Territory Sales Manager - Southern Louisiana

Rinnai America Corporation is the leader in tankless water heating, a technology that is growing rapidly as businesses and homes convert to an efficient, endless supply of hot water. We are the only tankless water heating manufacturer in the US, committed to our employees and a strong, accountable culture with a practice of giving back to our communities.

About the role

As a Territory Sales Manager, you will create and execute residential and commercial programs within Southern Louisiana to expand Rinnai’s market share. You will coordinate with territory managers, the BDM team, and the Regional Sales Manager to maximize opportunities and achieve corporate objectives. This position requires up to 75% travel within the territory.

Responsibilities

• Achieve sales targets, strategies, and tactics for the assigned Rinnai territory.
• Develop and grow sales in the Repair and Replace segment.
• Develop and grow sales with assigned new construction builder plumbing contractors.
• Develop and grow sales with assigned Commercial Mechanical/Plumbing contractors.
• Provide product and installation training to plumbing contractors by segment.
• Implement pricing, discounts, advertising, and programs 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 teams (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 preparing annual and monthly sales forecasts and sales targets.
• Conduct commercial jobsite visits to assist in system commissioning.
• Resolve customer complaints in a timely manner.
• Provide support in identifying and addressing field product performance/quality issues, including escalated customer issues and interactions with Rinnai’s Engineering group.
• Submit a detailed monthly account of training, competitive intelligence, product requirements, and pertinent information as prescribed by the Director of Sales.
• Complete general regional administrative reporting, quarterly market summaries, and timely T&E expense submissions.
• 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 a 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 ability to work with C-suite decision-makers to gain successful alignment.
• Financial acumen to support clients and leverage Rinnai benefits for their business.
• Experience working with distribution accounts that support the dealer supply chain.
• Strong ability to develop dealer networks for all verticals.
• Ability to present key data such as 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.
• Effective organization of workloads and determination of priorities.
• High-level analytical and administrative skills, including report writing and business report formulation.
• Technical ability and desire to market directly to unique segments and their plumber/supplier partners.
• Capability to present and manage marketing campaigns with successful ROI for clients/contractors.
• Proficiency in using Rinnai tools such as CRM, Cobblestone, and Project Manager.

Abilities

• Relationship building and strong teamwork within local and regional business teams.
• Self-motivation, confidence, and initiative.
• Commitment and achievement orientation.
• 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.
• Travel required: 40% - 75% based on territory coverage.

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

• Occasionally exposed to low and high temperatures.
• Outdoor elements such as precipitation, wind, and noisy environments.
• Hazardous conditions, poor ventilation, and small/enclosed spaces.

Benefits

• Medical, Dental, Vision, and Prescription coverage (eligibility on the first 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.
• Generous vehicle allowance program.