Director of Large Scale Regional Sales, Midwest

📋 Description

• Design and implement the regional go-to-market strategy for utility-scale solar solutions, encompassing hardware, EPC, project development, and comprehensive services throughout the Midwest territory.

• Take ownership of quarterly and annual sales objectives within the region.

• Facilitate strategic engagement with key accounts, including utilities, independent power producers (IPPs), developers, and EPC firms.

• Manage the entire sales cycle, from lead generation and qualification to proposal, negotiation, and contract finalization.

• Assist the team in navigating intricate utility-scale project sales, which may involve multi-party negotiations.

• Lead, mentor, and develop a team of regional sales professionals, conduct regular performance reviews, and support their professional development plans.

• Establish clear goals, KPIs, and performance expectations for direct reports.

• Cultivate a high-performance, accountable, and collaborative sales culture.

• Ensure accurate maintenance of CRM (Salesforce) with up-to-date pipeline data.

• Work in tandem with internal stakeholders such as Product, Engineering, Finance, Legal, Service, and Project Management to meet customer requirements.

• Provide market intelligence and customer insights to guide product roadmap and strategy.

• Stay informed about regional market trends, regulatory changes, RFP opportunities, and competitive activities.

• Represent the company at industry events, conferences, and customer meetings as a regional thought leader.

• Perform other duties as assigned.

⛳️ Requirements

• A bachelor's degree in Business, Engineering, Renewable Energy, or a related field is required.

• A minimum of 8 to 10 years of B2B sales experience, with at least 5 years in utility-scale solar or renewable energy.

• At least 2 years of experience in leading and mentoring successful sales teams.

• A proven track record in managing large, complex customers within cross-functional matrix environments, involving lengthy design, qualification, and project sales cycles across multiple decision-makers.

• Strong knowledge of the solar industry, including both photovoltaic (PV) systems and energy storage.

• Comprehensive understanding of utility-scale project development cycles, power purchase agreements (PPAs), grid interconnection, and capital structures.

• Experience in developing and executing business models and selling to executive-level clients.

• Ability to understand financial models and customer financial decision-making criteria.

• Strong commercial acumen and negotiation capabilities.

• Proficient in Microsoft Office Suite and Salesforce or comparable CRM systems.

• Excellent written and verbal communication skills in English.

• Willingness to travel regionally 30 to 50% of the time.

🏝️ Benefits

• A base salary range of $130,000 to $180,000 annually, plus variable compensation of $50,000, resulting in total target compensation of $180,000 to $230,000 based on experience and qualifications.

• Flexible remote work schedule.

• Comprehensive benefits package including health, dental, and vision coverage with $0 premium options.

• 401(k) plan with company matching.

• Opportunities for professional development and training.

• An inclusive, collaborative, and innovative work environment.