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.us/about/why-rinnai.
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, Regional Sales Manager, to ensure team is effectively maximizing opportunities to achieve corporate objectives.
- This position will manage a territory that includes Washington DC, Springfield MD, andsurrounding areas.
- 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, 401k match, generous vehicle allowance program, Paid Volunteer Community Service Day, and so much more.
What you will do:
RESPONSIBILITIES:
• Responsible for achieving sales targets, strategies, and tactics for the Rinnai assigned territory
• Sales development and growth of Repair and Replace segment.
• Sales development and growth of assigned new construction builder Plumbing Contractors.
• Sales development and growth of assigned Commercial Mechanical/ Plumbing contractors.
• Provide product and installation training as needed to Plumbing contractors by segment.
• Implement and provide pricing, applicable discounts, advertising, and programs as approved by the Director of Sales.
• Manage and gain alignment with Distribution partners in the Territory.
• Travel efficiently in assigned Territory to deliver sales targets and market development responsibilities.
• Quarterly review of progress and set achievement milestones
• Conducts product knowledge training for all distributor sales (inside, outside, counter, and Showroom)
• 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
• Utilize CRM to manage all sales funnel 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.
• Conducts 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 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 3 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.
• Aggressive and seasoned in sales leadership, management, and direct selling.
• 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 like HERS ratings and other energy efficiency 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 Marketing campaigns with successful ROI to clients/ contractors.
• Effective use of Rinnai tools such as CRM, Cobblestone, Project Manager.
ABILITIES
• Relationship building.
• Strong team player within local and regional business team.
• Self- motivation and confidence.
• Initiative, commitment, and achievement orientation.
• Presentation skills to groups of clients.
• Superior sales, customer, and management awareness.
• Ability to influence stakeholders that supports a 'push and pull' strategy.
• Ability to develop sound business planning process.
• 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.
• Travel required: Must be able to travel between 40% - 75% based on territory coverage
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 sittin.