Job Description

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 -rinnai.

What does a Commercial Sales Manager do at Rinnai?

Responsible to execute 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 Nor Cal, Northern Neveda, Oregon, Washington, Alaska, Idaho, Montana, & Wyoming.
• Must be able to travel up to 75% within the territory.
• The pay range for this position is $120,000 - $156,000 annually plus 20% bonus paid quarterly/annually.
• Other Perks/Benefits: Best-in-class health benefit programs that provide eligibility on 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 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 walk through 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 will include support in resolving escalated customer issues and interacting with Rinnai’s Engineering group in gathering necessary information on potential product performance/quality issues.
• 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 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 walk through 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 will include 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 the Market Summary Document Template.
• Maintain Salesforce CRM with current commercial project funnel, including engineering, architects, contractors, and owners.

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.
• Communicating with others 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.

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

Rinnai America Corporation is an equal opportunity employer that is committed to inclusion and diversity. We take affirmative action to ensure equal opportunity for all applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other legally protected characteristics.

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