What does a District Sales Manager do at Rinnai?

Responsible to create, facilitate and oversee the execution of all Sales and Marketing Plans for Each Market in their Region, outline clear strategies to increase revenue and improve functionality of every business segment, including R&R, RNC, Commercial, Heating, National Accounts, Energy, Service, Training and Distribution Alignment. The DSM will also be responsible for Coaching, Mentoring, Motivating and Developing the Talent and Culture of a Sales Team covering all markets.

• This position will manage the territory of Southern California
• The pay range for this position is $$139,819 - $165,543 annually plus 20% bonus paid quarterly/annually.
• Must be able to travel up to 75% within the territory.
• Other Perks/Benefits: Best-in-class health benefit programs that provide eligibility on 1st day of employment, 401k match, generous vehicle allowance program, Paid Volunteer Community Service Day, and so much more.

RESPONSIBILITIES:

• Drive Sales Revenue in the multiple Major Markets of a connected geographic portion of the USA
• Set the expectation and define the culture of your Sales Team with Representation in each Market.
• Define a Sales Team identity with Direct Rinnai Reps and set the standard for work ethic, as well as a positive, competitive, knowledgeable, goal oriented, accountable TEAM culture.
• Establish ‘buy in’ with regional sales teams by creating the positive energy that grants you the license to ask for a disproportionate amount of their time, energy, and interest.
• Develop regional sales teams through Mentoring, Coaching, Training, Motivating, and Incentivizing them to contribute to your Effective, Accountable, Positive, Energized Culture & Team!
• Be a talent magnet, setting the bar as an example for both professional and personal growth opportunities in the region to attract top talent to fill positions when required.
• Utilize Oz Principles and Cultural Beliefs as your first, and consistent best practice!
• Develop and manage to a Marketing development Plan for each territory that defines tactical deliverables that are S.M.A.R.T. Specific, Measurable, Action oriented, Realistic Timely.
• Prioritize execution of clear strategies and objectives, to successfully grow the revenue in each business segment: R&R, RNC, Commercial, National Accounts, Heating, Energy, Service/Training
• Develop healthy, holistic, collaborative relationships with Distribution and major customers.
• Guide sales process of large-scale projects to meet needs, and profitably negotiate, and ‘Close’.
• Help define a target list in each business segment. Collaborate on prioritizing list, and ‘next steps’
• Make joint calls with high value customers, and/or new prospects (Coaching Opportunities)
• Review opportunities and help define marketing concepts or promotions.

SALES SUPPORT

• Confirm all communication / critical HQ Info as well as Product Announcements, Programs, Promotions are communicated to Reps for them to disseminate to Distribution and customers
• Travel in assigned Territory to support sales and where necessary our Independent Representative Agency personnel.
• Model and/or Critique Training
• Assign Reps LMS training, review improvement of product knowledge, features, and benefits
• Problem Resolution – Relationship Repair
• Review monthly revenue by market, by product category by Distributor to keep Reps tracking above plan and to preemptively identify business anomalies: Spikes & ‘fall off’
• Confirmation of strategy to align by market with each Business Development Manager.

SERVICING

• Approve Quotes, Set Budgets & Approve Expenses
• Monitor and analyze field sales reports, interpret results, and take corrective action to achieve sales targets. This includes ROI on all marketing coop campaigns and strategic marketing promotions at the Distributor Dealer level.
• 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 Order Entry, Customer Service, Warranty & Engineering groups, or personnel and gathering all necessary information on potential product performance/quality issue.

ADMINISTRATION

• Provide a monthly and quarterly summary report, by business segment for each market, to include highlights of Wins and Losses, Trends, Competitive Information, Distribution Allegiance Analysis and detailed account of all Sales, Marketing & Training, and any pertinent information as prescribed or requested by Sales Director
• Develop, Manage and Conduct all Yearly Reviews in Review-Snap for regional team members
• General Regional administrative reporting
• Manage timely T&E expense submission

PERSONAL 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.
• Set and Track Personal Fitness (or other) Goals

REQUIREMENTS:

KNOWLEDGE

• Bachelor’s degree that presents business acumen and a polished, professional brand representation.
• Minimum 7 years of demonstrated sales skills or 2 years Sales Management representing plumbing or construction related products.
• High capability to engage C suite decision makers, and interpret ‘need’, fit solutions, for successful alignment and building relationships and trust.
• Ability to set the example of work ethic, and a positive, competitive, accountable TEAM culture.
• Developing focused Marketing Plans that prioritize the execution of clear strategies and objectives for revenue growth in all segments of business.
• Understanding Wholesale Distribution and ‘push thru’ and ‘pull thru’ selling.
• Financial, budgeting, P&L
• Developing effective ROI marketing concepts.
• Excel, Word, Power Point, Snip, CRM

SKILLS

• Organization and Time Management
• Establish rapport & connectivity in building healthy, holistic business relationships or ‘courtship’ process
• Mentoring, Coaching, Developing, Standard Setting Motivating, and Incentivizing to create an Effective, Accountable, Positive, Energized Culture & Team
• Problem Resolution, Profitable Negotiation, Problem Solving & Ability to identify opportunity
• Understanding Sales Volume pipelines and forecasting to be proactive rather than reactive.
• Action oriented, constantly adding irons in the fire = Follow up = pull irons out & branding new business
• High level communicator Verbal & Written – Persuasive – Clear – Consistent Messaging
• High level of analytical and administrative skills including report writing and formulating reports.
• Computer literate utilization of multiple platforms and programs (Cobblestone, CRM, Nintex)
• Presenting / Public Speaking

ABILITIES

• Confidence, Leadership, Well-spoken & Discipline
• Respect / Accountability / Courage & Intuitive
• Creativity & Gatekeeper of Brand Action oriented
• Ethical / Trustworthy / Transparent / Fair
• Motivator Competitive / Driven Decisive/ Dependable Thoughtful / Methodical
• Presenter / Speaker Listener
• Technical aptitude / Strategic thinker

Physical Requirements:

Physical Activities

Remaining in a stationary position, often standing, or sitting for prolonged periods. Occasionally, repeating motions that may include the wrists, hands and/or fingers. Operating motor vehicles or heavy equipment. Communicating with others assessing the accuracy, neatness and thoroughness of the work assigned.

Physical Demands

Occasionally, sedentary work that primarily involves sitting/standing. Light work that includes moving objects up to 50 pounds.

Environmental Conditions

Occasionally low and high temperatures Outdoor elements such as precipitation, wind, and noisy environments. Occasionally, no adverse environmental conditions expected.

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.