Sales Manager

Job Description: Creating A Healthier Way of Living

Rinnai America Corporation is the leader in tankless water heating, a technology that is growing rapidly as businesses and homes “yank the tank” and convert to an efficient, endless supply of hot water and the only tankless water heating manufacturer in the US. We have a commitment to our employees and a strong, accountable culture with a practice of giving back to our communities.

Rinnai America Corporation (RAC) is looking for RAC-STARS! Check out why Rinnai is the hottest place to work here.

What does a Commercial Sales Manager do at Rinnai?

Responsible for executing overall commercial strategy and programs among Regional Plumbing Contractors, General Contractors, Developers, architects, and engineers in the specified regional area to exceed Rinnai’s commercial sales goals and expand Rinnai’s market share. Coordinate with the Sales Engineers, TSMs, and the Corporate Accounts team to ensure that Rinnai is effectively maximizing opportunities to achieve corporate objectives.

This position will manage a territory within Philadelphia, Dover, Trenton, Baltimore, and surrounding areas. The pay range for this position is $116,000 - $145,000 annually plus 20% bonus paid quarterly/annually. Must be able to travel up to 75% within the territory.

Other Perks/Benefits:

• Best-in-class health benefit programs that provide eligibility on the 1st day of employment


• 401k match


• Generous vehicle allowance program


• Paid volunteer community service day


• And so much more.

Responsibilities:

• Meet or exceed established commercial sales goals as assigned to the specific geographic coverage area.


• Seek out, develop, and maintain relationships with key personnel within commercial vertical segments.


• Travel in assigned Region to convert commercial sales opportunities.


• Maintain consistent contact and interface with Rinnai Sales Engineers and Rinnai field sales team to collaborate on closing leads and opportunities.


• Work with the Rinnai Energy Team to engage utility partners to help understand segment customers as well as emerging customers.


• Communicate and lead strategic execution on launching new Rinnai commercial products to the market.


• Present, implement, and drive effective strategies on product promotions and customer events.


• Manage active bid funnel and new client development process through Salesforce CRM, while working cross-functionally with Sales Engineers, field sales team, and inside sales to ensure funnel optimization and maintain minimum close rates.


• Collaborate with Sales Engineers to identify and develop new end users, MEP consultants, and architects in key markets.


• Educate and train prospective and current Rinnai customers on commercial solutions.


• Provide critical insight into market dynamics related to various commercial vertical markets.


• Support and manage key regional targets.


• Identify and develop local CSP accounts.


• Lead the commercial business education within the district and train new TSMs in commercial programs, products and processes.


• Participate in commercial industry events as assigned within various verticals that will facilitate the promotion and advancement of the Rinnai Brand. Convert local leads and opportunities from all commercial events.


• Monitor and analyze field sales reports, industry periodicals, interpret results, and take action to achieve sales targets.


• Provide project walkthrough for light commercial systems to define needs with Rinnai solutions.


• Use initiative in working through customer requests for installation training and start-up of light commercial solutions.


• Effectively resolve customer concerns.


• Provide appropriate support in identifying and addressing field product performance/quality issues. This includes support in resolving escalated customer issues and interacting with Rinnai’s Engineering group in gathering necessary information on potential product performance/quality issues.


• Provide monthly a detailed account of all training, competitive intelligence, product requirements, and pertinent information as prescribed by Director of Sales and as outlined in the Market Summary Document Template.


• Maintain Salesforce CRM with current commercial project funnel, including engineering, architects, contractors, and owners.


• Quarterly commercial market summaries.


• Manage travel and expense budget with timely report submission.


• Maintain Salesforce CRM on all Engineering firms, Architects, and end user clients.


• Self-directed learning experience (SDLE) participation and completion.


• Use Percipo Application to focus on 1 learning event per month coordinated with supervisor.


• Use of Learning management system to be certified annually for mandatory training.

Requirements:

Knowledge:

• Bachelor’s degree or relevant experience that presents business acumen for client engagement and development success.


• Minimum 5 years of demonstrated sales skills working within the Commercial/Design segment or adjacent business.


• Demonstrated C Suite level communication and interaction.


• Experience working within a matrixed sales and support team.


• Understanding of local/regional building codes and product applications.

Skills:

• Market cultivation and prospect development through consultative selling and problem-solving.


• Proven negotiation skills to yield positive outcomes for all stakeholders.


• Proven ability to effectively manage workload and align to key priorities within a complex team.


• High level of market and/or industry knowledge.


• Technical ability to understand light commercial systems and their application.

Abilities:

• Client relationship builder at all levels.


• Ability to effectively work with and collaborate within different segments and members of the Rinnai Team to achieve Regional Plans.


• Ability to align team members and lead within local and Regional business team to achieve common goals.


• Action oriented.


• Ethical and trustworthy.


• Self-motivated and confident.


• Expresses Initiative, commitment, and achievement orientation.


• Ability to develop sound business planning process by market assigned.


• Ability to present technical products to various size groups.


• Meets Rinnai’s ethical standards.


• Demonstrates a consistently satisfactory disciplinary history.

Physical Requirements:

Physical Activities:

• Occasionally, remaining in a stationary position, often standing, or sitting for prolonged periods.


• Moving about accomplishing tasks or moving from one worksite to another.


• Repeating motions that may include the wrists, hands and/or fingers.


• Operating motor vehicles or heavy equipment.


• Constantly communicating with others to exchange information.


• Assessing the accuracy, neatness, and thoroughness of the work assigned.

Physical Demands:

• Occasionally, sedentary work that primarily involves sitting/standing.


• Light work that includes moving objects up to 20 pounds.


• Environmental Conditions: Never - No adverse environmental conditions expected.

Benefits:

• Medical, Dental, Vision, and Prescription Flexible Spending Account (FSA) options for Medical and Dependent Care.


• Paid Time Off (PTO), Floating Holidays (FH).


• Paid Holidays.


• 401(k) Plan with Company Match.


• Company Paid Life Insurance.


• Voluntary Life Insurance.


• Short- and Long-Term Disability.


• Professional Development.


• Tuition Reimbursement.


• Annual Incentive Plan (AIP).


• Referral Bonuses.


• Paid Volunteer Community Service Day.


• Tobacco and Drug-Free Campuses.


• Employee, family, and friend’s discount.