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About the position
Tennant Company, a leader in the cleaning equipment industry with over $1B in revenue, is seeking a dedicated sales professional to work with distributors and their sales representatives to grow distribution. The role involves educating, demonstrating, and closing deals with distribution partners, as well as managing strategic accounts in the territory. Responsibilities include installing sold equipment through on-site training, managing channel conflicts, and maintaining demo equipment. The position requires active engagement in sales calls and training of representatives in the CSS role, all while executing the sales strategy as directed by the CMM.
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, surveying new facilities and making solution recommendations.
- 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 responsibility 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 on existing and new target accounts.
- Continually presents our solutions to customer base, maintaining existing customer base.
- Takes active responsibility to develop and train reps in the CSS role.
Requirements
- Bachelor's degree and 5 years of overall business experience, including 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 leverages the sales process to increase success rate for each project.
- Identifies and effectively partners with key internal and external decision makers.
- Identifies 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 and selling 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.
Benefits
- Health insurance
- 401(k)
- Profit sharing
- Disability insurance
- Life insurance
- Paid time off
- Voluntary benefits
