Territory Sales Manager - Southern Louisiana

About the role

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. This position will manage a territory within Southern Louisiana and requires travel up to 75% 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, 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 teams (inside, outside, counter, and showroom).
• Define, plan, and execute high-probability alignment with Rinnai plumbers, R&R plumbers, and Commercial clients.
• Create localized plumber conversion programs for each responsible MSA.
• Build and execute presentation data to transition 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 Rinnai 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 targets.
• Conduct Commercial Jobsite Visits to assist in system commissioning.
• Resolve customer complaints and dealer problems, including warranty issues, in a timely manner.
• Support identification and resolution of field product performance/quality issues, including interaction with Rinnai’s Engineering group.
• Provide monthly detailed accounts of training, competitive intelligence, product requirements, and pertinent information as prescribed by the Director of Sales.
• Submit General Regional administrative reports, 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 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 abilities to develop dealer networks across all verticals.
• Ability to present key influential 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.
• Strong organizational skills to determine priorities and manage workloads effectively.
• 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.
• 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.
• Relationship building and strong teamwork within local and regional business teams.
• Self-motivation, confidence, 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.

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 (standing or sitting) for prolonged periods.
• Adjusting or moving objects and repeating motions involving wrists, hands, and/or fingers.
• Communicating with others to assess work accuracy, neatness, and thoroughness.

Physical Demands

• Constant sedentary work, primarily sitting/standing.
• Occasionally light work: moving objects up to 20 pounds.
• Medium work: moving objects up to 50 pounds.
• Heavy work: 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, poor ventilation, and small/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.
• Generous vehicle allowance program.