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What We Do
The solar electric industry is an exciting and rapidly growing business, providing excellent career opportunities and the great satisfaction of having a positive impact on the environment. Founded in 1985, SunPower Corp. (Nasdaq: SPWR) designs, manufactures, constructs, and maintains systems with the planet's most powerful solar technology broadly available today. Residential, business, government and utility customers rely on the company's experience and proven results to maximize return on investment. SunPower is headquartered in San Jose, California, with a Systems head office in Richmond, California, and other offices in North America, Europe, Australia and Asia. For more information, visit www.sunpowercorp.com.
Summary
SunPower’s North America Commercial (NAC) business unit is looking for a Sales Director based in our New Jersey office to extend our #1 share of market in large commercial systems to businesses and governments in the Eastern United States. The ideal candidate will be responsible for all facets of managing a commercial solar system sales team and have a background in selling complex solutions to executive level decision makers. A consistent track record of motivating a sales team to meet and exceed sales quotas is required.
To ensure success, the candidate must be able to lead and manage a team of sales executives and sales analysts who develop new business by prospecting at executive levels, structure with the deal team and project finance group a viable offer, present the financial value proposition, respond to competitive RFP’s, manage a 6-12 month, complex sales cycle across internal and external groups, and lead internal teams to negotiate contracts with the customer team. Because a sales order size will range from $3 to $100 million and average about $10 million, the candidate must be versed in leading teams in negotiating large deals and mitigating risks
Essential Duties and Responsibilities include the following; other duties may be assigned:
• Lead, direct, motivate and develop the East sales force to develop sales opportunities, close sales orders, achieve revenue, profitability, growth and customer satisfaction goals while meeting company goals for the NAC East Region.
• Co-develop projects with SunPower business development and leadership teams and execute aggressive annual sales strategies, aligned with overall NAC strategy.
• Oversee East solar market development on state by state basis and drive business development within targeted customer segments and large solar programs within existing accounts
• Ensure substantial time is spent in-person with salespeople (1) in sales calls to their prospects, (2) developing bid strategies, and (3) developing and executing closing strategies.
• Review and approve quotes and proposals to customers for technical and complex engineered solutions and financing options
• Shepherd the internal approval processes including risk reviews and executive presentations of very large projects (e.g., >$50M)
• Travel to customer sites as needed throughout the East region
• Collaborate with SunPower’s Policy/Regulatory and Marketing groups to identify, develop, and prime markets. Liaise with commercial and political organizations, attend trade shows and conferences
• Collaborate with Project Finance group, Design Engineering, Procurement, and Construction group and Customer Operations Group to maximize profitability while ensuring customer satisfaction
• Work closely with management and deal team groups based in headquarters in the Bay Area CA
• Maintain high-level relationships with key customers and manage executive contacts within customer organizations and partners during the sales, financing, project implementation, and operational phases
• Maintain account information and pipeline reports in CRM software
• Participate in leadership meetings to maintain integration with headquarter’s goals and processes including supporting corporate initiatives (travel to headquarters at least quarterly)
• Generate bi-weekly, monthly and annual corporate reports
Education and Qualifications
• Bachelor's degree in a related area
• 15+ years experience in complex selling: prospects comprise multiple "buyers" in different parts of the organization. selling a value-based message to large corporations and public agencies at executive, regional, and board levels
• Proven track record in managing revenues in excess of $50M/year
• 10+ years progressive supervisory management experience
• Experience in energy industry, large construction, or project finance
SunPower offers an attractive compensation package that consists of a competitive salary and equity. The company offers an array of employee benefits.
If you are interested in being part of our family, please send your resume along with your cover letter and salary requirements to: www.sunpowercorp.com. Please include the job title in the subject line. No phone calls please.
Equal Opportunity Employer Statement
SunPower Corporation is an equal opportunity employer. It is the policy of SunPower Corporation to ensure equal employment opportunity without discrimination or harassment on the basis of race, color, national origin, religion or creed, sex, age, disability, citizenship status, marital status, sexual orientation or any other characteristic protected by law.
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