Sales Manager

PSG® is the global pump, metering and dispensing-solution expert, enabling the safe and efficient transfer of critical and valuable fluids that require optimal performance and reliability in applications where it matters most. Additionally, PSG is a leading provider of flow meters designed to reduce waste and downtime while accurately measuring, monitoring and controlling the distribution of fluids. Headquartered in Downers Grove, IL, USA, PSG is comprised of several world-class brands, including Abaque®, All-Flo™, Almatec®, Blackmer®, Ebsray®, em-tec®, Griswold®, Hydro™, Malema™, Mouvex®, Neptune®, PSG® Biotech, Quantex™, Quattroflow®, and Wilden®. PSG products are manufactured on three continents – North America, Europe, and Asia – in state-of-the-art facilities that practice lean manufacturing and are ISO-certified. PSG is part of the Pumps & Process Solutions segment of Dover Corporation. For additional information on PSG, please visit psgdover.com.

We thrive on winning and being number one; and are always looking to add the best and brightest to our talented team of professionals. PSG offers a unique combination of the both small company atmosphere: with an ownership mindset that allows you to make close-to-the-customer decisions; an innovative approach in seeing beyond what is possible today and entrepreneurial spirit in the pursuit of new opportunities; combined with benefits of a large company’s scale, tools, expertise, and financial strength with Dover. Join PSG, a growing global company where your curiosity, hard work and ambition is rewarded with exceptional career opportunities in a friendly & fast paced environment.

PSG is part of the Pumps and Process Solutions segment of the Dover Corporation® (NYSE: DOV). Dover is a diversified global manufacturer and solutions provider with annual revenue of over $7 billion. We deliver innovative equipment and components, consumable supplies, aftermarket parts, software and digital solutions, and support services through five operating segments. Recognized for our entrepreneurial approach for over 65 years, our team of over 24,000 employees takes an ownership mindset, collaborating with customers to redefine what's possible.

Position Summary: 

This role manages the sales development of the North American region by directly managing a team of sales professionals with specified account responsibility. The Sales Manager is responsible for the implementation and execution of strategic plans that drive revenue and share growth, promotes the brand, products and image, supports sales programs and policies, and reports results to management.

Essential Duties and Responsibilities:

• Leads a team of sales professionals responsible for achieving annual operating plan for revenue in the North American region.
• Executes annual revenue plan, including providing quarterly, semi-annual and annual formal business report outs.
• Manages bookings to maintain a healthy backlog for the plant.
• Assists product management to drive margin growth.
• Creates and maintains a demand plan key customers and key products.
• Supports various inventory goals for the plant.
• Coordinates regional sales by administering and communicating policies, procedures, and objectives through independent reps, distributors and direct channel sales representatives.
• Utilizes value added selling approach driving a financial business case for customers conversions and retention.
• Develops and maintains a strong relationship built on mutual trust, respect and cooperation with direct customers and other channel partners, distribution management and strategic accounts.              
• Review sales performance of distributors, sales agents and direct channel sales representative’s through quarterly, mid-year and annual business reviews, identifying areas of improvement and making changes were needed.
• Develops the channel to market for new business and drives the execution of those strategies, from cold calling to setting up distribution or selling direct, in the region.
• Identifies gaps in strategies that could hinder plans.
• Researches market opportunities and gaps using multiple sources of market intelligence.
• Maps end users, distributors, franchises, OEMs, and influencer in the various industry segments.
• Uncovers business drivers, new areas of opportunity, and ensures voice of the customer is part of strategies and plans.
• Understands market offerings of product and services, and works to close gaps in PSG’s product and service offering. Creates sales collateral to support the sales team.
• Effectively manage utilization of CRM tools, opportunities including closing marketing & tech service generated leads.
• Creates, manages and improves Salesforce.com metrics.
• Uses the Target Account Matrix to maintain an active target list for the salesforce.
• Uses tools and process to measure and manage all activities.
• Executes annual business plan objectives.
• Ensure achievement of assigned MBO’s.
• Manages travel & entertainment budget for the business development team.

Qualifications / Requirements:

• Bachelor Degree in Business, Engineering or related field.
• 5+ years of experience in direct customer sales.
• Experience managing distribution and working with strategic accounts preferred.
• Specific Skills: MS Office Suite (Word, Excel, PowerPoint, Outlook), HRIS, CRM.

Desired Characteristics:

• Driven to win.
• Develops and coaches talent.
• Builds a sense of shared purpose and vision.
• Builds and sustains relationships.
• Inspires trust and open communication.
• Clearly expresses oneself orally and in writing.
• Effectively negotiates when necessary.
• Formal presentation skills.
• Acts with integrity.

Work Arrangement : Onsite

Pay Range: $110,000.00 - $150,000.00 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, including 11 paid holidays per calendar year, paid vacation days beginning at 120 hours annually, 40 paid sick leave hours annually or as provided under state and local paid sick leave laws;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 [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  https://careers.dovercorporation.com/.  To learn how you can protect yourself, review our Recruitment Fraud Notice on our careers site.

Job Function : Sales