Commercial Business Manager - Northern NJ, CT, or Boston MA area

Northeast

Overview

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Rinnai: creating a healthier way of living

Rinnai, the number-one selling brand of tankless gas water heaters in North America, is looking for a Commercial Business Manager with a track record of leading and growing business and a passion for winning.  Join us on our mission to create a healthier way of living by changing the way water is heated 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 employees, with a strong, accountable culture and a practice of giving back to our communities.

Rinnai America is also proud to be the only tankless water heating manufacturer in the US, with the start of its first production facility in Georgia.

ROLE

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.

 

Primary Duties
  • 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.
Knowledge
  • Bachelor degree in business management, engineering, 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.
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
Skills
  • Bachelor degree in business management, engineering, 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.