Developing the Next Generation of Female Sales Leaders


Key Account Manager II (OE Sales)

Donaldson Company

Donaldson Company

Sales & Business Development
Tachikawa, Tokyo, Japan
Posted on Thursday, March 28, 2024

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.

【職務の目的】 ドナルドソンエンジン製品の営業、マーケティングを担当し、日本のOEM顧客とのビジネス関係を構築する。 顧客のニーズを満たすために、国内外のドナルドソンと円滑なコミュニケーションをはかる。 担当顧客向け販売計画の立案、売上・利益を達成する為、効率的且つ最大限の成果を得るべく営業活動を行う。 新規ビジネスの獲得、会社の市場規模、市場評価を得ることで、会社の売上、利益を最大限にする。

ドナルドソン製品、技術を訴求し、営業活動を通じて顧客の新規開発案件を獲得、既得案件の改善を通じ、会社の営業、利益拡大を求めていく。 日本国外のNDL顧客のプログラムのサポートを提供する。



【Top 5クライテリア】

所有権と責務 経験、現状を正確に把握し、実務をこなすことが出来る コミュニケーション力(英語、日本語共に) チームワーク 論理的且つ戦略的


1. 自身の担当顧客のセールスプラン、経費プランを作成し遂行、また毎月、四半期ごと、年度、また必要に応じて報告する。 必要な報告書の作成、提出。

2. 顧客要請により、見積作成提出し、またAPD/CRMシステムにてプログラムを管理する。 アプリケーションエンジニアリングや、製造チームをリードし、スムーズなプログラムの開発、立ち上げへ導く。

3. 市場分析及び競合他社分析; 市場と競合他社の状況をタイムリーに把握、分析し戦略と戦術に反映する。

4. 担当アカウントへの販売促進活動; カタログ、技術プレゼンテーション資料、サンプルを使用して、新製品を導入・宣伝し、製品の技術改善ソリューションを提案し、担当顧客に販売促進活動を行う。

5. 顧客の需要発掘; 顧客を定期的に訪問し顧客の需要を把握、必要なトピックについて顧客と話し合い、マネージャーや他の必要な内部関係者へ報告する。 情報収集を行い、顧客の購入計画、購入動向などの情報を収集しマネージャーや他の必要な内部関係者へ報告する。

6. 電子メール、電話、レポート電話会議を通じ、他国(米州、欧州、アジア諸国)のドナルドソンと情報共有、コミュニケーションを行う

7. その他、業務上必要な上司からの与えられた課題や役割を実行する。



■専門的コンピテンシー 付加価値的価格設定、市場分析 PC – MS Office データ解析 自動車、建設機械、産業機械、フィルトレーション技術の知識および経験は優遇

■リーダーシップ・コンピテンシー 問題解決能力 貢献力

■他経験 営業経験5年程度(自動車部品業界、Tier-1サプライヤーでの経験優遇)

■その他 要プログラム・マネージメント力 要有効的な議事進行力 要日本語、英語ビジネス・コミュニケーション能力(TOEIC800点以上若しくは同等) 国内外出張あり


Maximize company‘s sales and profits though business acquisitors, company’s penetrations, and reputations in the markets. Promote and initiate Donaldson’s products and technologies and provide commercial supports to Japanese OEM customers in order to acquire new business and maintain existing business to expand company’s sales and profits Support JOE programs outside of Japan.

Must be hands on and proactive to lead and manage customers. Communication is essential and must be done smoothly with both internal/external customers.


1. Ownerships and responsibilities

2. Good experiences and hands on

3. Communication Skills (Both English and Japanese)

4. Team Worker

5. Logical and Strategic Thinking


1.Build and execute sales plan for own accounts with strategies, operating expenses and report frequently (monthly, quarterly, annually, and required basis). Make reports of required documents and submit to managements

2.Make quotations per customer's requests and manage programs under APD and CRM systems. Lead application engineering team and operation team in order to execute smooth program development and launch.

3.Market analysis & competitor analysis; Perceive & analyze market and competitor's situation timely to reflect in strategy and tactics.

4.Sales Promotion to own accounts in charge; Introduce/promote new products and propose technical improvement solution on products and make sales promotion activity to customers in charge by using Catalog, Technical presentation documents and samples.

5.Demand on Customers; Frequently visit customers to know customer's demand and discuss necessary topics with customers and report to managers and to other necessary internal parties.

Information Collection; Collect information of Customers purchasing plan, purchasing trend, technical trends, organization change, and etc.

6.Smooth communication for information shearing with other Donaldson entities (Americas, Europe, and APAC) through e-mails, phone calls, reports and/or conference calls

7.Execute other tasks and/or related duties assigned by manager based on the business needs.

[ Key Qualifications & Requirements ]

Education Qualification:

University Degree (engineering background is plus) or equivalent Professional Certificate

Technical Competence & Skills:

Value Pricing, Market Analysis

PC – MS Office

Data Analysis

Knowledge - Automotive, Construction machinery, Industrial machinery, Filtration Technology are plus

Leadership Competence:

Conflict Management

Key Contributor

Relevant Experience:

Job experience - More than 5 years of sales in manufacturing company (automotive parts tier-1 supplier is plus)

Others (% of travel, language, etc.):

Program management skill

Effective meeting facilitation

Must have business communication skills in both Japanese and English (TOEIC score 800 or equivalent)

Travels both domestic and international are required.

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.