Dover Fueling Solutions (DFS), comprised of the most trusted names in the fuel industry, are global leaders in driving innovation for over 100 years. DFS, the industry's 1st end-to-end fueling solution, provides advanced fuel-dispensing equipment, including systems and payment, automatic tank gauging and wet stock-management solutions. The DFS business is comprised of industry leading brands including Tokheim, Wayne Fueling Systems, LIQAL, Fairbanks, ProGauge, Avalan, Clearview and OPW Fuel Management Systems. We lead every market we serve with focused expertise, progressive thinking and customer-inspired innovation in order to push the boundaries of performance for our customers and shareholders. To learn more about DFS, visit www.doverfuelingsolutions.com. DFS is part of the Fluids & Clean Energy segment of Dover Corporation (NYSE: DOV).
The Regional Sales Manager (RSM) is responsible for the overall commercial success for DFS in the region of Scandinavia (Sweden, Denmark, Iceland, Finland, Norway).
The goal is to grow sales specifically in the payment and systems & software services segment and to ensure sales of dispensers and other product lines that are part of 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 within existing customers and existing distribution network, as well as targeting potential conversion of additional business from competition.
The role will be based in Sweden. Either, in Malmö, where the DFS office is located or remote (preferably in Stockholm or Göteborg).
Role Objectives
- Grow sales in the region with focus on payment and systems and other software services.
- Expand additional product line sales across the existing customer base and capturing competition market share.
- Ensure customer satisfaction within the major accounts.
- Ensure efficient channel partner support.
- Adopt go to market strategy where and if required.
- Cooperate with other RSMs within the North Europe cluster.
Qualification requirements
- Bachelor Degree in Business/Engineering or Equivalent Experience in Sales & Marketing.
- Minimum of 5 years sales/marketing experience gained within a B2B environment, with demonstrable experience on execution of complex system sales.
- Previous sales / business development experience across Scandinavia is required with payment and systems/ payment acquiring/PSP knowledge. Experience with the fuel/energy retail segment would be a plus.
- Understanding of complex payment and systems projects with longer sales cycles and complex IT architectures.
- 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, agree and implement a business development strategy with the Sales Director for the region
- Development & establish excellent business relationships with key customers
- Select, Appoint, Nurture, Support and Manage distributor network
- Understand in detail the target account’s structure and key decision makers and decision-making process
- Lead product presentations / sales negotiations / tender preparations for supply contract bids to major customer targets in the region
- Set up & maintain a regular business review meeting with each of the distributors in the region
- Owns & Defines product pricing for the region with the Sales Director and other internal stakeholders
- Drives & Coordinates product launches across the region
- Lead and drive customer problem resolution; act as a liaison between our customers engineering/production teams to resolve quality / reliability / delivery issues to meet customer expectations
- Other Sales activities / responsibilities:
- Provide a reliable forecast
- Attend weekly sales calls/ sales meetings as required
- Responsible and accountable for overall sales performance in their region:
- Year on Year growth
- Annual Revenue Plan
- Gross Margin and its Expansion
Additional attributes
- Fosters an environment of accountability & discipline
- Natural leader of people, creating respect, motivation to team goals & strong team spirit / creativity
- 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
- Ability and acceptance to travel as required extensively across the region
- Language Skills: Fluent Swedish (Essential), Fluent English (Essential). Additional language skills would be an advantage
- 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
High ethics and values are required to be part of the DFS team
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 and AvaLAN. Headquartered in Austin, TX, DFS has a significant technology development and manufacturing presence around the world, including facilities in Brazil, China, India, Italy, Poland, the Netherlands, the United Kingdom and the United States.
