Regional Account Manager - West Region at Dover Fueling Solutions in Sacramento, CA | USD105,000-110,000 | Kablio

Role

Description

training

forecasting

market analysis

account management

technical advisory

product delivery

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

Requirements

b2b sales

petroleum

microsoft office

bachelor's

channel management

negotiation

Commercially Sharp – Understands business drivers, margins, and deal structures that deliver results.
Clear Communicator – Connects, motivates, and persuades through authentic and engaging communication.
Technically Fluent – Confident explaining complex equipment and systems in clear, value-driven terms.
5+ years of B2B sales experience in equipment, technical, or capital sales — ideally in the fueling, petroleum, or energy infrastructure industry.
Experience in the fueling, petroleum, energy, or industrial equipment industry.
Willingness to travel up to 50% across the western region.
Entrepreneurial mindset — initiative-taker who thrives on ownership, accountability, and results.
Exceptional communication, presentation, and negotiation skills — confident with both executive and technical audiences.
Proficiency in Microsoft Office Suite (Outlook, Excel, Word, PowerPoint).
Completion of formal sales training (e.g., Challenger Sale, Miller Heiman, or Value Selling).
Strong strategic thinking and commercial acumen, with the ability to analyze business performance and identify growth levers.
Proven history in channel partner management and regional account development.
Demonstrated ability to achieve and exceed revenue goals in a fast-paced environment.
Bachelor’s degree in business, Engineering, Management, or related field (or equivalent experience).
Familiarity with distribution and channel go-to-market strategies.
Background in technical or equipment sales with an understanding of installation and integration.
History of building strategic, long-term partnerships with distributors and end users.
Energetic and Agile – Excels in fast-moving environments and adapts quickly to market dynamics.

Benefits

Information not given or found

Training + Development

Information not given or found

Interview process

Information not given or found

Visa Sponsorship

Information not given or found

Security clearance

Information not given or found

Company

Overview

$8b revenue

Dover Corporation's size

As part of Dover Corporation, DFS operates within a company that generates approximately $8 billion in annual revenue.

150+ countries

Global footprint

DFS serves retailers across over 150 countries worldwide.

Born from a lineage of historic fueling brands, DFS merges trusted names like Wayne, Tokheim and OPW under a single global platform.
Headquartered in Austin, Texas, with manufacturing hubs across North America, Europe and Asia.
As part of Dover Corporation (~$8b revenue), DFS invests heavily in digital: launching its DFS DX™ IoT/cloud platform to optimize forecourt assets.
Its tech suite powers projects from advanced POS systems and digital pump displays to automatic tank gauging, remote diagnostics and EV fast chargers.
DFS routinely collaborates with partners like Bottomline to offer end-to-end fuel management—from logistics software to wetstock monitoring.
Typical deployments include smart dispensers that show targeted media, loyalty rewards at the pump, wetstock loss detection and connected firmware.
Recent standout: RDM by DFS brought remote diagnostics to Wayne Helix dispensers across EMEA, cutting downtime and service costs.
DFS continues expanding beyond conventional fuels—integrating EV charging, LNG/CNG/H2 support as stations diversify energy offerings.

Culture + Values

Customer Focused - We listen, understand, and exceed our customers’ expectations.
Innovation - We foster an environment where new ideas are encouraged, and creativity thrives.
Integrity - We act with integrity, uphold the highest ethical standards, and build trust.
Collaboration - We believe in teamwork and the power of collective effort to achieve common goals.
Accountability - We take ownership of our actions and hold ourselves and others accountable.

Environment + Sustainability

Net Zero by 2050

Commitment to Emissions Reduction

The company aims to achieve Net Zero emissions by the year 2050, demonstrating a long-term commitment to combating climate change.

Focus on innovative solutions to reduce carbon footprints in the fueling industry.
Actively enhancing the energy efficiency of products and services.
Committed to sustainable product design and manufacturing to minimize environmental impact.

Inclusion & Diversity

Creates a culture of inclusion, ensuring every employee feels valued.
Promotes gender equality with clear policies to ensure equal opportunities for all employees.
Does not currently have specific data on gender-related statistics.

Articles

Dover Fueling Solutions - Careers

Dover Fueling Solutions - News

Role

Description

training

forecasting

market analysis

account management

technical advisory

product delivery

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

Requirements

b2b sales

petroleum

microsoft office

bachelor's

channel management

negotiation

Commercially Sharp – Understands business drivers, margins, and deal structures that deliver results.
Clear Communicator – Connects, motivates, and persuades through authentic and engaging communication.
Technically Fluent – Confident explaining complex equipment and systems in clear, value-driven terms.
5+ years of B2B sales experience in equipment, technical, or capital sales — ideally in the fueling, petroleum, or energy infrastructure industry.
Experience in the fueling, petroleum, energy, or industrial equipment industry.
Willingness to travel up to 50% across the western region.
Entrepreneurial mindset — initiative-taker who thrives on ownership, accountability, and results.
Exceptional communication, presentation, and negotiation skills — confident with both executive and technical audiences.
Proficiency in Microsoft Office Suite (Outlook, Excel, Word, PowerPoint).
Completion of formal sales training (e.g., Challenger Sale, Miller Heiman, or Value Selling).
Strong strategic thinking and commercial acumen, with the ability to analyze business performance and identify growth levers.
Proven history in channel partner management and regional account development.
Demonstrated ability to achieve and exceed revenue goals in a fast-paced environment.
Bachelor’s degree in business, Engineering, Management, or related field (or equivalent experience).
Familiarity with distribution and channel go-to-market strategies.
Background in technical or equipment sales with an understanding of installation and integration.
History of building strategic, long-term partnerships with distributors and end users.
Energetic and Agile – Excels in fast-moving environments and adapts quickly to market dynamics.

Benefits

Information not given or found

Training + Development

Information not given or found

Interview process

Information not given or found

Visa Sponsorship

Information not given or found

Security clearance

Information not given or found

Company

Overview

$8b revenue

Dover Corporation's size

As part of Dover Corporation, DFS operates within a company that generates approximately $8 billion in annual revenue.

150+ countries

Global footprint

DFS serves retailers across over 150 countries worldwide.

Born from a lineage of historic fueling brands, DFS merges trusted names like Wayne, Tokheim and OPW under a single global platform.
Headquartered in Austin, Texas, with manufacturing hubs across North America, Europe and Asia.
As part of Dover Corporation (~$8b revenue), DFS invests heavily in digital: launching its DFS DX™ IoT/cloud platform to optimize forecourt assets.
Its tech suite powers projects from advanced POS systems and digital pump displays to automatic tank gauging, remote diagnostics and EV fast chargers.
DFS routinely collaborates with partners like Bottomline to offer end-to-end fuel management—from logistics software to wetstock monitoring.
Typical deployments include smart dispensers that show targeted media, loyalty rewards at the pump, wetstock loss detection and connected firmware.
Recent standout: RDM by DFS brought remote diagnostics to Wayne Helix dispensers across EMEA, cutting downtime and service costs.
DFS continues expanding beyond conventional fuels—integrating EV charging, LNG/CNG/H2 support as stations diversify energy offerings.

Culture + Values

Customer Focused - We listen, understand, and exceed our customers’ expectations.
Innovation - We foster an environment where new ideas are encouraged, and creativity thrives.
Integrity - We act with integrity, uphold the highest ethical standards, and build trust.
Collaboration - We believe in teamwork and the power of collective effort to achieve common goals.
Accountability - We take ownership of our actions and hold ourselves and others accountable.

Environment + Sustainability

Net Zero by 2050

Commitment to Emissions Reduction

The company aims to achieve Net Zero emissions by the year 2050, demonstrating a long-term commitment to combating climate change.

Focus on innovative solutions to reduce carbon footprints in the fueling industry.
Actively enhancing the energy efficiency of products and services.
Committed to sustainable product design and manufacturing to minimize environmental impact.

Inclusion & Diversity

Creates a culture of inclusion, ensuring every employee feels valued.
Promotes gender equality with clear policies to ensure equal opportunities for all employees.
Does not currently have specific data on gender-related statistics.

Articles

Dover Fueling Solutions - Careers

Dover Fueling Solutions - News