Position Summary:

The Regional Sales Manager (RSM) is responsible for developing and closing sales for micro Combined Heat & Power Systems and Gas Heat Pump Systems. The RSM collaborate with new and existing channel partners, including engineering firms, energy consultants, gas utility companies, and mechanical and electrical contractors, to identify and register qualified YANMAR Energy Systems projects eligible for direct sales or be sold indirectly through YANMAR's dealer network. The primary territory includes the Northeast USA, with potential coverage of other states that either have a significant spark spread or incentivize Yanmar energy and comfort technologies.

Additionally, around 5% of work time is expected to involve field or on-call service assistance. The breakdown of responsibilities is as follows:

40%: Develop new customer for direct sales projects.

30%: Support existing dealer's sales

5%: Field service or on call support Other

5%: others

Job Functions:

• Meet and exceed sales goals set to support the achievement of division revenue & profit targets.
• Establish and expand relationships with key decision makers / influencers in the building owners, facility management companies, energy consultants, engineering firm, gas utilities and others as assigned.
• Develop creditability with channel partners based on deep product/process knowledge and timely responses to information requests.
• Present opportunities to introduce products and technologies through the 'lunch and learn' sessions, in-person or online conferences, trade shows and industrial seminars including products and services.
• Identify qualified Energy System project leads and conduct ROI calculation and make the proposals based on the customer's energy bill analysis.
• Create and present proposals for review and decision.
• Have YANMAR Energy Systems products specified in the customer's energy system projects.
• Assist in providing technical support and product application engineering services related to the installation and application of the represented energy and comfort technologies.
• Consistently communicate with dealers regarding their sales activity and follow up to support them in closing projects in their sales pipeline.
• Maintain up-to-date influencer network contact information, visit notes, tasks, business leads and opportunities in database.
• Monitor and report to YANMAR management data concerning new or existing markets conditions, trends, competitive products, pricing and programs and new business opportunities.
• Complete and submit timely expense reports to the immediate supervisor.
• Follow YANMAR company policies for all business-related travel and other code of conduct.

Supervisory Responsibility:

• None

Critical Interfaces

• Decision makers from Commercial building owners, Facility management companies, Engineering firm, Energy consultants and dealers.

Knowledge, Skills, and Abilities:

• Experience in developing CHP, Stationary generator, HVAC business directly and indirectly through channel partners, with responsibility for creating and executing plans to achieve revenue targets.
• Experience is with target markets preferred; MFH, Nursing homes, Hotels, Schools, Offices, and small hospitals.
• Strong presentation, verbal, and written communication skills.
• Strong computer skills required, specifically in Microsoft Office/365 Suite.
• Experience in selling complex mechanical heating and cooling systems.
• Experience in consultative selling is preferred.
• Must be a self-starter, self-managed, but able to take direction from manager.
• Collaborative working style with ability to work with multi-cultural teams.
• Must have excellent time management skills, the ability to prioritize multi-tasks and time sensitive deadlines.
• Ability to travel up to 20% overnight within territory and 5% internationally.
• Ability to work 8+ hours per day in a plant or office setting, with the capacity to navigate all areas of the building and facility as needed. Occasionally, you may need to lift and move up to 20 pounds in an office, customer, or similar setting. Must be aware of surroundings.

Job Qualifications

• A bachelor's degree in engineering, Business Management, Marketing, or a related field is preferred, or equivalent work experience.3+ years' experience in commercial sales experience. (preferably CHP, Genset or HVAC).
• Strong business acumen including a solid understanding of selling value and superior follow-up skills.
• Experience selling in a technical environment is strongly preferred.
• Excellent oral, written communication, presentation, and persuasion skills.
• Analytical approach to problem solving with strong attention to detail.
• Collaborative working style with strong capability to work with multicultural teams.
• Must be able to demonstrate territorial management skills, as a remote manager in sales.
• Must have a valid license and impeccable driving record.
• This position is full time and based at Yanmar Energy System's home office in Connecticut.

This job description reflects management's assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned. This job description also does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of job change.