Business Development Manager - East Coast

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Location:

Elon, NC, US, 27244

Remote

Since 1892, OPW customers have been able to count on us to revolutionize fluid‑handling operations around the world. As a global leader in fluid‑handling solutions, the mission of OPW is to be a developer of a comprehensive array of innovative fluid‑handling solutions that our customers can consistently and reliably count on. These include loading and unloading systems for high‑value hazardous and non‑hazardous bulk products;

railcar and transport tank‑truck valves, gauging devices and tank‑monitoring systems; automated storage‑terminal controls and systems; and regulators, fittings, valves, vaporizers, vacuum‑jacketed piping and gas‑handling systems for the safe handling and distribution of cryogenics and industrial gases. OPW also creates and manufactures touch‑free and soft‑touch vehicle wash systems, entry systems and wash chemicals. OPW has more than 2,000 employees with manufacturing operations in North America, Europe and China, and sales offices around the world.

OPW is part of the Clean Energy & Fueling segment of Dover (NYSE: DOV).

** We are looking for this candidate to sit on the East Coast

** About 40% travel on the East side, remote when not traveling

The Business Development Manager – East Coast is responsible for driving profitable growth across the Eastern coast of the U.S. through distributor channel leadership and strategic market development. This role will lead and expand OPW PES’s distributor network by strengthening the performance of existing partners while identifying, onboarding, and developing new distributors within established and adjacent market segments. The position will execute territory growth plans aligned with OPW’s commercial strategy, Dover performance expectations, and enterprise governance standards.

Reporting to the North American Sales Manager, this role is accountable for revenue growth, market penetration, distributor capability development, and disciplined commercial execution across the assigned markets.

• Develop and execute annual and multi‑year territory growth plans aligned with OPW PES strategic priorities.
• Deliver revenue, margin, and share growth targets across U.S. eastern markets.
• Identify and prioritize growth opportunities across LPG storage, distribution, and utilization of product lines.
• Translate regional strategy into actionable distributor execution plans.
• Drive performance management of existing distributors through structured business reviews, joint account planning, and KPI tracking.
• Establish clear expectations related to sales targets, inventory management, market coverage, technical capability, and customer service standards.
• Provide commercial coaching and product training to elevate distributor capability and drive value‑based selling.
• Ensure disciplined pipeline management and forecast accuracy.
• Lead due diligence, onboarding, and commercial agreement processes in alignment with Dover governance and compliance standards.
• Develop ramp‑up plans to accelerate new partner productivity.
• Expand channel coverage to increase market access and reduce channel risk.
• Monitor competitive activity, pricing trends, regulatory developments, and customer demand shifts.
• Provide structured market intelligence to support pricing strategy, product positioning, and new product development.
• Identify gaps in portfolio or channel coverage and elevate business case recommendations when appropriate.
• Partner with Supply Chain, Operations, Customer Service, Engineering, and Finance to ensure delivery excellence and customer satisfaction.
• Support forecasting, S&OP inputs, and working capital discipline within the territory.
• Align with global product management to ensure localized execution of global portfolio strategy.
• Ensure distributor agreements and commercial practices comply with Dover Code of Conduct, trade compliance, and regional regulatory requirements.
• Maintain disciplined CRM utilization and commercial reporting standards.
• Support structured price management and margin discipline across the territory.