Account Manager - Tennant Company
Knoxville, TN
About the Job
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 Account Manager 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:
+ Minimum of 5 years continuous outside sales experience, and history of progressive sales results
+ Bachelor's degree; and three plus years outside sales experience and/or training preferred
+ 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:
+ Ability to problem-solve
+ 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
+ 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
Competitive base salary commensurate with experience: $56,200 - 84,240 Annualized + $45,000 Incentive at Plan
Posted salary ranges are made in good faith. Tennant Sales and Service Co. reserves the right to adjust ranges depending on the experience/qualifications of the selected candidate as well as internal and external equity.
Total Compensation = Base Salary + Benefits
Benefits = A comprehensive benefits package including health insurance, 401(k), profit sharing, disability, life insurance, paid time off, and voluntary benefits!
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.
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 Account Manager 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:
+ Minimum of 5 years continuous outside sales experience, and history of progressive sales results
+ Bachelor's degree; and three plus years outside sales experience and/or training preferred
+ 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:
+ Ability to problem-solve
+ 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
+ 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
Competitive base salary commensurate with experience: $56,200 - 84,240 Annualized + $45,000 Incentive at Plan
Posted salary ranges are made in good faith. Tennant Sales and Service Co. reserves the right to adjust ranges depending on the experience/qualifications of the selected candidate as well as internal and external equity.
Total Compensation = Base Salary + Benefits
Benefits = A comprehensive benefits package including health insurance, 401(k), profit sharing, disability, life insurance, paid time off, and voluntary benefits!
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.
Source : Tennant Company