Commercial Business Manager

MAU is hiring a Commercial Business Manager at Rinnai in San Francisco, CA. As a Commercial Business Manager, you will work with the entire commercial development team to establish and grow this business segment. This is a remote, direct-hire opportunity.

As the Commercial Business Manager, you will be primarily responsible for identifying, analyzing, packaging, and selling commercial systems solutions to engineers, builders, and large national accounts. You will lead the commercial sales in your region and manage the interface with other company parts such as sales, finance, and engineering during the sales process. This Commercial Business Manager is also responsible for the day-to-day management of commercial, and technical sales and implementing the sales strategy in the assigned region.

Benefits Package

• $116,000 - $145,000 per year

• Annual bonus

• Medical, dental, vision, and prescription insurance

• Flexible Spending Account (FSA) options for medical and dependent care

• Paid time off (PTO), floating holidays (FH)

• Paid holidays

• 401(k) 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

Required Education and Experience

• Bachelor's degree in Business Management or related field; OR

• Equivalent experience

• 5+ years of direct commercial sales experience with proven results

• Experience in commercial business development, including specifications, sizing, recommendations

• Experience in manipulating data for use in report software, spreadsheets, graphs, and flow charts

General Requirements

• Demonstrate an understanding of the energy efficiency star rating system

• Understanding of the changing marketplace and the ability to adapt to change

• Strong team player

• Listening, diagnosing, assisting with options, and delivering effective sales service for the customer

• Proven ability to deal with customers and negotiate appropriate outcomes

• Excellent communication and the ability to influence strategies/others

• Build and maintain working relationships with internal and external customers

• 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

Preferred Requirements

• Master of Business Administration

• Experience in the commercial hot water industry, specification and project acquisition, or HVAC backgrounds dealing with commercial accounts

• Experience in commercial business development, preferably within the hot water/boilers and commercial building industry

• Sales account management experience within the gas appliance marketplace

• Project management experience

• Direct sales experience in a competitive market

• Proficiency in persuasive negotiation, consultative selling, and application of general business principles

Essential Functions

• Design and execute sales strategies for the Commercial market in the specified region

• Call on existing customers (engineers, mechanical contractors, and builders) on a regular call cycle

• Achieve annual sales and gross margin targets to grow the business within the assigned territory

• Cultivate market sales opportunities for revenue-producing services by identifying mechanical system and process improvements, new energy-efficient 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 customers' 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 the client

• Fully develop the segment's sales potential

• Actively participate in the achievement of the 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 relationships with all internal and external company personnel

• Continually improve and train in all areas of self-development, marketing, selling, and technical skills

• Assist with building the overall commercial market for the company

• Observe and implement all Company Policies and Procedures

• Perform other tasks as required

Work Environment or Working Conditions

• Traditional office setting

Physical Demands

This position may require the following to be performed with or without reasonable accommodation.

• Sit and stand for the duration of the workday

Travel

• 75% travel in the San Francisco, CA area

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