Territory Manager

Territory Manager role 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.

Territory Manager Responsibilities

The Territory Manager is responsible for driving sales growth and market expansion through strategic collaboration with distribution partners, direct customer engagement, and execution of sales initiatives within a defined territory. This role focuses on promoting and demonstrating Tennant Company’s products and solutions, particularly in the commercial sector, by building strong relationships with channel partners, strategic accounts, and end‑users.

Essential Duties and Responsibilities

• Collaborate with distributors and their sales representatives in the field to expand distribution.
• Educate, demonstrate, prospect, and close or help close deals with distribution and their reps.
• Partner with Strategic Accounts in the territory, including 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.
• Install equipment through on‑site training with customers.
• Partner with distributors, industrial counterparts, service, SA, and other channels of Tennant’s business.
• Manage channel conflict and day‑to‑day customer issues in the assigned territory.
• Clean and maintain company demo equipment, vehicle, and trailer.
• Manage, control, and take responsibility for assigned company demo inventory.
• Execute sales strategy in the assigned geography as directed by the Commercial Market Manager.
• Make sales calls, cold calls, and customer calls (face‑to‑face, emails, and phone) on existing and new target accounts.

Education and Experience Required

• Associate’s Degree
• 3+ years sales experience and history of progressive sales results
• Demonstrated experience working with distribution and channel partners
• Solid business acumen, and knowledge of the sales process; track record of sales success
• Effectively leverages 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 selling and 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

Preferred Experience & Education

• Bachelor’s Degree or higher
• Prior experience in the commercial or industrial cleaning industry

Competitive base salary commensurate with experience: $74,800 – $112,200. Annual Incentive Target: $39,000.

Benefits include a comprehensive benefits package including health insurance, 401(k), profit sharing, disability, life insurance, paid time off, and voluntary benefits.

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, creed, religion, sex, national origin, physical or mental disability, age, veteran status, pregnancy, sexual orientation, genetic information, gender identity, or any other basis protected by state or federal law or local ordinance.