Sales Leader - East

About BayWa r.e.

BayWa r.e. Solar Systems LLC (BayWa r.e.) is dedicated to supporting local, independent installers - the foundation of a robust and healthy solar industry. We offer best-in-class products coupled with unrivaled customer support and a growing suite of services aimed at helping installation companies run more efficiently.

For our employees, the tangible value in our company comes from the growth opportunities available to those with initiative and curiosity. We believe that the work is the boss: figure out what needs to get done and then it’s all hands-on deck.

We are a company that believes culture is our backbone. Want to get to know us better? Check out our e-magazine, Solar Review.

COMPENSATION AND BENEFITS:

We strive to offer progressive benefits to our employees. We believe that our employees and our culture are the foundation of the work that we do.

• The total compensation range $150k-175k OTE per year. Actual compensation on this range varies based on a variety of non-discriminatory factors, including location, job level, prior experience, and skill set.

• 401k with up to 5% Employer match
• Health Premium covered at 100% for individuals (for select plans)
• Dental, Vision, Accident, Critical Illness, Group & Voluntary Life Insurance and AD&D
• Unlimited PTO
• 100% Paid family leave up to 12 weeks

JOB PURPOSE:

The Sales Leader has an important mission – to ensure their region achieves healthy performance in revenue and gross profit, and to attract, develop and retain a high performing outside regional sales team. They will do this by driving sales activities, proactively leading the sales team, submitting monthly sales forecasts, reviewing market analysis and implementing targeted sales strategies in the Eastern US. This role is also responsible for new account development and expanding existing account wallet share within the distribution sales channel as we gear up for growth.

The Sales Leader is natural leader who is responsible for developing a high performing sales team by providing leadership, coaching and mentoring to their regional team on their professional development, sales effectiveness and efficiency.

KEY ACCOUNTABILITIES:

• Sales Team Performance (30%)
• Sales Strategy (30%)
• Team Development (30%)
• Sales Process Improvement (10%)

PRIMARY DUTIES AND RESPONSIBILITIES:

• Performance:
  • Lead and advance a culture of high performance and accountability, including implementation of sales methodologies and training related to pricing/margin, special pricing agreements (SPAs), order management, customer onboarding (including supply chain impact) and identifying and presenting quality and efficiency KPIs and related metrics.
  • Aim for high levels of quality, accuracy, and process consistency throughout the organization, including monitoring individual and group sales performance, sales campaigns, and specific organization initiatives.
  • Inform the organization and its leadership on sales performance through accurate and data driven monitoring, evaluation, reporting, forecasting, and planning.
  • Maintain key regional customer relationships alongside the sales team; being a resource, additional touch point, advocate, etc.
  • Regularly contact and build relationships with key manufacturer partners for new business generation, sales/customer support and SPAs.
  • Familiarity with top 15 accounts for your region; wallet share, MoM and YoY revenue, customer segments, active accounts and revenue mix by segment, residential vs commercial mix %, reseller mix, customer retention %, top 5 accounts by revenue each month, attainment to budget
  • Regular in-person customer visits with sales team members and review of call/meeting logs to identify opportunities for growth and addressing obstacles internally with key internal stakeholders
  • Prepare for and lead an engaging and inspiring weekly sales meeting to celebrate wins, share best practices and discuss important information and strategy with your team.
  • Prepare regional sales reports for weekly departmental and executive report outs
• Strategy:
  • Define and/or implement a high-level vision of the organization and develop regional strategies to meet those goals. Activities include sales/product forecasting, historical analysis, market research, regional sales planning, business development, hiring, and individual/group goal setting.
  • Maintain awareness and knowledge of the SWOTs (strengths, weaknesses, opportunities and threats) in the regional market for BayWa r.e., our customers, vendors, other partners and the competition.
  • Create account pricing strategies that drive both revenue and profit.
• Team Development:
  • People Management, this includes weekly 1:1s, goal setting, upskilling of employees, providing or finding mentorship for growth opportunities and overseeing performance management.
  • Be the primary motivator, mentor and educator for the regional sales team. You are their role model and north star for what it means to be a successful salesperson at BayWa r.e.
  • Serve as the escalation path for Outside Sales Representatives (OSRs) and Regional Sales Managers (RSM) for problem solving, pricing, customer challenges and more while educating them on best practices and “teaching them to fish.”
  • Improve existing and develop new training resources and other tools.
• Process Improvement:
  • Embrace a strategic mindset of continuous improvement, quality issue identification, regional/organizational level process improvement with a variety of teams and stakeholders.
  • Implement best practices to deliver key results.
  • Leverage internal and external resources to build a highly functional team.
• All Other Duties as Assigned

QUALIFICATION REQUIREMENTS:

• Advanced understanding of sales performance metrics.
• Exceptional organizational skills, and attention to detail.
• Proficient in interpersonal, presentation, listening, and negotiation skills.
• High level of critical and analytical thinking.
• Excellent verbal and written communication skills.
• Self-starter with excellent time management skills with a proven ability to prioritize and meet deadlines, adapt to changing schedules, and unpredictable events within a fast-paced environment.
• Curious and creative thinker with a solutions-oriented, problem-solver mentality.
• Strong and judicious decision-making skills.
• Able to build relationships at all levels of the organization.
• Excellent project management skills.
• Demonstrated strong performance in analytical, innovative, and critical thinking, strategy and collaboration.
• Ability to travel around 60% of time with OSRs visiting customers and co-selling with manufacturer and finance partners

EDUCATION and/or EXPERIENCE REQUIREMENTS:

Examples include:

• Bachelor’s degree in sales, marketing or equivalent related experience.
• Minimum of 6 years’ experience in sales or sales management in the solar distribution industry.
• Minimum of 3 years’ people management and leadership.
• Demonstrated proficiency in managing analytically rigorous initiatives.
• Demonstrated ability to overcome obstacles and deliver key financial results.
• Demonstrated proficiency and deep understanding of CRMs (preferably NetSuite or Salesforce).
• Proficient in Microsoft Office Suite and Google Suite.

PHYSICAL REQUIREMENTS:

While performing the duties of this job, the employee is:

• Regularly required to sit, talk, use repetitive motion, type, and hear.
• Frequently required to stand, walk, use hands and fingers to handle and feel, and reach with hands and arms.
• Occasionally required to bend, kneel, crouch, climb stairs, and reach overhead.

ADA Disclaimer: In developing this job description care was taken to include all competencies needed to successfully perform in this position. However, for Americans with Disabilities Act (ADA) purposes, the essential functions of the job may or may not have been described for purposes of ADA reasonable accommodation. All reasonable accommodation requests will be reviewed and evaluated on a case-by-case basis.