Senior Sales Manager, Industrial Services & Aftermarket

Donaldson Company; BLOOMINGTON (MN); Hybride; USD 135 000 - 169 000; Plein temps

Avantages offerts par ce poste

Sales incentive/commission plan

Comprehensive benefits package

Résumé du poste

Donaldson Company in Bloomington, MN seeks a Senior Sales Manager for Industrial Services & Aftermarket to lead national sales growth, recurring revenue expansion, and a high-performing team. The role collaborates with field/service ops, equipment and aftermarket sales, marketing, and channel partners to scale growth and profitability.

The ideal candidate has 10+ years in industrial sales with consultative selling, solution selling, and value-based approaches.

Qualifications

• Bachelor's degree or equivalent combination relevant sales and sales management experience.
• 5+ years of sales management experience leading territory managers, account managers or sales representatives.
• 10+ years of related sales/customer-facing experience (industrial sales, aftermarket sales, or similar roles).
• Proven success selling technical solutions and industrial systems to manufacturing plants and industrial facilities.

Responsabilités

• Lead, coach, develop, and grow a high-performing industrial services sales team (field and inside).
• Establish sales objectives, KPIs, and accountability processes to achieve revenue, margin, and profitability targets.
• Coach on consultative, solution, and value selling, negotiation, account development, and service contract sales.
• Build a sales culture focused on customer value, urgency, accountability, collaboration, and profitable growth.
• Develop and expand relationships with industrial manufacturing customers, distributors, dealers, contractors, and service partners.
• Develop and execute lead generation and demand generation programs for industrial services and manage pipeline.
• Develop pricing strategies, partner with operations to model pricing for labor and service agreements, and provide monthly business reviews.

Connaissances

Sales leadership

Strategic accounts

Consultative selling

Solution selling

Value selling

Negotiation

CRM proficiency

Formation

Bachelor's degree or equivalent

Outils

CRM platforms

Sales analytics tools

Description du poste

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.

We are seeking a Senior Sales Manager, Industrial Services & Aftermarket to lead the commercial growth and national sales strategy for our industrial services business across the United States. This leadership role is responsible for driving revenue and profitability growth by expanding recurring service revenue, developing strategic customer and channel relationships, and building a high-performing sales organization. The position oversees both field and inside sales teams while ensuring alignment with broader business objectives.

This position will collaborate closely with field service operations, equipment sales, aftermarket sales, marketing, product management, and channel partners to execute scalable growth initiatives. The ideal candidate is a proven industrial sales leader with experience in technical solution selling, industrial service environments, and aftermarket business models, along with a demonstrated ability to develop sales talent, implement effective sales processes, and deliver sustained business growth. Qualified candidates must be able to work a hybrid schedule at our Bloomington, MN office.

Role Responsibilities

This position will focus on the following key areas:

Sales Leadership & Team Development

• Lead, coach, develop, and grow a high-performing industrial services sales team, including field sales and inside sales personnel.
• Establish sales objectives, performance expectations, KPIs, and accountability processes to achieve revenue, margin, and profitability targets.
• Coach sales professionals on consultative selling, solution selling, value selling, negotiation, account development, and service contract sales.
• Build a sales culture focused on customer value, urgency, accountability, collaboration, and profitable growth.
• Support the development and integration of sales teams from newly acquired or expanded service businesses.

Industrial Services Growth Strategy

• Develop and execute the U.S. industrial services sales strategy and commercial growth plan.
• Build territory sales plans that identify target markets, customer segments, opportunities, and growth priorities.
• Develop strategies to increase service contracts, preventive maintenance agreements, recurring revenue, aftermarket sales, and customer retention.
• Identify new service offerings, pricing models, go-to-market strategies, and revenue opportunities.
• Work cross-functionally with service operations and technical teams to develop new solutions based on customer needs and market opportunities.

Business Development & Strategic Accounts

• Develop and expand relationships with industrial manufacturing customers, strategic accounts, distributors, dealers, contractors, and service partners.
• Identify and pursue new business opportunities across industrial manufacturing markets.
• Build relationships with customer stakeholders including plant managers, maintenance managers, reliability leaders, engineering, operations, procurement, and executive leadership.
• Lead or support strategic sales opportunities involving complex technical and commercial requirements.
• Navigate complex customer organizations and develop creative solutions that differentiate Donaldson's service offerings.

Aftermarket & Equipment Sales Collaboration

• Partner with equipment sales, aftermarket sales, field service, and distribution/channel teams to identify and win service opportunities.
• Develop programs that convert installed equipment and aftermarket customers into long-term service customers.
• Build cross-selling strategies that combine equipment, replacement products, aftermarket solutions, and field services.
• Manage channel relationships and resolve potential direct sales, distributor, dealer, and service partner channel conflicts.

Lead Generation & Pipeline Management

• Develop and execute lead generation and demand generation programs for industrial services.
• Convert equipment, aftermarket, digital, marketing, and installed-base leads into qualified service opportunities.
• Establish disciplined opportunity and pipeline management processes.
• Manage sales forecasting and provide visibility to future revenue and business performance.
• Utilize CRM systems and sales analytics to track opportunities, conversion rates, sales activity, pipeline health, and performance.

Pricing & Commercial Excellence

• Develop and execute service pricing strategies that support revenue growth, customer value, and profitability.
• Partner with operations to develop pricing models for labor, inspections, preventive maintenance, service agreements, and other recurring services.
• Analyze sales performance, pricing, margins, win rates, pipeline conversion, and other commercial KPIs.
• Provide monthly business reviews highlighting results, forecasts, opportunities, risks, and corrective actions.

Travel: 25-50%, dependent on business needs

Minimum Requirements

• Bachelor's degree or equivalent combination relevant sales and sales management experience.
• 5+ years of sales management experience leading territory managers, account managers or sales representatives
• 10+ years of related sales/customer-facing experience (ex. technical sales, industrial sales, aftermarket sales, industrial services sales, or similar customer-facing roles).

Preferred Qualifications

• Proven success selling technical solutions and industrial systems to manufacturing plants and industrial facilities.
• Strong technical aptitude with the ability to understand equipment applications, maintenance needs, and operational challenges.
• Experience influencing and selling across all levels of industrial organizations, from maintenance and engineering to plant leadership and executive stakeholders.
• Demonstrated effectiveness using consultative, solution-based, and value-driven sales approaches to drive growth and customer outcomes.
• Experience managing distributor, dealer, contractor, and channel partner relationships to expand market reach and revenue.
• Strong business and financial acumen, including pricing, margin management, contract negotiations, recurring revenue models, and data-driven decision making.
• Proficient with CRM platforms and sales analytics tools to manage pipeline, forecasting, performance tracking, and strategic execution in a fast-paced growth environment.

Relocation: This position is not eligible for relocation assistance.

Annual Salary Range: $135,280 - $169,100.

Actual salaries will vary based on several factors including, but not limited to applicable work experience, training, education, and performance.

This position is eligible for sales incentive or commission plan, based on sales targets under company policy.

Employee benefits are part of the competitive total rewards package that Donaldson Company, Inc. provides to you. Our comprehensive benefits program includes health benefits, retirement plan (401k), paid time away, paid leaves (including paid parental leave) and more.

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.

Equal Opportunity Employer, including Disability and Veterans

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.