Account Manager

Tennant - Phoenix, AZ

Full-time - Mid Level

Phoenix, AZ

About the position

The Account Manager at Tennant Company is responsible for managing profitable growth across all products and services while optimizing sales channels. This role involves expanding market presence in the assigned territory by identifying and capitalizing on new opportunities, ensuring consistent achievement of sales targets, and maintaining strong relationships with key customers.

Responsibilities

• Work independently and within a matrix organization to establish selling strategies and tactics for new account business generation.
• Schedule and complete weekly prospecting activities, including field canvassing.
• Build and maintain ongoing rapport with key individuals at customer locations.
• Manage sales materials, presentations, contracts, and pricing.
• Achieve quarterly and annual sales targets consistently.
• Track and enter daily sales activities, leads, and pipeline into an online sales tracking system.
• Accurately forecast new business on a monthly and quarterly basis.
• Maintain extensive knowledge of markets, products, industry, competition, key buying influences, and partners.
• Make meaningful solution recommendations based on identified needs and present proposals persuasively.
• Negotiate effectively with customers and prospects to expand offerings and add unique value.
• Independently manage tough business situations, anticipating obstacles and competitive threats.
• Perform equipment demonstrations and trailer equipment as necessary.

Requirements

• Minimum of 5 years continuous outside sales experience with a history of progressive sales results.
• Bachelor's degree and three plus years of 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 and familiarity with sales and customer tracking software (CRM).
• Must meet DOT requirements and reporting procedures, including the ability to pull trailers as per DOT regulations and safety.
• Must meet physical requirements of the position, including the ability to hook up trailers and load demonstration gear.

Nice-to-haves

• Experience in the commercial or industrial cleaning industry.

Benefits

• Equal Opportunity Employer
• Commitment to diversity and inclusion in the workplace