Director, Key Accounts

Role Overview

• 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.

Requirements

• At least 10 years’ experience in a sales, business development, and key accounts leadership role
• Developing strategic sales plans and initiatives, negotiating complex contracts, 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.
• 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.
• Existing network of industry contacts in relevant industries is very desirable.
• High level of critical and logical thinking, analysis, and/or reasoning to identify underlying principles, reasons, or facts.

Benefits

• 401(k) Retirement Plan
• medical/dental/life/disability program
• PTO and sick days