Territory Sales Manager

Rinnai America Corp•Cedar Rapids, IA

36d•Remote

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. This remote role will support the following States/Territories: IA/NE/6 counties in IL What does a Territory Sales Manager do at Rinnai? POSITION SUMMARY 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

Requirements

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.
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.
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.
Traveling requirements: ranges between 40 to 75% depending on territory region

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.
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.