What are the responsibilities and job description for the Key Account Manager - Resale position at USA Donaldson Company Inc.?
Donaldson is committed to solving the world’s most complex filtration challenges. Together, we make cool things. As an established technology and innovation leader, we are continuously evolving to meet the filtration needs of our changing world. Join a culture of collaboration and innovation that matters and a chance to learn, effect change, and make meaningful contributions at work and in communities.
As the Key Account Manager - Resale for our Industrial Aftermarket business unit, you’ll have the opportunity to work with large distributors to grow their knowledge of our core products, to gain their interest in representing Donaldson in the market, to grow revenue through distributors via new sales opportunity generation, and to maintain market share across diverse markets in the United States and Canada. You will foster and strengthen relationships with key customer contacts through phone and email communication, as well as through travel to various territories.
Role Responsibilities:
Act as a primary contact for assigned Resale accounts, which includes traveling to customer locations to solidify relationships, determining customer needs, and learning application and business requirements
Through market research, daily customer phone calls and emails, and business travel to customers, identify and close sales opportunities and leads through resellers to secure new end user business and grow channel sales
Establish, cultivate and leverage resale customer relationships at a branch level and corporate level to grow the business
Conduct virtual and in-person trainings on Donaldson products and technologies to resellers, and coach them on how to sell filtration to their customer base
Lead sales presentations, pricing negotiations, business and product proposals, and other communications designed to drive sales
Ensure customer satisfaction by completing quotes, reviewing business opportunities, and answering technical questions
Manage channel conflict through regular communication with distribution partners and territory managers to determine the best path to market to gain market share
Act as a customer advocate within internal organizations and cross-functional teams on pre- and post-sale matters including but not limited to our OEM group, engineering and manufacturing facilities
Maintain relationships and favorable contacts with current and potential accounts utilizing Microsoft Dynamics CRM
TRAVEL: Up to 15%
Minimum Qualifications:
3 years of related sales experience, preferably within the industry
High school diploma
Preferred Qualifications:
Bachelor’s degree is strongly preferred
Previous experience selling to or working with distributors, and/or selling in an industrial or manufacturing environment
Strong time management skills
Excellent listening, negotiation, presentation abilities and collaboration skills
Strong written and verbal communication skills
Strong mechanical/technical aptitude and ability to learn new technologies
Demonstrated ability to use good public relations skills including having a professional impact and being able to present to groups or individuals in a persuasive manner
Key words: account manager, key account, distributor, industrial, sales
#LI-Hybrid
Employment opportunities for positions in the United States may require use of information which is subject to the export control regulations of the United States. Hiring decisions for such positions are required by law to be made in compliance with these regulations. Applicants for employment opportunities in other countries must be able to meet the comparable export control requirements of that country and of the United States.
Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law.
