Commercial Sales Engineer

Commercial Sales Engineer

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!

What does a Commercial Sales Engineer do at Rinnai?

The Sales Engineering-Applied Products role will have ownership for driving commercial product sales revenue. They will be a combined role of the Specification Manager, Commercial Sales Manager and Applications Engineer. Provide field support and direction for the Corporate Accounts Team. Provide commercial acumen with direction and support their territory and related teams for commercial activities they are involved in. Provide on-site Start-Up/Commissioning Services as necessary. They will have high level knowledge of Hydronics, Fluid Motion, Pipefitting, Plumbing, Electrical, & Related Controls. Must be solutions minded with quick thinking ability to troubleshoot, resolve, and advance. Must have an impeccable follow up and follow through skillset with a high close rate. They will have the ability to take key projects from specification and application to installation and start up. Must facilitate with both the buy/sell reps and wholesale distribution as needed for designated products. The role will work collaboratively with the entire Rinnai organization to ensure seamless execution of water heating & hydronic heating opportunities.

• This position will support a territory Knoxville TN, Chattanooga TN, Atlanta GA, Charlotte NC, and surrounding areas.
• 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

• Call on key architects, engineers, facilities management teams, and design build professionals to win specifications and/or applications for Rinnai Products.
• Understands and applies Manual J load calculations in conjunction with energy audits for commercial projects to support Rinnai sales.
• Understands and applies building codes and regulations knowledge to create unique advantages for Rinnai product sales.
• Understands and applies commercial specifications, submittal sheets, and application drawings of Rinnai systems and solutions to property stakeholders.
• Meet or exceed established commercial sales goals as assigned to the specific geographic coverage area. Seek out, develop, and maintain relationships with key personnel within commercial vertical segments. Travel in assigned Region as needed to convert commercial sales opportunities.
• Communicate and lead strategic execution on launching new Rinnai commercial products to the market. Manage active bid funnel and new client development process through Salesforce CRM, while working cross functionally with Sales Engineers, field sales team, and inside sales to ensure funnel optimization and maintain minimum close rates.
• Educate and train prospective and current Rinnai customers on commercial solutions.
• Provide critical insight into market dynamics related to various commercial vertical markets.
• Support and manage key targets within your assigned territory.
• Monitor and analyze field sales reports industry periodicals, interpret results, and take action to achieve sales targets.
• Provide project walk through and Factory Start Ups of systems with Rinnai solutions. Effectively resolve customer concerns.
• 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 issues.
• Manage and lead buy/sell rep agency relationships for Rinnai products.
• Provide monthly a detailed account of all, competitive intelligence, product requirements, and pertinent information as prescribed by Director of Sales and as outlined the Market Summary Document Template.
• Maintain Salesforce CRM with current commercial project funnel, including engineering, architects, contractors, and owners.
• Quarterly commercial market summaries.
• Manage travel and expense budget with timely report submission.
• Maintain Salesforce 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 Knowledge

• Bachelor's degree in Mechanical Engineering (preferred) or relevant experience that presents business acumen for client engagement and development success.
• Minimum 3- 5 years of demonstrated technical sales skills working with but not limited to the engineering community or adjacent business.
• Ability to read and comprehend architect and engineering plans.
• Proficient with Microsoft office products.
• Excellent public speaking skills.
• Must reside in the Business unit category.

Skills

• Market cultivation and prospect development through consultative selling and problem solving.
• Proven negotiation skills to yield positive outcomes for all stakeholders.
• Proven ability to effectively manage workload and align to key priorities within a complex team.
• High level of market and/or industry knowledge.
• Technical ability to understand commercial systems and their application.

Abilities

• Client relationship builder at all levels
• Ability to effectively work with and collaborate within different segments and members of the Rinnai Team 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

Occasionally, moving in different positions to accomplish tasks including tight and confined spaces and moving from one worksite to another. Occasionally, remaining in a stationary position, often standing, or sitting for prolonged periods. Constantly communicating with others to exchange information. 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. Occasionally, Light work that includes moving objects up to 20 pounds.

Environmental Conditions

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.