Key Account Manager - Resale

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

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