Director of Large Scale Regional Sales – West Coast

📋 Description

• Formulate and implement the regional go-to-market strategy for utility-scale solar solutions, encompassing hardware, EPC, project development, and comprehensive services across the West Coast territory.

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

• Cultivate strategic relationships with key accounts, including utilities, IPPs, developers, and EPC firms.

• Manage the complete sales process from lead generation and qualification to proposal, negotiation, and contract execution.

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

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

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

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

• Ensure the CRM (Salesforce) is meticulously maintained with current pipeline data.

• Collaborate with internal teams, including Product, Engineering, Finance, Legal, Service, and Project Management to meet customer needs.

• Provide market intelligence and customer insights to guide the product roadmap and strategic direction.

• Remain informed about regional market trends, regulatory changes, RFP opportunities, and competitor activities.

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

• Undertake additional duties as assigned.

⛳️ Requirements

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

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

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

• Demonstrated success in managing large, complex customers within cross-functional matrix environments, navigating lengthy design, qualification, and project sales cycles with multiple decision-makers.

• Strong knowledge of the solar industry, including both PV and energy storage.

• In-depth understanding of utility-scale project development cycles, PPAs, grid interconnection, and capital structures.

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

• Familiarity with financial models and customer financial decision-making criteria.

• Excellent commercial acumen and negotiation skills.

• Proficiency in Microsoft Office Suite and Salesforce or equivalent CRM.

• Exceptional written and verbal communication skills in English.

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

🏝️ Benefits

• Flexible remote work schedule.

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

• 401(k) plan with company matching.

• Opportunities for professional development and training.

• A collaborative, inclusive, and innovative work environment.