Territory Sales Manager

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.

What does a Territory Sales Manager do at Rinnai?

Responsible to create and execute residential and commercial programs among all segments in the specified regional area to expand Rinnai’s market share. Coordinate with the territory managers, BDM team & National Sales Manager, to ensure team is effectively maximizing opportunities to achieve corporate objectives.

• This position will support the Calgary, Alberta area.
• Must be able to travel up to 75% within the territory.

What will you do?

RESPONSIBILITIES:

• Responsible for achieving sales targets, strategies, and tactics for the Rinnai assigned territory.
• Sales growth & development of the Rinnai Canada business portfolio.
• Sales growth & development of Rinnai portfolio to Plumbing and Mechanical Contractors.
• Sales growth & development of Rinnai portfolio in sales channels such as: New Home Building, Commercial such as Development & Property Management and Sales Engineers.
• Lead, Manage and/or support assigned Distribution partners to ensure product assortment, sales growth, opportunities & issue resolutions with strong relationship building, communication and delivering sales objectives.
• Provide product, sales and installation training as needed to Plumbing & Mechanical contractors and sales channels as identified above.
• Conduct product knowledge training for all distributor sales (inside, outside, counter, and Showroom).
• Implement and provide pricing, applicable discounts, advertising, and programs as approved by the National Sales Manager.
• Travel efficiently in assigned Territory to deliver sales targets and market development responsibilities.
• Quarterly review of progress and set achievement milestones.
• Define, plan, and execute highest probability RNC plumber, R&R plumber, and Commercial client alignment.
• Create localized plumber conversion programs for each responsible MSA’s.
• Build and execute presentation data needed to move Builders and Plumbers from tanks to tankless.
• Maintain appropriate contact with distributors and sales outlets to support supply chain.
• Drive & Utilize Salesforce CRM to manage all sales activities.
• Relationship building with strategic plumber partners and Regional RNC plumber management.
• Monitor and analyze field sales reports, interpret results, and take corrective action to achieve sales targets.
• Assist in the preparation of annual and monthly sales forecast and sales targets.
• Conduct Commercial Jobsite Visits to assist in system commissioning.
• Effectively resolve customer complaints.
• Use initiative in handling dealer problems, complaints, and warranty issues. Resolve problems in a timely manner.
• 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 in the Market Summary Document Template.
• General Regional administrative reporting.
• Quarterly Market Summaries.
• Timely T&E expense submission.
• Logs in training classes to meet Territory training metrics.
• Manage all plumber contracts and programming.
• Process workflows to resolve field related issues.

REQUIREMENTS:

KNOWLEDGE

• Bachelor’s degree in business or related field and/or equivalent work experience required.
• Minimum 7 years of demonstrated sales management experience working within the construction products industry.
• Industry knowledge including but not limited to construction products, and gas appliance applications.
• Driven, Results based seasoned in sales leadership, management, and direct selling with proven track record of success.
• High capability to work with C suite decision makers to gain successful alignment.
• Financial acumen to support clients and leverage Rinnai benefits to their business.
• High capability working with Distribution accounts that support the dealer supply chain.
• Strong abilities to properly develop dealer network for all verticals.
• Able to present key influential data and other energy efficiency & sustainability benefits of Rinnai.

SKILLS

• Constructively understand and manage client needs to foster business alignment.
• Proven ability to deal with customers and to negotiate appropriate outcomes.
• Proven ability to organize workloads effectively and to determine priorities.
• High level analytical and administrative skills including report writing and formulation business reports.
• Proven technical ability and desire to effectively market directly to each unique segment and their plumber/ supplier partners.
• Capable of presenting and managing Training & Marketing campaigns with successful ROI to clients/ contractors.
• Effective use of Rinnai tools such as Salesforce CRM, Cobblestone, Project Manager.

ABILITIES

• Strong Sales background with proven results driven results.
• Strong Relationship builder.
• Strong Negotiator with the ability to influence stakeholders that supports a “push and pull” strategy.
• Strong team player within local and regional business teams.
• Driven, Self-motivation and Confidence.
• Initiative, commitment, and achievement orientation.
• Presentation & Training skills to groups of clients.
• Superior sales, customer, and management awareness.
• Ability to develop sound business planning processes.
• Ability to motivate individual team members.
• Ability to present technical products to various size groups.
• Ability to accept challenges, evaluate best options and act in a timely manner.
• Creative conflict resolution that results in fair and equitable outcomes.
• Traveling requirements: ranges between 40 to 75% depending on territory region.

Physical Requirements:

Physical Activities

• Occasionally ascending or descending ladders, stairs, and the like.
• Moving in different positions to accomplish tasks including tight and confined spaces and moving from one worksite to another.
• Remaining in a stationary position, often standing, or sitting for prolonged periods.
• Adjusting or moving objects and repeating motions that may include the wrists, hands and/or fingers.
• Communicating with others assessing the accuracy, neatness and thoroughness of the work assigned.

Physical Demands

• Constant sedentary work that primarily involves sitting/standing.
• Occasionally, Light work that includes moving objects up to 20 pounds.
• Medium work that includes moving objects up to 50 pounds.
• Heavy work that includes moving objects up to 100 pounds or more.

Environmental Conditions

• Occasionally low and high temperatures outdoor elements such as precipitation, wind, and noisy environments.
• Hazardous conditions. Poor ventilation. Small and/or enclosed spaces.

Benefits

Health Benefit Programs

Paid Time Off (PTO)

Floating Holidays (FH)

Paid Holidays

Retirement Plan

Company Paid Life Insurance

Voluntary Life Insurance

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.