Job Description

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. ​

The Manager, Key Accounts is a strategic leader and business owner responsible for driving growth, fostering strong customer relationships, and ensuring the successful execution of sales strategies within the IAF EQP PTO segment. This role demands a results-oriented leader with a proven ability to manage long-term partnerships with Key OEMs, develop customer-focused strategies, identify new OEM development opportunities, and champion a growth mindset within the organization.

Key Responsibilities

• Lead the OEM sales team and take full ownership of the OEM business segment, driving revenue and profitability.
• Develop and execute comprehensive sales plans aligned with the company's strategic goals.
• Monitor market trends, competition, and customer needs to identify opportunities for growth and improvement.
• Build and maintain strong, long-term relationships with key OEM customers.
• Partner with cross-functional teams to deliver tailored solutions that meet customer needs.
• Lead contract negotiations, ensuring mutually beneficial agreements.
• Manage pricing strategies, value propositions, and deal structuring to secure long-term partnerships.
• Collaborate with internal stakeholders to align OEM strategies with overall business objectives.
• Provide market insights and recommendations to influence product development, marketing, and innovation.
• Contribute to strategic decision-making through data-driven analysis and forecasting.
• Drive a culture of continuous improvement, encouraging innovation and proactive problem-solving.
• Identify new business opportunities and develop strategies to penetrate untapped markets.
• Mentor and inspire team members, fostering a high-performance sales culture.

Key Qualifications

Education Qualification

• Bachelor's degree with a major in Science, Engineering, or a related field.

Relevant Experience

• 8+ years of experience in sales management, business development, or account management within the OEM industry.
• 5+ years of experience in team management, with a proven track record of leading and developing sales teams.
• Proven track record of achieving and exceeding sales targets.

Technical Competence & Skills

• Strong negotiation and conflict-resolution skills.
• Strategic thinker with a data-driven approach to decision-making.
• Ability to manage pricing strategies, value propositions, and deal structuring.
• Proficiency in market analysis, forecasting, and contract negotiation.
• Ability to manage multiple priorities and work effectively in a fast-paced environment.

Leadership Skills

• Exceptional communication and interpersonal skills, with the ability to influence and persuade at all levels.
• Proven ability to mentor and inspire team members, fostering a high-performance sales culture.
• Customer-focused with a passion for delivering value.
• Results-oriented with a proactive and entrepreneurial mindset.
• Resilient, adaptable, and open to feedback.

Others (% of travel, language, etc.)

• Travel: Up to 40%.
• Language: Fluent in English (written and spoken), with the ability to communicate effectively with global stakeholders and customers.

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 talentacquisition@donaldson.com 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.