Director, Key Accounts
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Job Description
Director, Key Accounts for North America solar module business overseeing large-scale sales agreements. Leading a team to drive growth in the utility-scale market while focusing on sustainability initiatives.
Responsibilities:
- 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
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