Territory Sales Manager -Miami District

About the role

Rinnai America Corporation (RAC) is seeking a Territory Sales Manager to create and execute residential and commercial programs in the Miami, Fort Lauderdale, and surrounding areas to expand Rinnai’s market share. This position requires coordination with territory managers, the BDM team, and the Regional Sales Manager to maximize opportunities and achieve corporate objectives. Travel within the territory is expected to be up to 75%.

Responsibilities

• Achieve sales targets, strategies, and tactics for the assigned Rinnai territory.
• Develop and grow sales in the Repair and Replace segment, new construction builder Plumbing Contractors, and Commercial Mechanical/Plumbing contractors.
• Provide product and installation training to Plumbing contractors by segment.
• Implement pricing, discounts, advertising, and programs as approved by the Director of Sales.
• Manage and align with Distribution partners in the Territory.
• Travel efficiently within the assigned Territory to deliver sales targets and market development responsibilities.
• Conduct quarterly reviews of progress and set achievement milestones.
• Provide product knowledge training for distributor sales (inside, outside, counter, and showroom).
• Define, plan, and execute high-probability alignment with RNC plumbers, R&R plumbers, and Commercial clients.
• Create localized plumber conversion programs for each responsible MSA.
• Build and execute presentation data to move Builders and Plumbers from tanks to tankless.
• Maintain contact with distributors and sales outlets to support the supply chain.
• Utilize CRM to manage all sales funnel activities.
• Build relationships 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 forecasts and sales targets.
• Conduct Commercial Jobsite Visits to assist in system commissioning.
• Resolve customer complaints and dealer problems, including warranty issues, in a timely manner.
• Support in identifying and addressing field product performance/quality issues, including interaction with Rinnai’s Engineering group.
• Provide a monthly detailed account of training, competitive intelligence, product requirements, and pertinent information as prescribed by the Director of Sales.
• Submit General Regional administrative reporting, Quarterly Market Summaries, and timely T&E expenses.
• Log 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.
• Minimum 3 years of demonstrated sales management experience within the construction products industry.
• Industry knowledge including construction products and gas appliance applications.
• Proven experience 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 for their business.
• Strong ability to work with Distribution accounts supporting the dealer supply chain.
• Ability to develop dealer networks for all verticals.
• Ability 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 negotiate appropriate outcomes with customers.
• Proven ability to organize workloads effectively and determine priorities.
• High-level analytical and administrative skills, including report writing and business report formulation.
• Technical ability and desire to market directly to each unique segment and their plumber/supplier partners.
• Capable of presenting and managing Marketing campaigns with successful ROI for clients/contractors.
• Effective use of Rinnai tools such as CRM, Cobblestone, and Project Manager.
• Strong relationship-building skills.
• Ability to work as a strong team player within local and regional business teams.
• Self-motivation, confidence, and initiative.
• Presentation skills for groups of clients.
• Superior sales, customer, and management awareness.
• Ability to influence stakeholders supporting a “push and pull” strategy.
• Ability to develop a sound business planning process.
• Ability to motivate individual team members.
• Ability to present technical products to various-sized groups.
• Ability to accept challenges, evaluate options, and act in a timely manner.
• Creative conflict resolution resulting in fair and equitable outcomes.

Physical Requirements

Physical Activities

• Occasionally ascending or descending ladders, stairs, and similar structures.
• Moving in different positions, including tight and confined spaces, and between worksites.
• Remaining in a stationary position, often standing or sitting for prolonged periods.
• Adjusting or moving objects and repeating motions involving wrists, hands, and/or fingers.
• Communicating with others to assess the accuracy, neatness, and thoroughness of assigned work.

Physical Demands

• Constant sedentary work primarily involving sitting/standing.
• Occasionally, light work including moving objects up to 20 pounds.
• Medium work including moving objects up to 50 pounds.
• Heavy work including moving objects up to 100 pounds or more.

Environmental Conditions

• Occasional exposure to low and high temperatures.
• Outdoor elements such as precipitation, wind, and noisy environments.
• Hazardous conditions and poor ventilation.
• Small and/or enclosed spaces.

Benefits

• Best-in-class health benefit programs (Medical, Dental, Vision, and Prescription) with eligibility on the 1st day of employment.
• Flexible Spending Account (FSA) options for Medical and Dependent Care.
• Paid Time Off (PTO) and Floating Holidays (FH).
• Paid Holidays.
• 401(k) Plan with Company Match.
• Company Paid Life Insurance.
• Voluntary Life Insurance.
• Short- and Long-Term Disability.
• Professional Development and Tuition Reimbursement.
• Annual Incentive Plan (AIP).
• Referral Bonuses.
• Paid Volunteer Community Service Day.
• Tobacco and Drug-Free Campuses.
• Employee, family, and friend’s discount on Rinnai products.
• Generous vehicle allowance program.