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.