Senior Director, Sales Key Accounts (Solar Modules, Utility-Scale)

Our client is one of the major global solar companies with more than two decades of experience manufacturing Solar Modules and other products for utility-scale, commercial and residential applications and is still growing in all markets. In the US, our client is heavily invested with one of the largest domestic manufacturing facilities. 

We’re looking for a strategic and proactive Senior Director of Sales to lead the key account sales activities for the solar module business in the region (incl. USA, Canada, LatAm and Caribbean), and who will be the lead in acquiring and negotiating large-scale, complex sales agreements in the utility-scale market. 

This is a high-impact role with high visibility; the chosen candidate will have the opportunity to lead a motivated and capable team and work with the executive leadership in further growing the company in the utility-scale market in NA.  

The location of this role is in the San Francisco Bay Area, but there is some flexibility if regular travel there and elsewhere is possible. 

Key responsibilities:  

• Provide sales and business leadership for the Solar Modules in the USA, in accordance with organizational policies and goals. Manage, oversee, and drive all aspects of the business planning, team development, business operations, and key sales account management. 
• Negotiate long-term and complex contracts and understand all factors that influence the client’s decision-making process.  
• Manage and develop the key account team to ensure that they are aligning with department goals and objectives. 
• Develop proposals in response to customers’ requirements. Ensure product offering is optimized from both a technical and commercial basis. 
• Bring forth and manage technical, legal, planning, operations, logistics, and financial internal resources to support and execute deals. 
• Provide accurate sales forecasts and reporting of sales and drive conversion of leads and forecast opportunities to revenue. 
• Work closely with new and existing clients and prospects to understand customer requirements, both technical and commercial. 
• Develop and direct project opportunities in the solar PV Utility Scale market segment manage product and solution offers. 
• Oversee long sales cycles and provide account forecasts. Ensure that the company’s CRM and other company information tools are up to date. 
• Analyze the market for potential new clients and structure the respective opportunities pipeline. Reach out to potential new clients and establish relationships. 
• Schedule, manage, and run special customer events and trainings, customer panels and other activities to maintain and strengthen the relationship between customers and company. This will include customer trips to tour and audit the ingot, wafer, cell, and module factories of the Company together with the prospective client. 
• Run account reviews and manage the payment balance of all respective Key Accounts. 
• Travel up to 50%. A flexible schedule will be required. 
• Support and participate in local and international trade fairs, conferences, etc.  
• Perform other duties as assigned. 

Key qualifications:  

• At least 10 years’ experience in a sales, business development, and Key Accounts leadership role; developing strategic sales plans and initiatives and achieving key sales goals within the solar photovoltaic space.  
• Previous experience managing teams and developing sales professionals.  
• Demonstrated ability to successfully manage multi-million-dollar complex contractual negotiations involving multiple stakeholders as well as the ability to identify the decision maker. 
• Entrepreneurial background in a sales capacity. 
• Understanding of financial reports including budgetary guidelines and product expenditures. 
• High proficiency of MS Office applications and other CRM systems (i.e., Sales Force). 
• Proven experience achieving key sales goals, while continually growing the solar Modules business sector. 
• Excellent sales-related skills set, including knowledge of the sales process, ability to develop and execute effective sales strategies. 
• Excellent interpersonal relations and demonstrated ability to work cross-functionally.  
• Ability to travel as required (up to 50%) is imperative for this role. 
• An existing network of industry contacts in relevant industries is highly desirable.  
• High level of critical and logical thinking, analysis, and/or reasoning to identify underlying principles, reasons, or facts.