while strengthening DFS's presence throughout the region.

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