Senior Sales Manager, Industrial Services & Aftermarket

USA Donaldson Company Inc.; Bloomington (IN); Hybride; USD 135 000 - 169 000; Plein temps

Avantages offerts par ce poste

Health benefits

Retirement plan (401k)

Paid time away

Paid leaves (including paid parental)

Résumé du poste

Donaldson Company, a leader in filtration technology, seeks a Senior Sales Manager, Industrial Services & Aftermarket to drive the national sales strategy for our industrial services business across the United States. The role oversees field and inside sales, collaborates with service operations, aftermarket, marketing, product management, and channel partners to scale growth and recurring revenue.

The ideal candidate has a proven background in technical solution selling, industry services, and

Qualifications

• Bachelor's degree or equivalent with relevant sales leadership.
• 5+ years leading territory/account managers or sales reps.
• 10+ years of related sales/customer-facing experience in industrial services.

Responsabilités

• Lead, coach, develop, and grow a high-performing industrial services sales team (field and inside).
• Set objectives, KPIs, and accountability to achieve revenue, margin, and profitability targets.
• Coach on consultative, solution, and value selling and contract sales.
• Build a sales culture focused on customer value, urgency, and profitable growth.
• Support integration of sales teams from acquired or expanded service businesses.
• Develop and execute US industrial services sales strategy and growth plan.
• Identify target markets, opportunities, and growth priorities.
• Increase service contracts, maintenance agreements, recurring revenue, and retention.
• Collaborate cross-functionally with service ops, tech teams for new solutions.
• Expand relationships with industrial manufacturers, distributors, and partners.
• Lead or support strategic opportunities with complex requirements.
• Navigate organizations and develop creative solutions differentiating offerings.
• Partner with equipment and aftermarket sales to win service opportunities.
• Build cross-selling strategies across equipment, parts, and services.
• Manage channel relationships and resolve conflicts.
• Generate leads and manage pipeline; ensure forecasting visibility.
• Use CRM and analytics to track opportunities and performance.
• Develop pricing strategies and monitor commercial KPIs.

Connaissances

Sales leadership

Team development

Strategic sales

Key account management

Industrial services sales

Consultative selling

CRM proficiency

Forecasting & analytics

Formation

Bachelor's degree or equivalent

Outils

CRM platforms

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

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.

Employee Benefits

• Health benefits
• Retirement plan (401k)
• Paid time away
• Paid leaves (including paid parental leave)
• More

Immigration Sponsorship

• 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

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.