Key Account Manager II

USA Donaldson Company Inc.; Bloomington (IN); Hybrid; USD 102,000 - 127,000; Full time

Job summary

Donaldson Company seeks a high-impact Key Account Manager II to drive growth with top OEMs in the mobile equipment sector. You will manage strategic relationships, optimize revenue, and lead cross-functional teams to align filtration solutions with customer priorities.

Hybrid work from Bloomington, MN, with travel up to 30%. Ideal candidates bring 3+ years of B2B sales, strong negotiation, and executive communication skills, plus experience with CRM platforms and pricing discipline.

Qualifications

• Bachelor’s degree in business, communications, engineering, or related field.
• 3+ years of progressive sales experience with large OEM/strategic accounts preferred.
• Proficiency with CRM platforms to manage plans, opportunities, and pipeline.

Responsibilities

• Proactively develop and manage strategic relationships with assigned accounts to drive growth.
• Advocate for the customer, ensuring needs and priorities are understood and addressed.
• Collaborate with multiple customer functions (purchasing, engineering, operations, quality, leadership).
• Develop account insights, stakeholder maps, and value propositions using the company framework.
• Understand customer business models, value drivers, and future program needs.
• Meet or exceed revenue, margin, and growth targets for assigned accounts.
• Manage direct sales, RFQs/RFPs, pricing actions, and negotiations.
• Create market and account plans, budgets, and demand assumptions.
• Use CRM to manage plans, opportunities, interactions, pipeline health, and reviews.
• Monitor profitability, pricing discipline, and margin improvement opportunities.

Skills

Relationship management

Strategic account growth

Executive-level communication

CRM experience

Pricing & negotiations

Cross-functional collaboration

Presentations & proposals

Education

Bachelor’s degree

Tools

Microsoft Dynamics

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. Donaldson’s Key Account Manager II plays a critical role in providing substantial value for both Donaldson and its long-standing customers. Working with top OEMs in the mobile equipment industry, This role holds significant responsibilities in managing and nurturing client relationships and driving revenue growth by promoting Donaldson’s industry-leading filtration technology. Qualified candidates must be able to work a hybrid schedule at our Bloomington, MN office.

Role Responsibilities

Relationship Management and Growth

• Proactively develop, lead, and manage strategic relationships with assigned accounts to strengthen customer engagement, retention, and long-term growth.
• Serve as the primary customer advocate within Donaldson, ensuring customer needs, priorities, and business drivers are clearly understood and addressed.
• Build and maintain strong relationships across multiple customer functions and levels, including purchasing, engineering, operations, quality, and leadership stakeholders.
• Apply Donaldson’s Strategic Account Selling framework, principles, and tools to develop account insights, stakeholder maps, value propositions, and prioritized growth opportunities.
• Deeply understand the customer’s business model, value drivers, decision-making process, customer priorities, and future program needs.
• Build strong relationships with multiple functions and levels within the customer based on trust and respect.
• Identify and collaboratively prioritize opportunities to create differentiated customer value, strengthen Donaldson’s position, and accelerate profitable growth.

Account Management and Profitable Growth

• Meet or exceed annual revenue, margin, and growth targets for assigned accounts while maintaining a robust and actionable opportunity pipeline.
• Own commercial account management activities, including direct sales, RFQs/RFPs, pricing actions, product development programs, and customer negotiations.
• Develop and execute market, account, and action plans to expand market share, improve profitability, and support long-term business growth.
• Collaborate with cross-functional teams, including engineering, operations, supply chain, customer service, finance, and product management, to align Donaldson solutions with customer priorities.
• Develop account forecasts, budgets, and demand assumptions; communicate changes and assess business impact to Donaldson.
• Use CRM tools consistently to manage account plans, opportunities, customer interactions, pipeline health, and business reviews.
• Monitor account profitability, pricing discipline, cost-to-serve considerations, and margin-improvement opportunities.

TRAVEL: Up to 30%

Minimum Qualifications

• Bachelor’s degree in business, communications, engineering, or related field.

Preferred Qualifications

• Proven ability to balance strategic account growth, new business development, and long-term customer retention.
• 3+ years of progressive sales experience, preferably in B2B Experience managing large OEM or strategic accounts in industrial, mobile equipment, transportation, or manufacturing markets.
• Proficiency with Microsoft Dynamics or comparable CRM platforms to manage account plans, opportunities, and pipeline activity.
• Executive-level communication skills with the ability to influence across customer and internal stakeholders.
• Strong commercial acumen, including pricing, negotiation, margin improvement, and profitable growth discipline.
• Demonstrated presentation, negotiation, and problem-solving capabilities in complex customer environments.

Annual Salary Range : $101,680-$127,100. Actual salaries will vary based on several factors including, but not limited to applicable work experience, training, education, performance. Based on work location, geographic adjustment is included. This position is eligible for sales incentive or commission plan, based on sales targets under company policy.

Immigration Sponsorship Not Available: Applicants for this position must be currently and legally authorized to work in the United States without the need for current or future sponsorship (e.g., H-1B, J-1, F-1, CPT, OPT, etc.). Donaldson will not offer immigration sponsorship or assume sponsorship of an employment visa for this position. International relocation or remote work arrangements outside of the U.S. will not be considered. 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.

Donaldson Company helps solve some of the world's most complex filtration and contamination control challenges, and is one of the largest global providers of unique filtration technologies and high‑quality filters and parts. Our filtration technologies and products are used every day, in a variety of industries and environments, including aerospace, agriculture, construction, food and beverage, manufacturing, mining, power generation, transportation and many more.

Key to our success, our 14,000 employees support customers at sales, manufacturing and distribution centers from over 140 locations on six continents.

The filtration market continues to grow. Customers' needs for filtration solutions continue to evolve. And the opportunities for our products and our people continue to expand.

Learn more at www.donaldson.com.