Territory Sales Manager (Generalist)

Responsibilities

• Achieve 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.
• Conduct product knowledge training for all distributor sales (inside, outside, counter, and Showroom).
• 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.
• Conduct Commercial Jobsite Visits to assist in system commissioning.
• Effectively resolve customer complaints.
• 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.
• 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

• 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.
• Financial acumen to support clients and leverage Rinnai benefits to their business.
• High capability working with Distribution accounts that support the dealer supply chain.
• 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.

Physical Requirements

• 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.

Environmental Conditions

• Occasionally low and high temperatures.
• Outdoor elements such as precipitation, wind, and noisy environments.
• Hazardous conditions.
• Poor ventilation.
• Small and/or enclosed spaces.