Creating A Healthier Way of Living
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 and the only tankless water heating manufacturer in the US. We have a commitment to our employees and a strong, accountable culture with a practice of giving back to our communities.
Rinnai America Corporation (RAC) is looking for RAC-STARS! Check out why Rinnai is the hottest place to work https://www.rinnai.us/about/why-rinnai.
What does a Commercial Business Manager do at Rinnai?
The Commercial Business Manager will work in conjunction with the entire commercial development team to establish and grow this segment of the business. This position has the primary responsibility for identifying, analyzing, packaging, and selling commercial systems solutions to engineers, builders, and large national accounts. Leads the commercial sales in his/ her region and manages the interface with other parts of the company such as sales, finance, and engineering during the sales process. This position is responsible for the day-to-day management of commercial technical sales as well as implementing the sales strategy in their assigned region.
- Territory: This position will manage a territory includes San Francisco and surrounding areas.
- Salary Range: $111,613-$139,460 annually with 20% AIP Bonus.
What you will do?
RESPONSIBILITIES:
- Design and execution of sales strategies for the Commercial market in specified region.
- Call on existing customers (engineers, mechanical contractors, and builders) on a regular call cycle
- Achieve annual sales and gross margin targets in order to grow the business within your assigned territory.
- Cultivate market sales opportunities for revenue producing services by identifying mechanical system and process improvements, new energy efficiency technology applications and/or retrofits in the commercial market.
- Provide technical assessment and equipment recommendations for commercial customers' mechanical systems and processes
- Work with teams to develop sales strategies and "energy use and efficiency" related market programs to meet customer's changing requirements.
- Develop strong relationships with those who influence customers' equipment purchase decisions including equipment vendors, mechanical contractors, engineering consultants and federal and state energy agency personnel.
- Develop strong relationships with architects, engineers, and other design consultants.
- Work with marketing to define market segmentation and develop effective sales collateral and marketing activities to support commercial sales in specified region;
- Build process and infrastructure that allows the company to successfully respond to and secure a greater volume of commercial projects
- Various projects as requested
- Maintain call cycle of all customers, specifically consultants and top 10 commercial plumbers/mechanical contractors
- Establish lines of communication between customers and Rinnai
- Fully develop the segment’s sales potential
- Actively participate in the achievement of sales budget
- Ensure guidelines for rebates / pricing are maintained
- Collect information on market trends, product innovation and opportunities
- Regular liaison with Territory Managers and other sales personnel
- Develop and maintain good working relationship with all internal / external company personnel
- Continual improvement and training in all areas of self-development, marketing, selling and technical skills
- Assisting with building the overall commercial market for the company
- Observe and implement all Company Policies and Procedures.
REQUIREMENTS:
KNOWLEDGE
- Bachelor’s degree in business management or related field or equivalent experience required.
- Minimum 5 years of direct Commercial Sales experience with proven results
- MBA Preferred, but not necessary
- Experience in the commercial hot water industry: specification and project acquisition or HVAC backgrounds dealing with commercial accounts preferred
- Experience in commercial business development (including specifications, sizing, recommendations), preferably within the Hot Water/Boilers and commercial building industry
- Demonstrate understanding of the energy efficiency star rating system
- Sales account management experience within the gas appliance marketplace preferred
- Experience in manipulating data for use in report software, spreadsheets, graphs and flow charts.
SKILLS
- Understanding of the changing marketplace and ability to adapt to change
- Strong team player
- Project management experience is preferred.
- Direct sales experience in a competitive market a plus
- Listening, diagnosing, assisting with options and delivering effective sales service for the customer
- Proven ability to deal with customers and to negotiate appropriate outcomes
- Excellent communication and the ability to influence strategies/others
- Build and maintain working relationships with internal and external customers
ABILITIES
- Proficiency in persuasive negotiation, consultative selling and application of general business principles is desired.
- Strong Customer Service orientation
- Ability to operate effectively with minimal supervision
- High degree of initiative to seek and develop new opportunities. Display initiative, ingenuity and enthusiasm
- Travel is required to maintain effective business relationships. Minimum of 75% travel
Physical Requirements:
Physical Activities
Constantly remaining in stationary position, often standing, or sitting for prolonged periods. Occasionally, adjusting or moving objects up to 2lbs in all directions. Constantly, communicating with others to exchange information. Repeating motions that may include the wrists, hands and/or fingers. Constantly, assessing the accuracy, neatness and thoroughness of the work assigned
Physical Demands
Constantly sedentary work that primarily involves sitting/standing.
Environmental Conditions
Office setting/environment
Maybe required to work untraditional work hours, weekends, holidays, etc.… if business needs dictate while on call.
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
Tuition Reimbursement
Annual Incentive Plan (AIP)
Referral Bonuses
Paid Volunteer Community Service Day
Tobacco and Drug-Free Campuses
Employee, family, and friend’s discount
Rinnai America Corporation is an equal opportunity employer that is committed to inclusion and diversity. We take affirmative action to ensure equal opportunity for all applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other legally protected characteristics.
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