Industry Segment Leader - Renewable Energy Systems (EM26085)

General Role Description

Deliver the comprehensive, long-term (3-5 years) sales strategy for the Renewable Energy Systems industry segment

Role Accountabilities

·         Evolve and execute the sales strategy through determination of the necessary business offerings and resources across the RES portfolio

·         Develop and execute sales strategies, with primary responsibility for solar PV and in collaboration with other product area leaders, to achieve order, revenue, margin, and market share commitments across the RES portfolio

·         Conduct market research and forecasting to grow and sustain the Renewable Energy Systems business

·         Develop executive relationships with utilities, developers, IPPs, EPC contractors, integrators, asset owners, channel partners, and other purchase influencers to position the Company for new projects

·         Establish account strategies for key clients and prospects, driving long-term partnerships, preferred supplier relationships, repeat business, and strategic growth opportunities

·         Develop relationships with internal domestic, international, and parent company organizations to secure resources needed to execute the strategy

·         Establish a global market strategy for the RES vertical in coordination with the parent company

·         Plan and deliver order commitments for the Renewable Energy Systems segment

·         Build and lead a team of committed and capable employees to ensure successful delivery of the sales strategy

·         Manage and deploy selling resources, territory assignments, account ownership, and strategic account coverage

·         Establish sales objectives, territory assignments, account ownership, and performance expectations to ensure effective execution of business goals

·         Lead opportunity identification, account planning, proposal development, pricing strategy, contract negotiations, and commercial execution for major projects

·         Manage sales forecasting, pipeline development, bookings, and strategic pursuit activities

·         Collaborate with Product Management, Engineering, Operations, Marketing, and executive leadership to align client requirements and business priorities

·         Represent Company at client meetings, executive briefings, conferences, trade shows, and industry organizations

·         Drive continuous improvement in sales processes, forecasting accuracy, client engagement, and commercial execution

·         Ensure accurate maintenance of CRM data, proposals, contracts, forecasts, and business activities per corporate guidelines

·         Provide business executives with timely updates on sales activity, performance, market conditions, competitive activity, and client relationship issues

General Employee Accountabilities

·         Bring full effort to bear on tasks assigned by manager

·         Give manager best advice

·         Give earliest notice when work cannot be delivered as specified

·         Cooperate and collaborate with peers and interact cross-organizationally as specified by manager

·         Exemplify Company Core Values: Integrity, Client Focus, Team Orientation, and Personal Commitment

·         Comply with all Company policies, practices, and procedures and all regulations and laws

·         Recommend viable improvements proactively

·         Ensure effective utilization of business tools and processes

Manager Accountabilities

·         Build and lead a team of committed and capable employees

·         Plan for, appropriately assign, resource, and integrate the work of the team

·         Lead, expect, and implement continuous improvement

·         Own the output of the team

·         Ensure team members fulfill functional and general employee accountabilities

·         Exercise effective managerial leadership to include

·         Two-way managerial team working

·         Fair and just treatment of direct reports

·         Context setting

·         Planning

·         Task assignment

·         Ongoing performance management

·         Coaching

·         Selection and orientation

·         De-selection and dismissal