Commercial Sales Manager - Calgary

Rinnai America Corp•Calgary, AB

63d

About The Position

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 https://www.rinnai.us/about/why-rinnai. 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 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 the Calgary, Alberta. 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.

Requirements

Bachelor'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.
Proven success in commercial and technical sales with strong close rates and consultative selling approach
Strong negotiation, influence, and relationship management across contractors, engineers, and end users
Excellent communication and presentation skills for technical and non-technical audiences
Effective project and time management in complex, cross-functional environments
Technical understanding of commercial hot water, hydronic, and HVAC systems
Proficient in reading specifications and proposing tailored system solutions
Skilled in data analysis, reporting, and strategic decision-making
Proficient in Salesforce CRM, Microsoft Office, and other sales tools
Adaptable with strong market awareness and industry insight
Collaborative team player supporting sales and customer success
Skilled in consultative selling, persuasive negotiation, and strategic influence
Ability to manage commercial projects from specification to installation support
Strong problem-solving skills with a solutions-oriented mindset
Confident presenter of technical products to various audience sizes and types
Effective collaborator across cross-functional teams with strong client relationship-building skills
Self-motivated, action-oriented, and capable of working independently with minimal supervision
Quick learner who embraces new technologies and continuous self-development
Demonstrates initiative, integrity, and a strong commitment to achieving results
Ability to develop key account business plans and align to regional and national objectives
Willingness to travel up to 75% within assigned territory for customer engagement and project support

Responsibilities

Build 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.