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Key Account Manager II

Donaldson Company

Donaldson Company

Sales & Business Development
Multiple locations
Posted on Monday, April 15, 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.

Job Purpose

Summarize why this job exists and how it contributes to the overall business of the organization.

To what extent and how does this role impact the immediate environment and the wider organization?

Does the role have a major financial impact? If yes, is direct or indirect?

The position is to strengthen EOE sales team to serve local OEMs to develop both First Fit and OES business of all product lines of Donaldson (Air, Liquid and Hydraulic).

Key Accountabilities

Identify the essential accountabilities of the role (5-6) and their purpose. It should NOT be a list of tasks that the jobholder must perform. Instead it should be a description of the duty areas and each duty typically refers to a number of tasks.

Identify the key performance measurement criteria which should be quantitative and qualitative

  • Build multi-level relationship in assigned OEMs to meet and exceed sales target set.
  • Proactively communicate on regular basis with customers to identify new opportunities.
  • Develop account plans based on EOE priorities and implement the agreed plan and make adjustment according realities.
  • Develop a thorough understanding of key customers’ needs and requirements and preparing value proposition to solve issues from customers with support from other function teams.
  • Use sales tools (CRM, APD, etc.) to communicate internally on opportunities and supports needed.
  • Collect market and competitive intelligence.

Key Qualifications & Requirements

Specific academic or professional qualifications/experience/competence necessary for this position

Education Qualification:

  • Bachelor’s degree in technical and commercial discipline.

Technical Competence & Skills:

  • Proven experience in key account management in off road or on road OEMs, experience to handle with engine OEMs with fuel filter will be highly appreciated.
  • Excellent communication and presentation skills

Leadership Competence:

  • Competence on cross-function cooperation and target driven.
  • Coordinate partner and end user needs balanced.
  • Influence power
  • Entrepreneur spirit

Relevant Experience:

  • Minimum5 years related experience on key account management for local accounts.
  • Proven record to understand local OEM design in process, decision making process, for both First Fit and OES business.
  • Minimum 5 years related experience in OEM sales of industrial products, e.g., auto, combustion engine, machinery parts and consumables. Proven ability to develop business with new OEM customer and manage major programs effectively.
  • Experience in Engine Manufacture account management is desired.

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

  • 50% travel
  • Fluent in Mandarin and English (spoken and written.)

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.