District Sales Manager, West

Dover Corporation San Diego, CA
District Sales Manager, West

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Date: Jul 12, 2018

Location:San Diego, CA, US

Company: Dover Corporation

District Sales Manager, West

Company Overview:

Destaco, a Dover Company, is a global leader in the design and manufacture of high-performance automation, workholding, and remote handling solutions. The company serves customers in variety of end-markets, including the automotive, life sciences, consumer goods, packaging, aerospace, and nuclear sectors.

Built on a legacy of over 100 years, Destaco offers a comprehensive portfolio of products to engineer precise movement, placement and control solutions that drive productivity and uptime for manufacturers around the world. The Destaco family of products consists of industry-leading brands such as Destaco Manual and Power Clamps, Camco and Ferguson Indexers, Robohand Grippers and CRL Manipulators and Transfer Ports.

Destaco is based in Auburn Hills, Michigan, and operates globally through ~800 employees across 12 locations.

Dover is a diversified global manufacturer with annual revenues of $7 billion. The company delivers innovative equipment and components, specialty systems, and support services through three major operating segments: Engineered Systems, Fluids, and Refrigeration & Food Equipment. Headquartered in Downers Grove, Illinois, Dover trades on the New York Stock Exchange under "DOV."

Position Summary:

The District Sales Manager, West for Destaco is responsible for developing new business opportunities to market and sell company products in specified accounts and territories across the Western United States. S/he is responsible for establishing and developing relationships with customers and partners, and understanding drivers for key accounts. S/he is responsible for achievement of Destaco sales initiatives and targeted growth rates, working within and communicating across various functional teams that enable the successful sale of products.

The Sales Leader, West reports to the Director of Sales for the Americas and is located in California (Southern Region is preferred). The position requires significant travel (up to 75%). The position requires the ability to work and communicate with Product Management, Engineering, Marketing, Customer Service, Technical Support, and in teams at various levels across the organization.

Key Job Responsibilities included but not limited to:

* Grows the business by executing sales and marketing initiatives in collaboration with product managers, engineering, marketing, and Destaco sales network to achieve targeted growth rates.

* Builds relationships with current and new customers within key industries and market segments to understand key drivers and priorities. Penetrates current accounts with additional product offerings and opens new accounts through products that meet customer needs.

* Collaborates with and supports the system design group and product development to identify new product needs, product improvements and specifications for target customers, markets and industries.

* Recommends competitive positioning strategies in conjunction with Product Management and Sales Director and implements appropriate/aggressive competitive responses.

* Defines and meets quarterly and annual account plan focusing on targeted markets and key accounts and prospects. Defines and implements sales strategy to meet plan.

* Communicates with sales team, engineering, customer service and technical support to communicate and resolve customer concerns, orders, deliveries, and warranty issues to ensure customer satisfaction.

* Sells all product offerings, developing and maintaining professional sales ability, knowledge and skills across all product lines. Continually learns new products and services and methods of presentation for products.

* Promotes safety awareness with other members of the sales team. Promotes accident prevention and employee involvement in regards to a safe work environment.

Leadership Competencies aligned with Dover and executed in DESTACO with appropriate expectations for the job level:

* Strategic Mindset: Has understanding of global industry or market; creates breakthrough strategies that alter the competitive dynamics in a market, and establishes a series of competitive advantages yielding profitability that exceeds expectations for the organization.

* Customer Impact: Creates value for customers addressing known and unknown needs. Knows and understands all aspects of the global market, including: economics, products and services, channels, the customers and their end-markets.

* Results-Driven: Produces results that exceed Dover's strategic objectives via a combination of planning and implementation, while living the Dover Values.

Job Requirements:

Experience:

* Requires a minimum of two to five (2-5) years of technical sales experience including sales and new product development recommendations.

* Experience in the manufacturing industry is highly desired.

* Experience in proposal preparation and quotation generation desirable.

* Experience with long sales cycle desirable.

* Trade show experience preferred.

Knowledge, Skills and Abilities:

* Ability to understand technical products and effectively present to customers and management

* Excellent communication and presentation skills, including facilitation, verbal, and written skills

* Self-starter, self-motivated, ability to work with minimal supervision

* High energy, strong interpersonal skills

* Understand and willing to change with the needs of the customer and markets

* Ability to work in teams maintaining a high level of communication and interaction

* Experience working cross-culturally a plus

Education and Certification Qualifications:

* Bachelor's degree in business or related field required

Travel Requirements:

* Ability to travel up to 75% of the time

Our Values: Collaborative Entrepreneurial Spirit, Winning through Customers,

High Ethical Standards, Openness and Trust, Expectations for Results, Respects and Values People