Senior Sales Manager, Industrial Services & Aftermarket

Donaldson Company•Bloomington, MN

3d•Hybrid

About The Position

Donaldson is seeking a Senior Sales Manager to lead commercial growth and national sales strategy for its industrial services business across the United States. The role drives revenue and profitability by expanding recurring service revenue, developing strategic customer and channel relationships, and building a high-performing sales organization. It oversees field and inside sales teams and aligns sales initiatives with broader business objectives. The position works closely with field service operations, equipment sales, aftermarket sales, marketing, product management, and channel partners to execute scalable growth initiatives. The successful candidate will bring industrial sales leadership experience, technical solution-selling expertise, familiarity with industrial services and aftermarket business models, and the ability to develop sales talent, implement effective processes, and achieve sustained business growth. A hybrid schedule at Donaldson’s Bloomington, Minnesota office is required. Travel is 25–50%, depending on business needs.

Requirements

Bachelor's degree or an equivalent combination of relevant sales and sales management experience.
At least 5 years of sales management experience leading territory managers, account managers, or sales representatives.
At least 10 years of related sales or customer-facing experience, such as technical sales, industrial sales, aftermarket sales, or industrial services sales.

Nice To Haves

Proven success selling technical solutions and industrial systems to manufacturing plants and industrial facilities.
Strong technical aptitude and ability to understand equipment applications, maintenance needs, and operational challenges.
Experience influencing and selling across industrial organizations, from maintenance and engineering teams to plant leadership and executive stakeholders.
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.
Proficiency with CRM platforms and sales analytics tools for pipeline management, forecasting, performance tracking, and strategic execution.

Responsibilities

Lead, coach, develop, and grow a high-performing industrial services sales team, including field and inside sales personnel.
Set sales objectives, performance expectations, KPIs, and accountability processes to achieve revenue, margin, and profitability targets.
Coach sales professionals in consultative, solution, and 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.
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.
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 with service operations and technical teams to develop solutions based on customer needs and market opportunities.
Develop 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 solutions that differentiate Donaldson's service offerings.
Partner with equipment sales, aftermarket sales, field service, and distribution and channel teams to identify and win service opportunities.
Develop programs to convert installed-equipment and aftermarket customers into long-term service customers.
Build cross-selling strategies combining equipment, replacement products, aftermarket solutions, and field services.
Manage channel relationships and resolve potential conflicts among direct sales, distributors, dealers, and service partners.
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 into future revenue and business performance.
Use CRM systems and sales analytics to track opportunities, conversion rates, sales activity, pipeline health, and performance.
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 covering results, forecasts, opportunities, risks, and corrective actions.