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Territory Sales Manager (Repair & Replace)

Company: Rinnai America Corp
Location: Concord
Posted on: January 7, 2021

Job Description:

Rinnai, the number-one selling brand of tankless gas water heaters in North America, is looking for a Territory Sales Manager with a track record of selling technical products and solutions and a passion for winning. Join us on our mission to creating a healthier way of living in North America. Rinnai America 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 aim to do this by a commitment to our team members, with a strong, company culture and a practice of giving back to our communities.ROLE: The R&R Territory Sales Manager is responsible for creating and executing residential R&R strategy and programs among regional plumbers and Contractors in the specified regional area to expand Rinnai's profitable market share. This role must coordinate with the territory managers, District Sales Manager and Regional Sales Director to ensure team is effectively maximizing opportunities to achieve corporate objectives.RESPONSIBILITIESHigh Value Selling

  • Identify, establish, and develop new R&R Dealers in key regional markets.
  • Develop strong relationships with Dealers at all levels of their business focusing on quality strategic plumbers to support the Ace and Ace Pro dealer strategy.
  • Maintain strong working relationships with Distributor personnel within assigned geography.
  • Travel in assigned Territory to support sales targets and responsibilities. Time and expenses to be managed based on needs and expectations of specified area.
  • Effectively utilize Negotiation Skills to obtain the best outcome for Rinnai in all sales opportunities.
  • Achieves Annual Territory Sales Budgets
  • Provide critical insight for Dealer to utilize Rinnai dealer portal.
  • Provide, sell, and educate Dealers on tools to promote Rinnai products - product support, sales promotions, marketing and merchandising materials and advertising opportunities.
  • Organize/conduct dealer/end-user education sales and product information trainings.
  • Use all necessary information on new/existing end-user customers, markets, competition, and product/service performance and use to help dealers develop and execute their market strategy.
  • Build strong relationships with Dealers at all levels of their business.
  • Develop and execute a strategy with existing dealers to promote and sell Rinnai products and services.Sales Support
    • Monitor and analyze field sales reports, interpret results, and take corrective action to achieve sales targets. This includes all marketing coop campaigns run in conjunction with the Dealer.
    • Accuracy and functionality of pricing/discounting proposals submitted to Regional Sales Director
    • Develop with District Sales Manager programs to drive market share growth
    • Work with both the District Sales Manager and Territory Sales Managers to develop market specific literature and product support assets.Servicing
      • Use initiative in handling dealer problems, complaints, and warranty issues. Resolve problems in a timely manner
      • Effectively and fairly resolve customer complaints and concerns with assistance from Technical Support when necessary
      • Provide appropriate support in identifying and addressing field product performance/quality issues. This will include support in resolving escalated customer issues and interacting with Rinnai's Engineering group in gathering necessary information on potential product performance/quality issuesAdministration
        • Develop a comprehensive strategic plan while setting achievement milestones that can be reviewed quarterly with the support of the District Sales Manager.
        • Provide monthly a detailed account of all training, competitive intelligence, product requirements, and pertinent information as prescribed by Director of Sales and as outlined the Market Summary Document Template.
        • General Regional administrative reporting
        • Quarterly Market Summaries
        • Timely T&E expense submission
        • Quarterly review of progress and set achievement milestones
        • Logs in training classes to meet Territory training metricsPersonal Learning
          • Self- directed learning experience (SDLE) participation and completion
          • Use Percipo Application to focus on 1 learning event per month coordinated with supervisor
          • Use of Learning management system to be certified annually for mandatory training.REQUIREMENTSKnowledge
            • Bachelor's degree that presents business acumen for client engagement and development success.
            • High capability to work with C suite decision makers to gain successful alignment.
            • Minimum 3 years of demonstrated sales skills working with construction products or similar industry.
            • Experience with effective and efficient client development, management and direct selling.
            • Understanding of local plumbing codes and product applications.
            • Consultative selling that aligns industry knowledge, product applications, competitive products to successful dealer alignment and revenue growth.
            • Financial acumen to support dealer in profitable investments for both dealer and Rinnai.
            • High capability working with Distribution accounts that support the dealer supply chain.Skills
              • Proven client engagement ability via Consultative selling and Problem solving.
              • Proven ability to deal with assigned customer groups and to negotiate appropriate outcomes.
              • Proven ability to organize specific workloads effectively and align key priorities
              • High level of analytical and administrative skills including report writing and formulation and understanding 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 ACE and Pro client.
              • Effective use of Rinnai tools such as CRM, Cobblestone, Project Manager.Abilities
                • Client relationship builder
                • Ability to align as team player within local and Regional/National business team
                • Action oriented
                • Ethical and trustworthy
                • Self - motivated and confident
                • Expresses Initiative, commitment and achievement orientation
                • Ability to develop sound business planning process
                • Ability to present technical products to various size groups
                • Ability to accept challenges, evaluate best options and act in a timely manner.Learn more about why Rinnai is a great place to work by checking out our Careers Page https://www.rinnai.us/careers-at-rinnai. Follow Rinnai America on LinkedIn for updates https://www.linkedin.com/company/rinnaiRinnai America Corporate is proud to be an Equal Employment Opportunity Employer. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

Keywords: Rinnai America Corp, Concord , Territory Sales Manager (Repair & Replace), Professions , Concord, New Hampshire

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