What are the responsibilities and job description for the Territory Manager position at Tennant Company?
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.
Responsibilities
- Works with distributors and their sales reps in the sales field to grow distribution.
- Educates, demonstrates, prospects, and closes or helps close deals with distribution and their reps.
- Works with Strategic Accounts in the territory. This may include surveying new facilities and making solution recommendations to grow Strategic Accounts through face to face interaction with BSC site managers, retail store managers, healthcare, and education customers.
- Installs sold equipment through on-site training with customers.
- Partners with distributors, Industrial counterparts, service, SA, and other channels of Tennant’s business.
- Manages channel conflict and day to day customer issues in the assigned territory.
- Cleans and maintains company demo equipment, vehicle and trailer.
- Manages, controls, and takes responsibly for assigned company demo inventory.
- Completes all “paperwork” and reporting as required.
- Executes sales strategy in the assigned geography as directed by the CMM.
- Makes sales calls, cold calls, and customer calls (face to face, emails, and phone calls) on existing and new target accounts.
- Continually present our solutions to customer base, maintaining existing customer base.
Required Education and Experience
- Bachelor's degree and 5 years of overall business experience, to include 3 years in a direct/indirect sales role
- Demonstrated experience working with distribution and channel partners
- Ability to sell and demonstrate drive in gaining new business and new customers
- Solid business acumen, and knowledge of the sales process; track record of sales success
- Coordinates and executes annual distributor planning within established timelines
- Consistently delivers training on commercial products
- Effectively leverage the sales process to increase success rate for each project
- Identify and effectively partner with key internal and external decision makers
- Identify the appropriate communication strategy to the customer
- Effectively leverages training, tools, technology and programs
- Consistently exhibits a high level of time and territory management
- Exceptional organization and prioritization skills
- Strong negotiating skills
- Strong presentation, training and facilitation skills
- Proficient at interacting with people at all levels of an organization
- Functional PC and PC application skills
- Must pull trailers as per DOT regulations and safety standards
- Must meet physical requirements of the position including ability to hook up trailers and load demonstration gear
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.
