Regional Sales Manager, WEST (California)
As a Regional Sales Manager for the Western U.S., your primary responsibilities will be to develop and execute sales strategies within the designated region, and achieve monthly, quarterly and annual sales objectives as set forth by sonnen Inc. Additionally, the Regional Sales Manager is responsible for coordinating product delivery through wholesale distribution channels and promoting sales via our Select Partner contractor network, occasionally up to the homeowner level. This role requires a strong understanding of renewables and the energy storage market, excellent communication skills, and the ability to build and maintain relationships with key stakeholders.
The Regional Sales Manager role includes, but is not limited to, the following “keystone” work activities:
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Expanding sonnen’s channel business by identifying and recruiting new installation partners.
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Create and present a sonnen "pitch" that is clear, straightforward, and persuasive, making sure to include unique value propositions that cater to the specific needs of each partner.
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Provide comprehensive sales and business training on the topic of "selling sonnen.”
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Collaborate with other departments within sonnen to ensure a successful sales and installation process.
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Collaborate with distributor-partners to actively engage the market and pinpoint potential partners through various sales initiatives, including:
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Events that are accessible to the public, such as counter days.
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Training the sales team through lunch-and-learn sessions.
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How-to-sell sonnen sales training tailored to Contractors
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Organizing and providing support for technical training.
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Establish a regular schedule of well-organized Market Development Planning meetings to boost sales and maintain strong relationships with our current partners:
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Inspire and motivate our partners by establishing realistic yet challenging sales targets that we can work towards together. Collaborative efforts should be made to develop effective strategies that will help both sides meet agreed-upon targets.
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Take charge after the meeting and effectively oversee the agreed-upon projects. Regular follow-up with the partner is necessary to ensure the success of the initiatives.
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Support sonnen's initiatives to enhance and advance our products, services, and customer engagement:
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Collect and furnish feedback on the market from all regions, including suggestions from our partners, competitor information, and updates on new technologies and trends.
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Assist sonnen's marketing and sales teams by effectively communicating the unique value propositions and product updates to the channel, while simultaneously enhancing brand awareness.
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Qualify and manage leads from various sources, such as homeowners, contractors, and distributors. Create a seamless process that starts with the initial contact and ends with a fully closed-loop experience.
Additional Responsibilities Include:
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Sales Strategy Development: Develop and implement strategic sales plans to expand market share and achieve sales targets within the Western US region.
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Market Analysis: Conduct thorough market analysis to identify key opportunities, trends, and competitive landscape in the battery storage market within the region.
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Customer Relationship Management: Build and maintain strong relationships with existing and potential customers, including utilities, commercial and industrial clients, developers, and other stakeholders.
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Lead Generation: Generate leads through networking, cold calling, attending industry events, and other channels to expand the customer base and pipeline.
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Contract Negotiation: Negotiate terms and conditions of contracts, pricing, and other commercial aspects to secure profitable deals.
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Collaboration: Work closely with cross-functional teams including product development, engineering, marketing, and operations to ensure alignment of sales activities with overall business objectives.
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Sales Forecasting and Reporting: Maintain accurate sales forecasts and reports, providing regular updates to management on sales performance, market trends, and competitive activities.
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Training and Support: Provide training and support to solar installer sales team members, wholesale distributors, and other channel partners to enhance their product knowledge and sales effectiveness.
Minimum Qualifications:
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7+ years’ experience in B2B field sales, specifically in developing highly technical business partnership models through both direct and indirect channels like authorized dealers and distributors.
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4-year Bachelor’s degree in a relevant field like business, marketing, finance, or equivalent work experience.
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Experience in obtaining and overseeing a portfolio of clients to reach consistent revenue goals.
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Ability to proficiently present technical VPP and battery storage content, while inspiring sales and C-level contractor employees
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Possess exceptional abilities in organizing and managing territories.
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Strong ability to generate sales and revenue forecasts for both individual accounts and territories. Achieving this by analyzing historical sales data and information provided by partners and comparing it with available competitive and general market data.
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Possess exceptional abilities in communicating effectively through oral, written, and interpersonal means that are tailored to various audiences, including top-level management.
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Self-motivated individual with the ability to work independently in a field-based role.
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Ability to travel, at times, up to 75%
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Proven track record of success in sales, preferably in the energy storage or renewable energy industry.
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Results-driven with a focus on customer satisfaction and business growth.
Preferred Qualifications:
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Has a passion for the clean-tech and renewable energy industries and a mission to bring about the necessary "energy transition."
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Strong passion for learning, creativity, and enthusiasm.
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Candidates with prior experience in solar or energy industries, high technology, or conventional building trades such as electrical, roofing, and HVAC are preferred.
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Strong understanding and background of battery storage technologies or renewable technologies
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Experience working closely with C-Level teams from solar and electrical contractors as well as wholesalers to establish partnerships and explore potential business opportunities.
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Experience with Salesforce, Smartsheets, and/or a similar Customer Resource Management tool.
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Keen interest in technology, renewable energy, and energy storage.