Territory Sales Manager - Northern California and Nevada

As a Territory Sales Manager at Donaldson, your primary responsibility will be to grow sales of our industrial air pollution control equipment in Northern California and Nevada. You will travel within the territory to meet customers, foster strong relationships, and uncover new business opportunities. Additionally, you'll develop and implement strategic sales plans, work with engineering firms for project specifications, and stay informed about industry trends and competitors.

To qualify for the Territory Sales Manager position at Donaldson, you should have a Bachelor’s degree or a minimum of 5 years of B2B sales experience, with at least 2 years in a sales role. Preferred candidates will have territory management experience and specific knowledge of industrial sales, particularly within the manufacturing sector. Technical aptitude in machinery and filtration is highly advantageous.

The Territory Sales Manager at Donaldson receives a competitive compensation package that includes a guaranteed income during the first year of employment and a no-ceiling commission structure based on sales performance. Additionally, you will have access to a company car, travel expense account, and a comprehensive benefits package that includes health coverage and a retirement plan.

In the role of Territory Sales Manager at Donaldson, you can expect some travel, up to 20%, primarily for customer visits and business development within Northern California and Nevada. This travel may include overnight stays but is designed to enhance your ability to build relationships and grow sales within the defined territory.

Donaldson fosters a culture of innovation and collaboration, making it an excellent workplace for a Territory Sales Manager. The company is committed to addressing complex filtration challenges and values employee contributions. With opportunities for personal and professional growth, a supportive team environment, and a competitive total rewards package, Donaldson empowers you to thrive in your sales career.

In response to this question, emphasize your ability to develop strategic sales plans, conduct market research, and identify underserved segments within the territory. Highlight your experience building relationships with clients and your approach to leveraging those relationships to uncover new business opportunities.

When discussing past successes, focus on a specific instance where you overcame challenges to achieve significant sales milestones. Detail the strategies you utilized, how you engaged with customers, and the outcomes of the sales efforts. Quantify your results if possible to illustrate your impact.

Emphasize the importance of regular communication, understanding client needs, and providing timely follow-ups. Share your techniques for gathering customer feedback and how you use that insight to tailor your approach, demonstrating your commitment to their success.

Before the interview, research Donaldson's products and the broader industrial filtration market. During your response, mention specific product lines, current industry trends, and how those could impact your sales strategies. This preparation shows your interest and understanding of the role.

Discuss your approach to objections by highlighting active listening, understanding the customer's perspective, and providing tailored solutions that address their concerns. Use examples where you successfully turned a no into a yes by building trust and resolving issues.

Express how data analysis can inform your sales strategies by identifying market opportunities, tracking performance metrics, and measuring customer engagement. Discuss specific tools or systems you’ve used to leverage data in past roles.

Explain your method for organizing your sales activities, such as segmenting accounts based on potential value, urgency, or stage in the sales process. Showcase your ability to balance time between maintaining existing clients and pursuing new leads.

Share a detailed story of a challenging sales target you faced, the tactical approach you took to meet it, and the ultimate result. Highlight the skills you utilized, such as negotiation and relationship-building, to achieve your goals.

Identify personal motivators such as achieving performance metrics, exceeding client expectations, or building lasting relationships. Tailor your response to align with Donaldson's objectives and culture, showing how your motivations will contribute to the company’s success.

Discuss your strategy for engaging with engineering firms, showcasing your understanding of technical specifications and collaboration. Mention how you would ensure clear communication and alignment throughout the project to meet both customer and company standards.