Regional Account Manager

Dover Fueling Solutions • Sacramento, CA, US

2 days ago

Job type

Full-time

Job description

Regional Account Manager - West Region

Location : Sacramento, CA, US, 94565

We're looking for a highly driven, business-savvy Regional Account Manager to lead growth and relationship management in the Western U.S. region. This is a fast-moving, high-impact role for someone who thrives on building partnerships, driving results, and creating strategic wins. The ideal candidate will bring a blend of commercial acumen, technical expertise in fueling and equipment sales, and dynamic relationship-building skills to drive success across our distributor network and key regional accounts. You'll be the face of DFS in your territory strategic, confident, and motivated to grow market share while delivering unmatched customer experiences.

This role is ideal for a strategic, business-savvy sales professional with proven success in equipment sales, technical sales, and distributor relationship management. The ideal candidate will be based in California and demonstrate strong commercial acumen, strategic thinking, and exceptional communication skills to drive growth and build trusted partnerships. 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.

What You'll Do

Manage and expand DFS's distributor and regional account network to increase market share and sales revenue.
Serve as a trusted advisor to distributors and customers, communicating DFS's complete product portfolio, value proposition, and technical advantages.
Develop and implement strategic account plans for key channel partners and end customers.
Analyze business performance, market trends, and competitor activities to identify new opportunities.
Deliver products, systems, and sales training to distributor partners and internal teams.
Collaborate cross-functionally with service, marketing, and product teams to enhance customer experience and partner support.
Lead sales forecasting, budgeting, and pipeline management for assigned region.
Build and maintain strong, long-term relationships with customers at all organizational levels.
Negotiate and close complex deals that drive sustainable, profitable growth.
Represent DFS at trade shows, customer events, and industry conferences as needed.

What You'll Bring

Bachelor's degree in business, Engineering, Management, or related field (or equivalent experience).

5+ years of B2B sales experience in equipment, technical, or capital sales ideally in the fueling, petroleum, or energy infrastructure industry.

Proven history in channel partner management and regional account development.

Demonstrated ability to achieve and exceed revenue goals in a fast-paced environment.

Strong strategic thinking and commercial acumen, with the ability to analyze business performance and identify growth levers.

Exceptional communication, presentation, and negotiation skills confident with both executive and technical audiences.

Entrepreneurial mindset initiative-taker who thrives on ownership, accountability, and results.

Proficiency in Microsoft Office Suite (Outlook, Excel, Word, PowerPoint).

Willingness to travel up to 50% across the western region.

Strategic Relationship Builder Creates trust, influence, and partnership at all levels.

Commercially Sharp Understands business drivers, margins, and deal structures that deliver results.

Technically Fluent Confident explaining complex equipment and systems in clear, value-driven terms.

Energetic and Agile Excels in fast-moving environments and adapts quickly to market dynamics.

Purposeful Pursues goals relentlessly, balancing strategy with execution.

Clear Communicator Connects, motivates, and persuades through authentic and engaging communication.

The Ideal Candidate Will Also Bring

Experience in the fueling, petroleum, energy, or industrial equipment industry.

Background in technical or equipment sales with an understanding of installation and integration.

Familiarity with distribution and channel go-to-market strategies.

Completion of formal sales training (e.g., Challenger Sale, Miller Heiman, or Value Selling).

History of building strategic, long-term partnerships with distributors and end users.

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, AvaLAN, and Bulloch Technologies. Headquartered in Austin, TX, DFS has a significant technology development and manufacturing presence worldwide, including facilities in Brazil, China, India, Italy, Poland, the Netherlands, the United Kingdom and the United States.

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Regional Account Manager • Sacramento, CA, US