Commercial Sales Manager

OverviewRinnai 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 is 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. What does a Commercial Sales Manager do at Rinnai?The Commercial Sales Manager will play a pivotal role in expanding Rinnai’s commercial business segment. This individual will report to the Manager, Commercial Sales, and work in close collaboration with the Sales, Engineering, and Distribution teams to drive growth across applied and commercial product lines. This individual will be fully bilingual in English / French Canadian and work within the Ottawa and Montreal region.This position combines the strategic responsibilities of a Commercial Sales Manager and a Specification Manager, providing both business development, sales, and technical expertise in the field. The ideal candidate is a solutions-minded, high-performing professional with a strong understanding of business growth, sales, customer relationships, hydronic systems, plumbing, fluid motion, pipefitting, and related controls. This position has the primary responsibility for identifying, analyzing, packaging, and selling commercial systems solutions to contractors, end-user customers, engineers, and large national accounts.This position will manage a territory in Ottawa, Ontario.The pay range for this position is up to 135,000 CAD 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 1st day of employment, company vehicle/allowance, Paid Volunteer Community Service Day, and so much more.Must be able to communicate effectively in both English and French, including speaking and writing.RESPONSIBILITIESBuild and maintain long-term relationships with end-user customer accounts, mechanical contractors, engineers, and distribution partners to drive commercial sales and business growth.Leverage technical expertise to effectively sell and promote Rinnai commercial water heating and hydronic systems, creating end-user pull-through demand.Execute regional commercial sales strategies, driving revenue and supporting Rinnai’s position in both new construction and retrofit markets.Identify mechanical system and process improvements to cultivate market opportunities within various verticals (e.g., property management, hospitality, education, healthcare, arenas, etc.). Build and retain commercial corporate accounts, national contractors, and customers.Lead and manage active bid funnels and the new client development process through Salesforce CRM. Ensure funnel optimization and meet minimum close rate targets and KPIs.Deliver technical assessments and make appropriate equipment recommendations for commercial hydronic systems and applications. Facilitate project walk-throughs and site reviews to size and sell Rinnai commercial solutions.Understand mechanical drawings, and commercial specifications/submittals to support efficient system solution recommendations to engineers, contractors, and project managers.Provide accurate and timely support in identifying and addressing field product performance and quality issues, collaborating with Engineering and Technical Services as needed.Manage distribution quotes and bid-spec relationships supporting wholesale distribution to ensure proper market coverage and project execution.Educate and train contractors, engineers, and channel partners on Rinnai commercial products, systems, and applications.Establish and maintain effective communication channels between customers and Rinnai teams to foster collaboration and long-term partnerships.Monitor, interpret, and act on field sales data, market trends, competitive intelligence, and product innovation.Maintain regular communication and collaboration with Territory Sales Managers, Commercial Sales Managers, and internal cross-functional teams to align on goals and opportunities.Ensure compliance with internal processes, including timely expense reporting and travel budget management.Commit to ongoing professional development through Rinnai’s Learning Management System (LMS), including monthly learning events and annual certification completions.REQUIREMENTSKNOWLEDGEBachelor's degree in Mechanical Engineering, Business Management, or a related field; MBA or equivalent industry experience with strong sales acumen considered an asset.7+ years of proven success in commercial sales, specification, and solution-based selling—preferably in hot water, hydronics, or HVAC markets.7-10 years of sales experience, ideally involving support to engineering or contractors.Strong technical knowledge of hydronics, plumbing, electrical systems, gas piping, and system controls.Skilled in reading and interpreting architectural and engineering drawings, specifications, and submittals.Demonstrated success supporting complex projects, with strong problem-solving and critical-thinking skills.Excellent communication, public speaking, and presentation skills, with the ability to train and influence diverse stakeholders.Proficient with Microsoft Office and CRM systems (Salesforce preferred); skilled in data analysis, reporting, and budgeting tools.Experience with large commercial accounts (e.g., municipalities, property management, institutions).Willing to travel within the assigned region and must reside in the designated business unit territory.SKILLSProven success in commercial and technical sales with strong close rates and a consultative selling approachStrong negotiation, influence, and relationship management across contractors, engineers, and end usersExcellent communication and presentation skills for technical and non-technical audiencesEffective project and time management in complex, cross-functional environmentsTechnical understanding of commercial hot water, hydronic, and HVAC systemsProficient in reading specifications and proposing tailored system solutionsSkilled in data analysis, reporting, and strategic decision-makingProficient in Salesforce CRM, Microsoft Office, and other sales toolsAdaptable with strong market awareness and industry insightCollaborative team player supporting sales and customer successABILITIESFully bilingual in English and French CanadianSkilled in consultative selling, persuasive negotiation, and strategic influenceAbility to manage commercial projects from specification to installation supportStrong problem-solving skills with a solutions-oriented mindsetConfident presenter of technical products to various audience sizes and typesEffective collaborator across cross-functional teams with strong client relationship-building skillsSelf-motivated, action-oriented, and capable of working independently with minimal supervisionQuick learner who embraces new technologies and continuous self-developmentDemonstrates initiative, integrity, and a strong commitment to achieving resultsAbility to develop key account business plans and align with regional and national objectivesWillingness to travel up to 75% within the assigned territory for customer engagement and project supportPHYSICAL REQUIREMENTSPHYSICAL ACTIVITIESConstantly 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 DEMANDSConstantly sedentary work that primarily involves sitting/standing.ENVIRONMENTAL CONDITIONSOffice setting/environment. Maybe required to work untraditional work hours, weekends, holidays, etc., if business needs dictate while on call.BENEFITSPaid Time Off (PTO)Floating Holidays (FH)Paid HolidaysRetirement PlanCompany Paid Life InsuranceVoluntary Life InsuranceProfessional DevelopmentTuition ReimbursementPaid Volunteer Community Service DayTobacco and Drug-Free CampusesEmployee, family, and friends’ discountRinnai 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. #J-18808-Ljbffr