Sales Executive

Institutional Sales Executive: Role Overview

The Sales Executive drives revenue growth by selling products/services to developers and large organizations. They build strong relationships and negotiate deals with C-level decision-makers. This requires strategic thinking, a consultative approach, and excellent communication skills. Successful Sales Executives have a track record of surpassing targets, a deep understanding of the renewables industry and competitive landscape, and a passion for driving business success.

Institutional Sales Executive Job Description

As an Institutional Sales Executive, you will be responsible for managing the entire sales process, from prospecting to closing deals with large enterprises. Your job will be to facilitate the closing process by bringing together key decision makers—management and technical—to drive the best solutions, the best value-engineered outcomes and the best terms available.

You will be tasked with identifying potential clients and building lasting relationships with them, while also establishing a deep understanding of their business needs and objectives. Your role will require strong communication and negotiation skills, as well as the ability to work collaboratively with internal stakeholders.

A successful Institutional Sales Executive will be driven, goal-oriented, and able to thrive in a competitive environment. You must be a strategic thinker with a passion for sales, to thrive in this role.

Your responsibilities

• Develop and execute strategic sales plans to achieve organizational sales targets, including weekly sales activity goals.
• Maintain accountability to weekly KPIs such as calls, meetings booked, proposals issued, and pipeline progression.
• Meet quarterly revenue, pipeline, and proposal metrics established by leadership.
• Identify and prioritize new business opportunities through market trend analysis and competitive insights.
• Build and maintain strong relationships with C-level executives and institutional decision makers.
• Collaborate with internal teams, including marketing, engineering, estimating, project management and construction, to ensure customer satisfaction and retention.
• Facilitate negotiation of complex contracts, ensuring alignment with company goals and margin requirements.
• Maintain accurate CRM records, manage the full pipeline, and provide weekly revenue forecasts.
• Manage and report on sales pipeline, forecasting revenue and providing regular updates to senior management.
• Stay up to date with industry trends, technologies, and best practices, and share knowledge with colleagues and customers.

Key Performance Indicators (KPIs)

The Institutional Solar Sales Executive will be measured against the following KPIs:

Weekly KPIs

• Minimum number of outbound prospecting activities (calls, emails, outreach).

• Minimum number of qualified meetings scheduled.

• Active movement of opportunities through defined pipeline stages.

• CRM accuracy and timely entry of all activity.

Monthly KPIs

• Monthly qualified pipeline growth target (e.g., $X in new opportunities added).

• Monthly proposal delivery target (quantity and value).

• Proposal-to-close conversion ratio.

• New client acquisition or expansion within institutional accounts.

• Forecast accuracy month-over-month.

Quarterly KPIs

• Quarterly revenue targets.

• Margin performance and deal quality.

• Client retention and upsell opportunities.

• Strategic account penetration and expansion

Keys to success

• Consistently meet or exceed weekly, monthly, and quarterly targets.
• Strong ability to build trust and credibility with institutional-level clients.
• Ability to collaborate across internal teams to deliver accurate proposals and strong client experiences.
• Effective time management and disciplined follow-through.

Requirements

• 5-7 years B2B sales experience
• Proven record of exceeding sales targets
• Experience selling to C-level executives
• Expertise in institutional sales
• Ability to create and develop sales and pricing strategies
• Excellent communication and presentation skills
• Strong negotiation and closing skills
• Analytical and problem-solving skills
• Ability to work independently and collaboratively
• Willingness to travel as needed

Required Areas of Competency

• Lead Generation – Ability to identify potential market segments, clients and generate leads.
• Relationship Management – Build and maintain strong relationships with clients.
• Knowledge – In-depth knowledge of sales skill sets, key industry relationships and the process to win business, the products and services offered, and unique points of differentiation that will set RSI apart from the competition.
• Negotiation – Ability to negotiate contracts and agreements.
• Strategic Planning – Develop and implement strategic sales plans.
• Problem Solving – Ability to identify and solve problems.
• Team Leadership – Ability to lead and influence internal and client teams to reach desired outcomes.
• Communication Skills – Excellent oral and written communication skills.
• Closing Skills – Ability to “read the room,” set the stage for trial closings and close deals effectively.
• Time Management – Efficiently manage time and prioritize tasks.

Compensation Structure Includes:

Base Salary: Competitive base compensation aligned with experience and market conditions.

Commission Plan:

• Commission based on closed revenue and margin performance.
• Accelerators exceeding monthly and quarterly targets.
• Bonuses tied to new institutional account acquisition.
• Performance Bonuses: Awarded for surpassing quarterly and annual KPIs.
• Benefits Package: Medical, dental, vision, 401(k), paid time off, and company holidays.
• Travel & Expense Reimbursement: Company-supported travel for client meetings, conferences, and industry events.