Account Manager

With more than $1B in revenue, Tennant Company is a globally recognized leader in the cleaning equipment industry. For the past 150 years, we have been passionate about developing and manufacturing innovative and sustainable solutions for our customers. At Tennant Company, we are committed to stewardship and creating a cleaner, safer and healthier world. With manufacturing, operations and sales, service, and support functions across the globe, your journey at Tennant can take you places you never expected.

PURPOSE/SCOPE:
The Account Manager will manage profitable growth across all products and services and optimize all sales channels. In addition the AM will expand market presence in their assigned territory by identifying and capitalizing on new opportunities.

GENERAL RESPONISIBILITIES:
Work independently and within our matrix organization to establish selling strategies and tactics that result in new account business generation

Schedule and complete weekly prospecting activities to include field canvassing

Build & maintain ongoing rapport with key individuals at customer locations

Manage sales materials, presentations, contracts & pricing

Achieve quarterly and annual sales targets on a consistent basis

Track & enter daily sales activities, leads, pipeline into online sales tracking system

Accountable to accurately forecast new business both monthly and quarterly

Maintain an extensive knowledge of markets, products, industry, competition, key buying influences, and partners.

Make meaningful solution recommendations based on identified needs, and present proposal in a persuasive manner.

Negotiate effectively with customers and prospects using principles that expand offerings and add unique value that motivates buyers to do business with Tennant.

Independently manage tough business situations. This includes anticipating obstacles and competitive threats and modifying or adjusting solutions in such a way as to be in a preferred position

Perform equipment demonstrations and be able to trailer equipment as necessary

REQUIRED EXPERIENCE & EDUCATION:
Bachelor's degree; and three plus years outside sales experience and/or training; or equivalent combination of education and experience.

Minimum of 5 years continuous outside sales experience, and history of progressive sales results.

Prior experience in the commercial or industrial cleaning industry preferred.

Exceptional business related skills including the ability to develop business strategies.

Demonstrated experience with high level contacts and interaction with people at all levels within an organization.

Effective negotiation, organization, time management, and prioritization skills.

Proven ability to prospect, propose, negotiate and close a sale.

Proficiency with MS Office applications with familiarity using sales and customer tracking software (CRM.)

Must be able to meet DOT requirements and reporting procedures. Must pull trailers as per DOT regulations and safety.

Must meet physical requirements of the position including ability to hook up trailers and load demonstration gear.

REQUIRED INTERPERSONAL & BEHAVIORAL SKILLS: In addition to the General Responsibilities, the following are requisite interpersonal and behavior skills of the position as well as:

Ability to problem-solve.

Ability to concentrate on tasks, make decisions and work calmly and effectively in a high-pressure, deadline oriented environment.

Willingness to be flexible with time and adjust to a changing work environment.

Ability to build and maintain positive relationships, both internally and externally, while maintaining a client service orientation.

Ability to use sound judgment and discretion in dealing with highly confidential information.

Consistent attendance either onsite or remotely as needed by the business.

Ability to take direction and accept supervision.

Demonstrated ability to work independently, organize and accurately prioritize work, be detail-oriented, understand when urgency is required and use good judgment in varied situations.

Begin your journey with us. Let's reinvent how the world cleans.

Equal Opportunity Employer

Tennant Company is an equal opportunity employer. Employment decisions are made on the basis of individual skill, ability, reliability, productivity, and other factors important to performance. We do not discriminate on the basis of race, color, religion, sex, national origin, physical or mental disability, age, military service, pregnancy, sexual orientation, genetic information (including family medical history), marital status, gender identity or expression, parental status, political or any other non-merit based factors protected by state or federal law or local ordinance.