Commercial Sales Manager

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

What does a Commercial Sales Manager do at Rinnai?

The Commercial Sales Manager will play a pivotal role in expanding Rinnai’s commercial business segment. This individual will report to the Manager, Commercial Sales, and work in close collaboration with the Sales, Engineering, and Distribution teams to drive growth across applied and commercial product lines. This position combines the strategic responsibilities of a Commercial Sales Manager and a Specification Manager, providing both business development, sales, and technical expertise in the field. The ideal candidate is a solutions-minded, high-performing professional with a strong understanding of business growth, sales, customer relationships, hydronic systems, plumbing, fluid motion, pipefitting, and related controls. This position has the primary responsibility for identifying, analyzing, packaging, and selling, commercial systems solutions to contractors, end user customers, engineers, and large national accounts.

• This position will manage a territory in Greater Toronto area.
• 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, company vehicle allowance, Paid Volunteer Community Service Day, and so much more.

RESPONSIBILITIES

• Build and maintain long-term relationships with end-user customer accounts, mechanical contractors, engineers, and distribution partners to drive commercial business growth.
• Leverage technical expertise to effectively sell and promote Rinnai commercial water heating and hydronic systems, creating end-user "pull-through" demand.
• Execute regional commercial sales strategies, driving revenue and supporting Rinnai’s position in both new construction and retrofit markets.
• Identify mechanical system and process improvements to cultivate market opportunities within various verticals (e.g., property management, hospitality, education, healthcare, arenas etc). Build and retain commercial corporate accounts, national contractors and customers.
• Lead and manage active bid funnels and the new client development process through Salesforce CRM. Ensure funnel optimization and meet minimum close rate targets and KPIs.
• Deliver technical assessments and make appropriate equipment recommendations for commercial hydronic systems and applications. Facilitate project walk-throughs and site reviews to size and sell Rinnai commercial solutions.
• Understand mechanical drawings, and commercial specifications/submittals to support efficient system solution recommendations to engineers, contractors and project managers.
• Provide accurate and timely support in identifying and addressing field product performance and quality issues, collaborating with Engineering and Technical Services as needed.
• Manage distribution quotes and bid-spec relationships supporting wholesale distribution to ensure proper market coverage and project execution.
• Educate and train contractors, engineers, and channel partners on Rinnai commercial products, systems, and applications.
• Establish and maintain effective communication channels between customers and Rinnai teams to foster collaboration and long-term partnerships.
• Monitor, interpret, and act on field sales data, market trends, competitive intelligence, and product innovation.
• Maintain regular communication and collaboration with Territory Sales Managers, Commercial Sales Managers, and internal cross-functional teams to align on goals and opportunities.
• Ensure compliance with internal processes, including timely expense reporting and travel budget management.
• Commit to ongoing professional development through Rinnai’s Learning Management System (LMS), including monthly learning events and annual certification completions.

REQUIREMENTS

KNOWLEDGE

• Bachelor's degree in Mechanical Engineering, Business Management, or a related field; MBA or equivalent industry experience with strong sales acumen considered an asset.
• 5+ years of proven success in commercial sales, specification, and solution-based selling—preferably in hot water, hydronics, or HVAC markets.
• 3–5 years of sales experience, ideally involving support to engineering or contractors.
• Strong technical knowledge of hydronics, plumbing, electrical systems, gas piping, and system controls.
• Skilled in reading and interpreting architectural and engineering drawings, specifications, and submittals.
• Demonstrated success supporting complex projects, with strong problem-solving and critical-thinking skills.
• Excellent communication, public speaking, and presentation skills, with the ability to train and influence diverse stakeholders.
• Proficient with Microsoft Office and CRM systems (Salesforce preferred); skilled in data analysis, reporting, and budgeting tools.
• Experience with large commercial accounts (e.g., municipalities, property management, institutions).
• Willing to travel within the assigned region and must reside in the designated business unit territory.

SKILLS

• Proven success in commercial and technical sales with strong close rates and consultative selling approach
• Strong negotiation, influence, and relationship management across contractors, engineers, and end users
• Excellent communication and presentation skills for technical and non-technical audiences
• Effective project and time management in complex, cross-functional environments
• Technical understanding of commercial hot water, hydronic, and HVAC systems
• Proficient in reading specifications and proposing tailored system solutions
• Skilled in data analysis, reporting, and strategic decision-making
• Proficient in Salesforce CRM, Microsoft Office, and other sales tools
• Adaptable with strong market awareness and industry insight
• Collaborative team player supporting sales and customer success

ABILITIES

• Skilled in consultative selling, persuasive negotiation, and strategic influence
• Ability to manage commercial projects from specification to installation support
• Strong problem-solving skills with a solutions-oriented mindset
• Confident presenter of technical products to various audience sizes and types
• Effective collaborator across cross-functional teams with strong client relationship-building skills
• Self-motivated, action-oriented, and capable of working independently with minimal supervision
• Quick learner who embraces new technologies and continuous self-development
• Demonstrates initiative, integrity, and a strong commitment to achieving results
• Ability to develop key account business plans and align to regional and national objectives
• Willingness to travel up to 75% within assigned territory for customer engagement and project support

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 to dictate while on call.

BENEFITS

• PTO
• Floating Holidays
• Paid Holidays
• Retirement Plan
• Company Paid Life Insurance
• Voluntary Life Insurance
• Professional Development
• Tuition Reimbursement
• 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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