Job Description

ABOUT THE ROLE

The Vice President, DER Sales & Marketing is a key member of our senior management team responsible for owning company-wide sales and revenue generation and leading our sales and marketing organizations. They will build, manage, and execute the sales approach to closing business and generating revenue.

*This role is hybrid and requires occasional visits to our Philadelphia office.*

Core Functions/Duties

Sales and Marketing Management:

• Build and manage sales and marketing organizations and processes.
• Develop and execute systematic approaches to sales, including discovery, account workup, pipeline management, and related toolsets (CRM).

Sales and Marketing Strategies:

• Develop and execute comprehensive sales and marketing strategies to drive revenue growth and market penetration in the residential solar industry.

Pipeline Generation and Analysis:

• Identify and generate opportunities for pipeline through to close.
• Oversee analysis of market trends, competitor activities, and customer feedback to identify opportunities for product enhancement and market expansion.

Industry Awareness and Compliance:

• Stay abreast of industry regulations, policies, and emerging technologies to ensure compliance and competitive positioning in the renewable energy market.

Performance Monitoring and Optimization:

• Monitor sales performance metrics (lead generation, conversion rates, revenue targets).
• Implement corrective actions as needed to achieve sales goals.

Cross-Functional Collaboration:

• Collaborate closely with C-suite and cross-functional teams (product development, engineering, finance) to align sales and marketing initiatives with overall business objectives.

Channel Partner Relationships:

• Manage channel partner relationships with large strategic partners.
• Cultivate and maintain relationships with key stakeholders (residential solar installers, distributors, industry influencers) to expand the company’s network and enhance brand awareness.

Marketing and Communication:

• Oversee the development and implementation of marketing campaigns, promotional activities, and sales collateral.
• Effectively communicate the value proposition of the company’s connection equipment.

Industry Presence and Thought Leadership:

• Represent the company at industry conferences, trade shows, and networking events.
• Promote brand visibility and establish thought leadership in the renewable energy sector.

Continuous Improvement and Optimization:

• Drive continuous improvement initiatives within the sales and marketing organization.
• Leverage data-driven insights and best practices to optimize processes, aiming to maximize speed-to-close and close-to-revenue.

Supervisory Responsibilities

• Define hiring and spend plans for the sales and marketing teams.
• Lead and manage a team of sales and marketing professionals, providing guidance, support, and mentorship.

• Oversee trainers, utility specialists, and inside sales teams, ensuring they are aligned with organizational objectives and equipped to effectively engage with stakeholders.
• Recruit, onboard, and train a market support team including an East Coast installer trainer and utility escalation specialist, ensuring alignment with organizational goals and values.
• Ensure Market Managers are consistently trained on up-to-date policies, procedures, and best practices to optimize performance and drive success.
• Oversee the performance management process for team members, including setting clear performance expectations, conducting regular performance evaluations, and providing constructive feedback.
• Identify areas for improvement and provide coaching and development opportunities to enhance individual and team performance

Compensation range for this role begins at $160,000 equity commission

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Qualifications

WHO YOU ARE

PASSION – you thrive on creativity and invention and you understand how your work can impact the greater good. 

ACCOUNTABILITY – people can count on you to do what you say, to take ownership of your performance, and to work hard to accomplish your goals.

INTEGRITY – you act with sound judgment, honesty, dependability, and consistency.

INCLUSION – you create an environment which fosters authenticity, diversity, innovation, collaboration, and respect.

ENTREPRENEURIAL – you enjoy working in a continuously evolving environment where everyone’s contribution is valued and essential.

MISSION-DRIVEN – you’re excited about renewable energy and you have a passion for clean technology. 

WHAT YOU'LL NEED

Education

Bachelor’s degree in Sales, Marketing or related field preferred

Required Experience

• Proven track record of success in developing and implementing sales and marketing strategies that drive revenue growth and market expansion.
• Strong understanding of the renewable energy industry, particularly the residential electrification market, including knowledge of industry trends, regulations, and competitive landscape.
• 10 years experience in residential DER sales, including demonstrated ability to build and maintain relationships with key stakeholders, including solar installers, distributors, and industry associations.
• Expertise in one or more of: Residential Solar, Energy Storage, Electric Vehicles and charging equipment 
• New market development experience, including channel management, especially electrical distributors, plus technical sales and sales operations
• Excellent leadership and team management skills, with the ability to motivate and inspire a diverse team of professionals to achieve common goals.
• Exceptional communication and interpersonal skills, with the ability to effectively interact with internal stakeholders, external partners, and customers.
• Strategic thinker with the ability to analyze complex data, identify actionable insights, and make data-driven decisions to optimize sales and marketing initiatives.
• Proficiency in Microsoft Office Suite and CRM software (from various vendors), with the ability to leverage technology to streamline sales and marketing processes.
• Appetite for risk in exchange for independence and freedom to build as you see fit, potentially substantial upside in company hitting growth inflection point

Preferred Experience

• Hardware/software solutions experience
• Residential rooftop solar installation experience -- former or current installer
• Expertise in one or more of: Metering, Distribution Automation, Smart Grid/AMI networks, DERMs
• Product marketing, especially value proposition development and communication
• HubSpot CRM

Key Competencies

• Strategic Sales Leadership
• Strategic Marketing & Communication
• Pipeline Management
• Analytical Skills
• Relationship Management
• Team Leadership & Development

Work Environment/Physical Demands: Must have the ability to work on a computer for extended periods of time with or without accommodation.