Account Manager

Dover Corporation

  • Cleveland, OH
  • Permanent
  • Full-time
  • 13 days ago
Since 1892, OPW customers have been able to count on us to revolutionize fluid-handling operations around the world. As a global leader in fluid-handling solutions, the mission of OPW is to be a developer of a comprehensive array of innovative fluid-handling solutions that our customers can consistently and reliably count on. These include loading and unloading systems for high-value hazardous and non-hazardous bulk products; railcar and transport tank-truck valves, gauging devices and tank-monitoring systems; automated storage-terminal controls and systems; and regulators, fittings, valves, vaporizers, vacuum-jacketed piping and gas-handling systems for the safe handling and distribution of cryogenics and industrial gases. OPW also creates and manufactures touch-free and soft-touch vehicle wash systems, entry systems and wash chemicals. OPW has more than 2,000 employees with manufacturing operations in North America, Europe and China, and sales offices around the world. OPW is part of the Clean Energy & Fueling segment of Dover (NYSE: DOV).OPW Clean Energy Solutions (CES): As the adoption of alternative fuels surges, OPW is committed to shaping the future of the clean energy industry, and strategically expanding into innovative realms. This vision has culminated in the establishment of the OPW Clean Energy Solutions Business Unit. At its core lies the industry-leading enterprises, Acme Cryogenics, RegO Products and RegO Products subsidiary, Superior Products all renowned for pioneering solutions in clean energy and the safe handling, transport, and storage of cryogenic liquids and gases. Join us in our journey towards a safer, cleaner tomorrow. To learn more about OPW Clean Energy Solutions, please visit our website: . To visit our enterprise website please visit .SCOPE:The Account Manager provides vision, developing and implementing Superior Products' distribution programs to meet business objectives. This position executes strategic initiatives and innovative tactics for effective distribution programs through the full lifecycle of the program, from inception to launch and maturity. This position also plays an integral role in the organization by cultivating long-term customer relationships with the Global Compressed Gas Producers, Compressed Gas Distributors and key OEMs, identifying new sales opportunities within new or existing customer base, and driving profitable revenue growth within the core product technologies. The Account Manager serves as a key partner with cross-functional teams and external business partners to execute and manage Superior's distribution channel programs.Candidates require a strong background in sales. Strong aptitude with account planning, growth, communications, analytical mind-set, and organizational skills are essential for success. Ideal candidate is an individual with a strong desire to find efficiency and profitability in everyday processes with relentless attention to detail.Reporting to the General Manager, this role will be based from the Cleveland, Ohio office, coupled with ability to travel (approximately 50%).ESSENTIAL RESPONSIBILITIES:
  • Develop, grow, and execute strategic global compressed gas producers, compressed gas distributors and OEM key account plans to ensure business goals/targets are achieved through existing and new customers.
  • Track and support key project activities within assigned target compressed gas producers, compressed gas distributors and OEMs.
  • Own all dimensions of customer relationships, including a clear customer roadmap.
  • Define current/emerging market requirements and growth opportunities. Work closely with Product Management to interpret customers' product needs and roadmaps.
  • Create and monitor credits for approved program campaigns including pricing, rebates, credits and discounts with direct customers and buying groups.
  • Manage manufacturer representative groups by fostering relationships with including joint travel, collateral requests commission reports and monitoring sales.
  • Work with marketing in distribution program-related materials for internal teams and external partners
  • Create regular communications, update and present distribution program status, results and recommendations to stakeholders. Provide analysis and insight in an effort to create future successful marketing programs.
  • Support new distribution program concepts by utilizing experience from daily management of Superior Products programs and campaigns in tandem with input from Channel Account Management and internal business partners to achieve Superior's goals and objectives.
  • Provide competitor dynamics and capabilities as well as voice of the customer to ensure Superior Products is driving customer centric, competitive programs.
  • Proactively assesses, clarifies, and validates partner needs on an ongoing basis
  • Foster excellent communication internally and externally, and through strict adherence to channel rules of engagement.
  • Ensures partner compliance with partner agreements.
  • Drives adoption of company programs among assigned partners.
  • Own all aspects of tradeshow tasks including communication with the organization, set up, tear down, attendance, etc.
  • Investigate and resolve channel partner issues.
  • Build and maintain relationships with other departments to facilitate and accomplish team goals.
REQUIRED QUALIFICATIONS/EDUCATION:
  • Bachelors' Degree in Marketing, Business or related degree.
  • Minimum 3 - 5 years demonstrated experience in (distribution) channel management and go-to-market strategies.
  • Ability to communicate tactfully and effectively (verbally, in writing, with evolved listening skills).
  • Outstanding facilitation and consensus building skills.
  • Foster effective internal and external working relationships. Possess evolved presentation and persuasion skills.
  • Expert-level proficiency in Excel and PowerPoint. Functional knowledge of Microsoft Office™ and other appropriate software for tracking and managing partner details, activities and timelines.
  • Creative, out-of-the-box thinker; a problem solver.
  • Thought leader in channel marketing; bridges the gap between technical capabilities and business needs.
  • Proven success in project management methods related to program implementation within the manufacturing industry.
  • Demonstrated ability to manage a pipeline with multiple accounts and partners.
  • Available to travel (approximately 50%).
  • Compressed gas industry experience in outside sales preferred
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.Benefits: Our total rewards package for eligible team members also includes: a 401(k) savings plan with employer contributions; medical, dental and vision insurance; wellness programs; health savings account, health care and dependent care flexible spending accounts; company paid short-term disability and long-term disability; company paid employee basic life and AD&D insurance; supplemental employee and dependent life insurance; optional accident, hospital indemnity and critical illness insurance; adoption, surrogacy, and fertility benefits and assistance; commuter benefits; parental, military, jury duty, and bereavement leaves of absence; paid time off, business travel services; employee discounts; and an employee assistance program that includes company paid counseling sessions and legal services. Eligibility for benefits is governed by applicable plan documents and policies.All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, 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.Fraudulent Recruiting Disclaimer: Dover Corporation and our affiliated operating companies want to alert applicants to internet job posting fraud, where parties posing as Dover employees, recruiters, or other agents, try to engage with online candidates in an attempt to steal personal and/or financial information. We do not endorse or engage in any recruitment practices that involve payment or personal information outside of our official application and hiring process. Please verify the authenticity of an invitation to apply for a job, or for a job offer by contacting us directly through our Dover and affiliated operating company websites at . To learn how you can protect yourself, review our .#LI-LW1

Dover Corporation