Senior Manager Business Development

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.

The Senior Manager of Business Development plays a crucial role in Tennant's Aftermarket and Service Business. As a key leader within the North American Aftermarket Leadership Team, this position focuses on driving the growth and acquisition of aftermarket services for Tennant machines sold in the marketplace. The role works closely with cross-functional teams-including Sales, Service, Training, Operations, and Marketing-to drive profitable business growth across Tennant's product and service offerings.

KEY RESPONSIBILITIES:

• Strategic Account Support: Collaborate with the Strategic Account Team to grow Parts & Consumables (P&C) and Service revenue, ensuring alignment across departments for proactive growth initiatives.
• Sales & Marketing Strategy: Work closely with senior leadership in Sales, Service, and Marketing to develop and execute strategies to increase Parts & Consumables sales.
• Service Strategy Development: Partner with the VP Aftermarket and Service Product Marketing Leader to craft and implement strategies for growing P&C and Service business in North America.

ESSENTIAL JOB FUNCTIONS:

• Customer & Service Solutions: Act as the primary contact for the SAM organization on large customized P&C and Service solutions, ensuring alignment between North American Sales and Service teams. Responsibilities include:
  
  
  
  • Developing service solutions with SAM Sales Directors, including pricing, service delivery SLAs, and contract language.
  • Participating in client meetings to present and sell integrated machine, service, and P&C solutions.
  • Leading data mining and analysis to identify opportunities for capturing new P&C and Service business.
  
  
  
  
• Quarterly Business Reviews (QBR): Lead the development and execution of QBR strategies for key Strategic Accounts, focusing on "Proof-of-Service" and demonstrating value creation. Provide actionable insights to enhance customer experience, including identifying and recommending changes that enhance the customer experience through:
  
  
  
  • Identifying machines driving excessive spend
  • Providing proactive coaching on tips to reduce spend
  • Providing insight into poor operating behaviors
  
  
  
  
• Collaboration & Growth: Serve as a key resource for Area Directors of Service to explore growth opportunities for P&C and Service solutions.

REQUIRED EXPERIENCE & EDUCATION:

• Bachelor's Degree in Marketing or related field.
• Minimum 10 years of experience in business development and sales of service bundles and machines to large, multi-site clients, including:
• At least 3 years of experience working in a matrixed organization.
• Direct customer interaction and relationship management.
• Demonstrated experience in developing, implementing, and evaluating business solutions.
• Proven track record of success in driving business growth and customer satisfaction.
• Possess excellent English communication skills, both written, verbal, and presentation, to effectively communicate business cases to all levels of peers, suppliers, as well as program and executive management.

REQUIRED SKILLS

• Strong skills in sales, operations, and business planning, including the ability to create detailed work plans.
• Expertise in solution development, estimation, and pricing strategies.
• Ability to lead and motivate cross-functional teams.
• Strong communication and influencing skills, with a track record of driving alignment and commitment.
• Proficient in business and financial management.
• Ability to establish and cultivate strategic business partnerships.
• Proactive, results-oriented, and able to identify and achieve goals.
• Collaborative mindset, with the ability to build productive relationships across teams and functions.
• Consistently demonstrates professionalism and integrity in all interactions.
• Willingness to travel as needed to meet with clients and field teams.

REQUIRED INTERPERSONAL & BEHAVIORAL SKILLS: In addition to the General Responsibilities, the following are requisite interpersonal and behavioral skills of the position as well as:

Collaborates: Involves others as appropriate to accomplish individual and group goals. Encourages unity rather than "us vs. them" thinking. Welcomes and acknowledges the ideas and input of others.

Customer Focus: Searches for ways to improve customer service. Follows up with customers to ensure problems are solved. Independently anticipates and meets customer needs. Internalizes customer feedback and provides innovative ideas to meet their future needs.

Decision Quality: Demonstrates good judgment in routine, day-to-day decision making. Makes sound independent decisions in urgent and non-routine situations. Considers various inputs, criteria, and trade-offs to arrive at effective decisions and recommendations.

Drives Results: Demonstrates a strong drive to achieve meaningful results. Drives tasks to successful completion and closure. S

Innovation: Suggests creative ideas and innovative solutions. Explores multiple alternatives and approaches to overcome obstacles and find solutions. Is open to and builds upon new ideas and solutions offered by others.

Instills Trust: Is honest and straightforward when working with others. Honors agreements and commitments, even when working through competing priorities.

Nimble Learning: Applies new concepts and principles to address problems. Learns from mistakes and adjusts accordingly. Learns quickly when facing new situations

Values Differences: Behaves with sensitivity toward differences in cultural norms, expectations, and ways of communicating. Seeks out the diverse perspectives and talents of others. Works effectively with others who have different perspectives, backgrounds, and/or styles.

Competitive base salary commensurate with experience: $120,200 - 186,000 Annualized

Posted salary ranges are made in good faith. Tennant Company 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.