Job descriptionCommercial Sales Manager - Ottawa Rinnai America Corporation is the leader in tankless water heating—a technology that is growing rapidly as businesses and homes are moving away from traditional tank systems to an efficient, endless supply of hot water. We are the only tankless water heating manufacturer in the United States. We are committed to our employees and foster a strong, accountable culture that gives back to communities.
Creating a Healthier Way of Living Rinnai has a strong commitment to our employees and a culture of accountability, giving back to our communities through volunteer work and community service days.
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 reports to the Manager of Commercial Sales and works closely with the Sales, Engineering, and Distribution teams to drive growth across applied and commercial product lines. Bilingual in English and French (Canadian) and based in the Ottawa and Montreal region.
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‑mindful, high‑performing professional with a strong understanding of business growth, sales, customer relationships, hydronic systems, plumbing, fluid motion, pipefitting, and related controls. The primary responsibility is to identify, analyze, package, and sell commercial systems solutions to contractors, end‑user customers, engineers, and large national accounts.
Manage a territory in Ottawa, Ontario.
Travel up to 75% within the territory.
Other Perks/Benefits: Best‑in‑class health benefit programs eligible on the first day of employment, company vehicle/allowance, Paid Volunteer Community Service Day, and more.
Responsibilities
Build and maintain long‑term relationships with end‑user customer accounts, mechanical contractors, engineers, and distribution partners to drive commercial sales and 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 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).
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.
7+ years of proven success in commercial sales, specification, and solution‑based selling—preferably in hot water, hydronics, or HVAC markets.
7‑10 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
Fully bilingual English and French (Canadian).
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 a stationary position, often standing or sitting for prolonged periods.
Occasionally adjusting or moving objects up to 2 lbs 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; may be required to work untraditional work hours, weekends, holidays, etc. if business needs dictate while on call.
Benefits
Health Benefit Programs
Paid Time Off (PTO)
Floating Holidays (FH)
Paid Holidays
Retirement Plan
Company‑Paid Life Insurance
Voluntary Life Insurance
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
Seniority Level Not Applicable
Employment Type Full‑time
Job Function Sales and Business Development
Industries Wholesale Building Materials, Construction, and Manufacturing
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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