Territory Manager Sr - BDM Refinery

USA Donaldson Company Inc.; United States; Remote; USD 90,000 - 130,000; Full time

Job summary

Donaldson Company seeks a Business Development Manager for Refinery in Houston, TX to drive sales growth and build strategic customer relationships in the defined territory. You will lead prospecting, present filtration solutions, and collaborate with engineering, marketing, and purchasing to deliver tailored customer outcomes.

The role requires 3+ years in industrial/technical sales, a Bachelor’s degree or equivalent, and strong proficiency with CRM/ERP tools (Salesforce preferred).

Qualifications

• Bachelor’s degree or equivalent experience.
• 3+ years of experience in industrial or technical sales.
• Proficient with Microsoft Office and CRM/ERP software; Salesforce experience strongly preferred.

Responsibilities

• Engage with customers within the assigned territory to develop, maintain, and expand commercial relationships.
• Achieve monthly, quarterly and annual sales goals within assigned territory.
• Present and sell products and services to current and potential customers within the assigned territory with the goal of optimizing cost saving filtration solutions.
• Develop and execute detailed action plans to achieve growth objectives, support distributors, and close direct sales.
• Identify, target, and pursue new customers, partners, and opportunities in the designated region.
• Understand customer drivers, markets and align strategies and action plans accordingly.
• Prospect industry accounts to expand penetration.
• Work closely with Customer Service, National Accounts, Engineering, Marketing, and Purchasing to deliver customer-focused solutions.
• Establish and maintain current client and potential customer relationships; identify and resolve customer concerns.
• Prepare a variety of status reports, including itineraries, timely call reports and expense reports; review monthly sales reports to monitor customer performance and evaluate appropriate business actions; forecast annual territory sales, report pertinent customer data, gather and report on competitive activity, and update CRM database (SalesForce.com).
• Build and maintain strong commercial relationships with customers in the assigned territory.
• Ensure accurate sales forecasting, maintain CRM updates (SalesForce.com), and prepare detailed reports on customer performance and competitive activity.
• Coordinate and deliver customer training sessions to enhance understanding and engagement with our products and solutions.
• Participate in marketing events such as seminars, tradeshows, and telemarketing initiatives.

Skills

Prospecting

Relationship building

Negotiation

Sales closing

CRM usage

Forecasting

Presentations

MS Office

Sales strategy

Education

Bachelor’s degree OR equivalent experience

Tools

Salesforce

ERP software

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.

Position Summary

The Business Development Manager for Refinery will be in Houston, Texas and report to the Sales Director/Manager, executing commercial sales activities and growth strategies within the assigned region. This role requires a strong understanding of the sales process, excelling at prospecting, converting leads, building relationships, and closing business opportunities. The Sales BDM, needs to be self-motivated, quick learner, with a bias for action and a proven ability to execute growth strategies, possess strong negotiating skills, the ability to showcase our offerings in a compelling way, and confidence in presenting to groups.

Role Responsibilities

• Engage with customers within the assigned territory to develop, maintain, and expand commercial relationships.
• Achieve monthly, quarterly and annual sales goals within assigned territory
• Present and sell products and services to current and potential customers within the assigned territory with the goal of optimizing cost saving filtration solutions.
• Develop and execute detailed action plans to achieve growth objectives, support distributors, and close direct sales.
• Identify, target, and pursue new customers, partners, and opportunities in the designated region.
• Understand customer drivers, markets and align strategies and action plans accordingly
• Prospect industry accounts to expand penetration
• Work closely with Customer Service, National Accounts, Engineering, Marketing, and Purchasing to deliver customer-focused solutions.
• Establish and maintain current client and potential customer relationships; identify and resolve customer concerns
• Prepare a variety of status reports, including itineraries, timely call reports and expense reports; review monthly sales reports to monitor customer performance and evaluate appropriate business actions; forecast annual territory sales, report pertinent customer data, gather and report on competitive activity, and update CRM database (SalesForce.com)
• Build and maintain strong commercial relationships with customers in the assigned territory.
• Ensure accurate sales forecasting, maintain CRM updates (SalesForce.com), and prepare detailed reports on customer performance and competitive activity.
• Coordinate and deliver customer training sessions to enhance understanding and engagement with our products and solutions.
• Participate in marketing events such as seminars, tradeshows, and telemarketing initiatives.

Travel: Up to 50-75%

Minimum Qualifications

• Bachelor’s degree OR equivalent experience
• 3+ years of experience in industrial or technical sales
• Competent with Microsoft Office (Word, Excel, PowerPoint, Outlook) and CRM and ERP software (SalesForce.com experience strongly preferred).

Preferred Qualifications

• Strong organizational skills and ability to manage multiple priorities effectively.
• A strong team player with the ability to work collaboratively across high-performance teams.
• Self-motivated and focused on achieving measurable results through strategic actions.
• Process filtration experience strongly preferred along with experience in selling to refineries.
• Proven track record of increasing territory sales volume and achieving KPIs consistently.
• Experience selling industrial products through distributors, agents, and sales partners.
• Ability to forecast sales accurately and analyze data to inform growth strategies.
• Adaptable to evolving customer needs and focused on delivering tailored solutions.
• Exceptional interpersonal, written, and verbal communication skills; strong presentation abilities.

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

Equal Opportunity Employer, including Disability and Veterans.

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.

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 [e-mail] to verify that the communication is from Donaldson.

About us

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.