Nena Smith Leads with Integrity

Sales require a solution-focused attitude. Thankfully, for Nena Smith, problem-solving was a familiar practice. From resolving client concerns in customer service at WAXIE Sanitary Supply, a BradyPLUS company based in San Diego, California, to receiving recognition for sales success, one ideal has remained resolute throughout Smith’s career: lead with integrity. This is a mindset that helped earn her the title of 2026 Sanitary Maintenance Sales Leader.

“I started in this industry 25 years ago,” Smith says. “Sales became a natural progression because I was already focused on understanding challenges and building solutions that actually worked. That mindset still guides how I partner with clients today.”

Smith serves her customers by providing a plan that not only meets their current needs but also seeks to solve future concerns. To her, it is not enough to focus on the immediate sale. Instead, she challenges herself to look at what will come next and how she can provide support.

“Nena is a dedicated professional who spends her time truly understanding the needs of her clients so that she can recommend tailored solutions to meet their organizational goals,” asserts Cass Contreras, Regional Sales Manager at WAXIE Sanitary Supply. “She focuses on building long-lasting relationships and knows that every client has unique challenges and therefore customizes solutions appropriately.”

Smith’s approach can be attributed to past mentors who taught her to develop her talents and build confidence in her skillset. Even when she did not feel fully capable, these leaders pushed her to take on more responsibility. With every opportunity provided, she took charge and optimized outcomes.

Today, Smith is the professional that other sales representatives look up to. In her current role, Contreras shares that Smith is never short of success stories to share at monthly sales meetings. She imparts the value of curiosity to up-and-coming sales leaders.

“I encourage emerging reps to spend more time asking thoughtful questions, understanding operations, and learning how their clients work day-to-day,” Smith states. She believes that adopting an entrepreneurial mindset is essential to achieving long-term value over short-term successes.

This mentality is one of many reasons why she was nominated to sit on WAXIE Sanitary Supply’s Representative Advisory Council, an honor few are offered. In this position, she provides a voice for sales representatives across the company.

“Nena can be described as a spark,” Contreras commends. “She leads by example every day and stands out not only with astronomical growth, but in the way in which she looks out for her clients and our company.”

To Smith, there is not just one moment, but a collection of memories that have defined her career. Reminders of her commitment to customers have been the most meaningful.

“The moments that stick with me are when a client tells me that something we worked on together made their job easier, improved their program, or helped them reach a goal. Those conversations remind me that what I do actually matters, and that’s what keeps this from ever feeling like just a job,” Smith reflects.

As she moves into the next chapter of the industry, she is looking to integrate technology to her advantage. There is always something new to learn, and Smith is ready to transform her skills rather than replace them with innovations.

“I see AI and digital tools as extensions of how I already work—not replacements for relationships or judgements,” Smith explains. “The goal is to blend innovation with experience to deliver smarter insights and stronger outcomes for our clients.”

Overall, she is committed to delivering measurable outcomes for her clients by supplying strategic, data-driven solutions. From simple solves like providing furniture protectors when a client's floor was getting refinished to being an early adopter of Salesforce to streamline operational efficacy, Smith is a sales representative both colleagues and customers depend on.

“The values that shape my work are strategic curiosity, integrity, and follow-through,” Smith says. “That mindset has consistently led to meaningful, sustainable wins.”

Taylor Vraney is an Assistant Editor for CleanLink.com, Facility Cleaning Decisions, Contracting Profits, and Sanitary Maintenance. 

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