Territory Sales Manager - Salt Lake City

About the role

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. We have a commitment to our employees and a strong, accountable culture with a practice of giving back to our communities. This position manages a territory within Salt Lake City, UT and surrounding areas, with travel required up to 75% within the territory.

Responsibilities

• Achieve sales targets, strategies, and tactics for the assigned territory
• Drive sales development and growth of the Repair and Replace segment
• Drive sales development and growth of assigned new construction builder Plumbing Contractors
• Drive sales development and growth of assigned Commercial Mechanical/Plumbing contractors
• Provide product and installation training 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
• Conduct quarterly review of progress and set achievement milestones
• Conduct 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
• 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
• 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 preparation of annual and monthly sales forecast and sales targets
• Conduct 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 support in identifying and addressing field product performance/quality issues, including escalated customer issues and interaction with Rinnai’s Engineering group
• Provide monthly detailed account of all training, competitive intelligence, product requirements, and pertinent information as prescribed by Director of Sales and Market Summary Document Template
• Handle general Regional administrative reporting
• Prepare Quarterly Market Summaries
• Submit 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

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
• 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 negotiate appropriate outcomes
• Proven ability to organize workloads effectively and determine priorities
• High level analytical and administrative skills including report writing and formulation of 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

Physical Activities: 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.

Physical Demands: Constant sedentary work that primarily involves sitting/standing. Occasionally, Light work that includes moving objects up to 20 pounds. Medium work that includes moving objects up to 50 pounds. Heavy work that includes moving objects up to 100 pounds or more.

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.

Benefits

• Medical, Dental, Vision, and Prescription
• Flexible Spending Account (FSA) options for Medical and Dependent Care
• Paid Time Off (PTO), 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