Rinnai, the number-one selling brand of tankless gas water heaters in North America, is looking for a Territory Sales Manager with a track record of selling technical products and solutions and a passion for winning. Join us on our mission to creating a healthier way of living in North America. Rinnai America 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. We aim to do this by a commitment to our team members, with a strong, company culture and a practice of giving back to our communities.
ROLE: The Territory Sales Manager (Generalist) is responsible for creation and execution of residential and commercial programs among all segments in the specified regional area to expand Rinnai’s market share. This role must coordinate with the territory managers, BDM team, Regional Sales Manager, to ensure team is effectively maximizing opportunities to achieve corporate objectives.
ESSENTIAL RESPONSIBILITIES:
High Value Selling / Sales Support / Servicing
• 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
Administration
- 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.
Personal Learning
- Self-directed learning experience (SDLE) participation and completion
- Use Percipo Application to focus on 1 learning event per month coordinated with supervisor
- Use of Learning management system to be certified annually for mandatory training.
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.
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 up to 60%