Key Account Manager II at Donaldson in Bloomington, MN (USA)

Job description

• 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.

Responsibilities

• 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.
• 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.

Requirements

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

Skills

Required

• Executive-level communication skills

Benefits

• 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.