Regional Commercial Business Development Manager

4 weeks ago

Washington, Washington, D.C., United States Rinnai America Full time
Job Title: Regional Commercial Business Development Manager

Rinnai America Corporation is seeking a highly skilled Regional Commercial Business Development Manager to join our team. As a key member of our sales team, you will be responsible for developing and executing commercial strategies to expand our market share in the specified regional area.

Key Responsibilities:

  • Develop and execute commercial strategies to expand Rinnai's market share in the specified regional area.
  • Build and maintain relationships with key personnel within commercial vertical segments.
  • Travel in assigned Region to support sales targets and responsibilities with key account alignment.
  • Maintain consistent contact and interface with Rinnai Territory Sales Teams.
  • Communicate and lead strategy on launching new Rinnai commercial products.
  • Present, Launch and manage effective strategies on product promotions and customer events.
  • Manage active bid funnel and new client development process.
  • Communicate with sales team to leverage Project funnel to ensure all key stakeholders are aligned to hold every project.
  • Identify & Develop new End users, MEP Consultants, Contractors, and Architects in key markets. Focus on educating and training potential customers on Rinnai Tankless Solutions.
  • Provide critical insight into Market dynamics related to various commercial vertical markets.
  • Develop and execute a Commercial strategy through Territory Manager to existing and prospect plumbers to promote and sell Rinnai products and services.
  • Support and manage key regional NCA targets.
  • Develop and manage key CSP accounts.
  • Co-develop and provide educational tools to promote Rinnai products - product support.
  • Organize/conduct/customer 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 facilitate growth of the Multifamily/MRO Segment.
  • Build strong relationships with Developers, Architects, MEPs, and Contractors at all levels of their business for long term sustainable growth.
  • Identify and attend Commercial industry events within various verticals that will facilitate the promotion and advancement of the Rinnai Brand.
  • Provide details of results to stakeholders.
  • Monitor and analyze field sales reports industry periodicals, interpret results, and take action to achieve sales targets.
  • Provide project walk through to define needs with Rinnai solutions. Communicate those results to client and local Territory sales team.
  • Use initiative in working through customer requests for installation training and start-up.
  • Effectively resolve customer concerns
  • Provide appropriate support in identifying and addressing field product performance/quality issues.
  • 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.
  • Maintain database of current commercial projects quoted through Engineering.
  • General Regional administrative reporting
  • Quarterly review of progress and set achievement milestones.
  • Quarterly Market Summaries
  • Timely T&E expense submission
  • Maintain CRM on all Engineering firms, Architects, and end user clients.
  • Self-directed learning experience (SDLE) participation and completion
  • Use Percipio Application to focus on 1 learning event per month coordinated with supervisor.
  • Use of Learning management system to be certified annually for mandatory training.

Requirements:

  • Bachelor's degree that presents business acumen for client engagement and development success.
  • Minimum 5 years of demonstrated sales skills working within the Commercial/Design segment or adjacent business.
  • Highly skilled at C Suite level interaction.
  • Experience with effective and efficient client development, management and direct selling.
  • Understanding of local/regional building codes and product applications.
  • Consultative selling includes the Top - down approach which aligns industry knowledge, product applications, and market acumen to successfully secure specifications, increase market share and increase revenue.
  • Experience working with Architect and MEP Consulting Firms to provide education and training on applicable solutions.

Skills:

  • Client engagement with 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 to key priorities
  • High level of industry knowledge per market in order to formulate and execute on a targeted Business plan developed to achieve assigned revenue growth.
  • Technical ability and desire to effectively market directly to each unique segment to include Developers, MEPs. Architects, Energy Companies and Contractors

Abilities:

  • Client relationship builder at all levels
  • Ability to effectively work with and collaborate within different segments and members of the Rinnai Team in order to achieve Regional Plans.
  • Ability to align team members and lead within local and regional business team to achieve common goals.
  • Action oriented.
  • Ethical and trustworthy
  • Self-motivated and confident
  • Expresses Initiative, commitment and achievement orientation
  • Ability to develop sound business planning process by market assigned.
  • Ability to present technical products to various size groups.

Physical Requirements:

  • Physical Activities
  • Remaining in a stationary position, often standing, or sitting for prolonged periods.
  • Communicating with others to exchange information.
  • Accessing the accuracy, neatness, and thoroughness of the work assigned.
  • Physical Demands
  • Medium work that includes moving objects up to 50 pounds
  • Environmental Conditions
  • No adverse environmental conditions expected.
  • 75% travel

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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