Territory Manager

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. ​

PURPOSE

The Area Sales Engineer/Manage is responsible for driving sales growth and market penetration within an assigned geographic territory. This role combines technical expertise with sales acumen to provide tailored solutions to customers, ensuring that our products meet their specific needs. The Area Sales Engineer will engage with new and existing customers, conduct product presentations, and offer technical support to secure orders and achieve sales targets. This position focuses on maintaining strong relationships and expanding business within various customer segments, including OEMs, resellers/MROs, distributors, and large end-users.

KEY RESPONSIBILITIES

• Sales Strategy Development: Develop and execute a comprehensive sales strategy to achieve revenue goals within the assigned territory, focusing on both new business development and existing account management.
• Customer Engagement: Establish and maintain strong relationships with OEMs, resellers/MROs, distributors, and large end-users, providing technical expertise and guidance to help them select the best products for their needs.
• Prospecting and Development: Actively prospect for new business opportunities, develop and manage accounts, and focus on growing the customer base across different segments.
• Manage the Authorized Distributor (AD) program: Maintain relationship with existing and potential AD’s within a specified region/country. Agree on a growth plan with all AD’s and regularly follow-up. Check the need for additional AD’s.
• Technical Presentations: Conduct product demonstrations and technical presentations to educate customers on the benefits and applications of the Donaldson’s products.
• Quotation and Order Management: Prepare detailed proposals and quotations based on customer requirements, ensuring accuracy and timely delivery.
• Market Intelligence: Gather and analyze market data, customer feedback, and competitive information to identify new opportunities and refine sales strategies.
• Collaboration: Work closely with internal teams to align on lead generation efforts and with the product development team to provide customer feedback for product improvements.
• Sales Reporting: Maintain accurate records of sales activities, customer interactions, and pipeline management in the CRM system. Regularly report on sales performance, forecasts, and market conditions. T
• Technical Support: Provide first-level technical support to customers, coordinating with the technical services team for more complex issues.
• Contract Negotiation: Negotiate contracts and agreements with customers, ensuring favorable terms that meet both the Donaldson’s and the customer's objectives.
• Continuous Learning: Stay updated on the latest industry trends, product developments, and competitor activities to maintain a competitive edge.

QUALIFICATION, EXPERIENCE, SKILLS & KNOWLEDGE REQUIRED:

Educational Background:

• Bachelor’s degree in Engineering (Mechanical, Electrical, or related field) or equivalent experience.

SPECIFIC KNOWLEDGE/SKILLS/COMPETENCES:

• Sales Expertise: Proven experience in technical sales, with a strong understanding of engineering principles and the ability to translate technical specifications into customer solutions.
• Technical Knowledge: Deep understanding of the Donaldson’s products, their applications, and industry standards.
• Customer Relationship Management: Ability to build and maintain strong relationships with OEMs, resellers/MROs, distributors, and large end-users, understanding their needs and providing tailored solutions.
• Sales Process Management: Proficiency in managing the sales process from lead generation to closing, including proposal development, negotiations, and contract management.
• Communication Skills: Excellent verbal and written communication skills, with the ability to present complex technical concepts in a clear and persuasive manner.
• Problem-Solving: Strong analytical and problem-solving skills, with the ability to identify customer challenges and develop innovative solutions.
• Time Management: Excellent organizational skills with the ability to manage multiple projects and deadlines effectively.
• Market Awareness: Knowledge of market trends, competitor activities, and industry developments to inform sales strategies.
• Technical Proficiency: Proficient in using CRM systems, sales software, and Microsoft Office Suite to track sales activities and manage customer relationships.
• Travel Availability: Willingness to travel within the assigned territory, conducting a minimum of 30 customer visits per month to meet with customers, attend industry events, and support sales initiatives.

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.

Donaldson Company has been made aware that there are several recruiting scams that are targeting job seekers.  These scams have attempted to solicit money for job applications and/or collect confidential information, Donaldson will never solicit money during the application or recruiting process.  Donaldson only accepts online applications through our Careers | Donaldson Company, Inc. website and any communication from a Donaldson recruiter would be sent using a donaldson.com email address.  If you have any questions about the legitimacy of an employment opportunity, please reach out to [email protected] to verify that the communication is from Donaldson.

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.