Commercial Sales Manager

5 days ago

Toronto ON, Canada Rinnai Canada Full time

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
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What does a Commercial Sales Manager do at Rinnai?

The Commercial Sales Manager will work in conjunction with the entire National Engineering and Distribution management teams to establish and grow the Commercial segment of the business, reporting to the Manager, Commercial Sales. This position has the primary responsibility for identifying, analyzing, packaging, and selling, commercial systems solutions to contractors and end user customers, and large national accounts.

  • This position will manage the territory of Toronto, Ontario, and surrounding areas.
  • Must be able to travel up to 75% within the territory.
  • Other Perks/Benefits:
    Best-in-class health benefit programs, generous vehicle allowance program, paid volunteer community service day, and so much more.

Responsibilities

  • Build and maintain relationships with end user customer accounts to drive long-term commercial business growth.
  • Leverage technical expertise to effectively sell commercial hot water and hydronic systems and solutions, generating ‘pull through’ from end user customers.
  • Help design and execute the sales strategies for the commercial market in specified region and drive commercial sales revenue in Canada.
  • Cultivate market sales opportunities by identifying mechanical system and process improvements within the new construction and retrofit commercial market.
  • Assist with technical assessments and equipment recommendations for commercial customers' hydronic mechanical systems and processes.
  • Work with internal and external teams to develop sales strategies and "energy use and efficiency" related market programs to meet customer's evolving requirements.
  • Develop strong relationships with those who influence customers' equipment purchase decisions including equipment vendors, mechanical contractors, distribution partners, and mechanical associations.
  • Collaborate with marketing to define market segmentation and create effective sales collateral and marketing activities to support commercial sales in specified region.
  • Build process and infrastructure that allows the company to successfully respond to and secure a greater volume of commercial projects.
  • Establish and maintain communication channels between select customers and Rinnai teams to close sales and foster long-term partnerships.
  • Collect information on market trends, product innovation, and emerging opportunities to inform strategy.
  • Maintain regular liaison with Territory Managers, Commercial Sales Engineers, and other sales personnel to identify and develop sales opportunities.
  • Develop and maintain good working relationships with all internal and external company personnel.
  • Utilize and leverage Salesforce CRM to track opportunities, manage relationships, and streamline processes.

Requirements

KNOWLEDGE

  • Bachelor’s degree in business management or related field or equivalent experience required. MBA preferred, but not required.
  • Minimum 5 years of direct Commercial Sales experience with proven results
  • Gas Fitting/Pipe Fitting license beneficial, but not required.
  • Experience in the commercial hot water industry:
    specification and project acquisition, plumbing, or HVAC.
  • Background dealing with commercial accounts (Property Management, School Boards, Municipalities, etc.) preferred.
  • Experience in commercial business development, including specifications, sizing, recommendations, of hot water and boilers in the commercial building industry.
  • Demonstrate understanding of the energy efficiency star rating system.
  • Sales account management experience within the gas appliance marketplace preferred.
  • Experience in manipulating data for use in report software, spreadsheets, graphs, flow charts, financial, budgeting, and P&L.

Skills

  • Understanding of the changing marketplace and ability to adapt to change.
  • Ability to identify, analyze, and develop tailored commercial hot water and hydronic system solutions for contractors, and end users.
  • Project management experience is preferred.
  • Direct sales experience in a competitive market a plus.
  • Listening, diagnosing, assisting with options, and delivering effective sales service for the customer.
  • Excellent communication and presentation skills.
  • Build and maintain working relationships with internal and external customers.
  • Computer literate utilization of multiple platforms and programs (Cobblestone,
  • Salesforce CRM, Nintex, Microsoft Suite).

Abilities

  • Proficiency in persuasive negotiation, consultative selling and application of general business principles.
  • Ability to influence strategies and others.
  • Strong Customer Service orientation
  • Ability to operate effectively with minimal supervision.
  • High degree of initiative to seek and develop new opportunities
  • Display initiative, ingenuity, and enthusiasm.
  • Travel is required to maintain effective business relationships. Minimum of 75% travel.

Physical Requirements

Physical Activities

Constantly remaining in a stationary position, often standing, or sitting for prolonged periods. Occasionally, adjusting or moving objects up to 2lbs in all directions. Constantly, communicating with others to exchange information. Repeating motions that may include the wrists, hands and/or fingers. Constantly, assessing the accuracy, neatness and thoroughness of the work assigned

Physical Demands

Constantly sedentary work that primarily involves sitting/standing.

Environmental Conditions

Office setting/environment. Maybe required to work untraditional work hours, weekends, holidays, etc. if business needs dictate while on call.

Benefits

Medical, Dental, Vision, and Prescription

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

Paid Holidays

RRSP 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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