Sales Development Representative

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 Sales Development Representative is responsible for prospecting, qualifying and generating new sales leads to support the Industrial sales team and helping to process all our Marketing Qualified Leads (MQLs).

The position will need to effectively collaborate with the Marketing Operations team, Web team, Sales teams and key stakeholders across various functional areas.

Responsibilities :

Sales Development (75% of time)

• Develop and generate Sales Qualified Leads by following up on marketing-generated leads and inbound requests, targeted outbound cold-calling, creating / executing email campaigns on behalf of field sales, leveraging other forms of digital prospecting, and by data mining internal Tennant sources of information as well as 3rd party sources
• Qualify leads through identification of BANT (Budget, Authority, Need & Timeframe) to provide a smooth handoff to the field sales organization
• Track and manage prospecting, qualifying and nurturing activities within CRM and verify accuracy of data added to the database
• Become astute at understanding challenges our prospective customers face and how our solutions fit their needs
• Participate in training activities to enhance product knowledge and sales skills with the goal of advancement to a field sales position based on performance and skills

Lead Processing (25% of time)

• Manage and track lead flow to ensure timely and correct processing of leads, including running regular reports to check accuracy
• Monitor and approve auto-assignment of all inbound leads (web, social, affiliate) to the Sales organization
• Enhance lead data when needed and assign to sales or support reassignment
• Work closely with marketing stakeholders to help understand their lead system requests and lead assignment rules
• Responsible for day-to-day updates to lead management process & documentation
• Responsible for data cleansing of lead, contact, & campaign data in CRM

Required Experience and Education

• Bachelor degree, preferably in business management, marketing, entrepreneurship, professional selling, or related business program, with 0-2 years sales experience
• Basic computer skills including working knowledge of Microsoft Office programs and social media platforms such as LinkedIn
• Working knowledge of customer relationship management systems preferred
• Solid knowledge of lead generation, lead management, data enrichment, & sales processes
• Willingness to travel (5-10% of time)
• Willingness to relocate in future for a field sales position

Required Interpersonal and Behavioral Skills : In addition to the General Responsibilities, the following are requisite interpersonal and behavior skills of the position as well as :

• Ability to successfully and independently identify and resolve problems
• Excellent communication, time management and organizational skills
• Strong problem-solving capabilities, strong sense of responsibility and self-motivation, and ability to work in a team environment
• Ability to juggle multiple projects and tasks simultaneously, without risk to quality of project execution
• Ability to understand highly complex technical systems and processes
• Must be able to learn, understand, and execute on projects with little or no guidance

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.