Sales Director – Utility-Scale Solar PV Modules

Location: Remote, United States
Department: Sales
Reports To: Senior Sales Leadership / Executive Management
Industry: Solar Energy / Renewable Energy

Position Summary

We are seeking an experienced and highly motivated Sales Director to lead business development and sales activities for our U.S.-manufactured photovoltaic (PV) modules.

This is a hands-on sales leadership position. The Sales Director will be responsible for developing and managing relationships with utility-scale solar project developers, independent power producers (IPPs), electric utilities, EPC contractors, and other strategic customers throughout the United States, while potentially managing two to three Sales Managers who will report directly to the Sales Director.

The Sales Director will be expected to remain actively involved in customer relationships and individual sales opportunities while providing leadership, direction, coaching, and support to the Sales Managers. The position does not have a defined geographic sales territory. The Sales Director will pursue opportunities throughout the U.S. utility-scale solar market based on company priorities, customer relationships, project opportunities, and market conditions.

The successful candidate will have demonstrated experience selling PV equipment, preferably modules, into the utility-scale solar market, and will possess strong commercial, contractual, relationship-management, and leadership skills. The position requires the ability to manage complex sales opportunities that can develop over many months or years and to remain actively engaged with customers from initial business development through contract execution, order fulfillment, and module delivery.

Key Responsibilities

Individual Sales & Account Management

• Maintain direct responsibility for a portfolio of strategic customer accounts and sales opportunities.
• Develop and maintain long-term relationships with key-decision makers for utility-scale solar developers, IPPs, utilities, EPCs, and other customers.
• Identify and pursue new sales opportunities within existing accounts as well as new prospective customers.
• Understand customers' project requirements, procurement strategies, development schedules, module specifications, commercial objectives, and supply-chain considerations.

Sales Team Management

• Recruit, develop, manage, and mentor two to three Sales Managers, as the company's sales organization grows.
• Establish clear expectations, goals, account responsibilities, and performance objectives for Sales Managers.
• Provide coaching and guidance on customer development, opportunity qualification, pricing, negotiations, contracts, forecasting, and customer management.
• Review sales pipelines and forecasts with Sales Managers and provide direction on strategic opportunities.
• Assist Sales Managers with significant customer negotiations, complex commercial issues, and strategic accounts.
• Promote a disciplined, professional, and collaborative sales culture.
• Evaluate Sales Manager performance and provide regular feedback and development opportunities.
• Maintain direct involvement in key customer relationships even when Sales Managers are supporting the account or project.

Contract & Commercial Management

• Maintain a strong working knowledge of PV module supply agreements, purchase agreements, framework agreements, and other commercial contracts used in the utility-scale solar industry.
• Understand key commercial provisions, including pricing, delivery schedules, payment terms, product specifications, warranties, performance requirements, liquidated damages, change orders, and other contractual obligations.
• Lead or participate in commercial negotiations with customers and coordinate with legal, finance, operations, supply chain, and senior management as appropriate.
• Ensure customer commitments are clearly communicated to internal teams and that contractual obligations are understood and properly managed.
• Support Sales Managers in understanding and managing customer contracts.

Internal Collaboration

• Ensure that customer commitments and project requirements are effectively communicated across the organization.
• Coordinate with finance and legal teams on credit, contracts, payment terms, and other commercial matters.
• Work with operations, logistics, production, and supply-chain teams to support successful execution of customer orders.

Qualifications

Required

• Bachelor's degree in business, engineering, finance, economics, renewable energy, or a related field, or equivalent professional experience.
• 5+ years of progressive sales, business development, account management, or commercial experience in the solar or renewable energy industry.
• Demonstrated experience selling PV equipment, preferably PV modules, inverters, trackers, or other equipment used in utility-scale solar projects.
• Demonstrated experience selling to or working with utility-scale solar developers, IPPs, utilities, EPCs, or other major solar industry participants.
• Experience with commercial negotiations and contracts.
• Strong understanding of the U.S. utility-scale solar market.
• Excellent written and verbal communication skills.
• Strong commercial judgment and negotiation skills.
• Ability to work independently and effectively in a remote environment.
• Willingness and ability to travel domestically for customer meetings, industry events, conferences, and other business activities.

Preferred

• Experience negotiating or administering PV module supply agreements or similar long-term supply contracts.
• Established relationships with utility-scale solar developers, IPPs, utilities, EPCs, or other strategic customers.
• Knowledge of U.S. solar trade policies, tariffs, and supply-chain considerations.
• Familiarity with utility-scale solar project development, procurement, construction, and project financing.
• Experience managing customer orders from contract execution through production, shipment, and delivery.

Work Environment

This is a fully remote position within the United States. The Sales Director will work independently while maintaining frequent communication with senior management, Sales Managers, customers, and cross-functional teams.

Domestic travel will be required periodically for customer meetings, project meetings, industry conferences, trade shows, and other business-development activities.

Compensation

The company offers a competitive compensation package consisting of base salary and performance-based sales incentives, along with benefits appropriate to the position and experience level.