Job Description

Job Description

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.

#LI-GP1

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.

#ZR-ext

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.

Work Arrangement: Remote

$105,000.00 - $110,000.00 Annually 

Bonus Eligible: This position is eligible to earn a discretionary bonus based on performance metrics and other criteria outlined in our applicable bonus plan.

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, 13 paid holidays/floating holidays per calendar year, paid vacation days, and paid sick leave; including 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.

Dover Fueling Solutions is an equal opportunity employer—committed to diversity, inclusion, and giving everyone a fair shot. We welcome applicants regardless of race, gender, sexual orientation, or any other protected characteristic. 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 [email protected] 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 Recruitment Fraud Notice on our careers site.

This position may be located in: Americas : United States : California : Sacramento || Americas : United States : California : Anaheim || Americas : United States : California : Bakersfield || Americas : United States : California : Cypress || Americas : United States : California : Fresno || Americas : United States : California : Los Angeles || Americas : United States : California : Oakland || Americas : United States : California : San Francisco || Americas : United States : Nevada : Las Vegas || Americas : United States : Oregon : Portland || Americas : United States : Washington : Seattle

Job Function: Sales

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