Relationship Manager, HVAC

Company Description

Recognized by Forbes as one of the fastest-growing private companies in the United States, Palmetto believes that choosing to source clean energy from renewable resources like solar power should be a right, not a privilege. As such, we connect homeowners with renewable energy options such as solar power and energy storage systems. Through our marketplace business model, we empower solar sales professionals and solar installation companies with access to our proprietary design platform, financing, customer management system, logistics, and project management. Our #1 focus is a phenomenal experience for our customers and partners, evidenced in our industry-leading Net Promoter Score.

Our employees are our most valuable resource. Palmetto has a promote-from-within culture for talent development. We offer excellent benefits such as unlimited vacation/PTO, medical, dental, and vision coverage, parental leave, and retirement plans.

Department Description

Palmetto Finance is a branch of Palmetto focused on the democratization of the renewable energy industry. We provide homeowners with financial products to benefit from solar power, home efficiency products, and energy storage systems. We empower solar sales professionals and solar installation companies with access to our proprietary platform, financing, customer management system, and milestone submission system. Our #1 focus is a phenomenal experience for our customers and partners, evidenced in our growing financial product adoption. Palmetto Finance is growing rapidly and is prepared to continue growth.

Location: Remote with frequent travel to partner locations
Team: Palmetto LightReach – Strategy & Growth
Reports to: Director of Strategic Accounts 

About This Role

The Relationship Manager is a partner-facing role focused on helping home service contractors adopt and scale Palmetto’s LightReach lease program. You will be responsible for onboarding contractor partners, training their sales teams, and supporting successful in-home sales adoption.

This role is ideal for someone who has worked in residential in-home sales and understands how homeowners make decisions around major home upgrades. You should be confident leading live sales trainings, coaching front-line sales professionals, and providing ongoing field support.

While experience in the HVAC industry is strongly preferred, we’re open to candidates with a proven ability to train, support, and influence residential sales teams in related trades such as Plumbing, Electrical, Generators, or Roofing.

Key Responsibilities

• Serve as the primary point of contact for assigned contractor partners across residential home services trades.
• Lead on-site and virtual trainings for sales reps on how to position, present, and close the LightReach lease in the home.
• Collaborate with Sales and General Managers to drive alignment and adoption at the leadership level.
• Support sales teams through ride-alongs, objection handling, and in-home pitch coaching.
• Monitor lease activity, adoption rates, and engagement metrics; proactively address friction points.
• Partner with internal teams to refine tools, resources, and partner support processes.
• Gather field-level feedback to inform platform improvements and partner enablement content.
  Ensure a high level of professionalism and partner satisfaction across every touchpoint.
  
  

Success Metrics

• Grow lease adoption and transaction volume among assigned partner accounts.
• Improve frontline sales team confidence and accuracy in presenting the lease.
• Shorten time-to-productivity for new contractor partners.
• Increase partner satisfaction through proactive relationship management.
  
  

Required Experience

• 3–5 years of experience in residential in-home sales (HVAC, plumbing, electrical, generators, roofing, or similar)
• 2–4 years in a partner-facing or field enablement role (Sales Trainer, Territory Manager, Manufacturer Rep, etc.)
• Demonstrated ability to train and coach salespeople in person and virtually
• Experience working with or for contractor businesses in the home services industry
• Strong presentation, relationship-building, and problem-solving skills
• Willingness to travel up to 75% regionally/nationally
• HVAC experience strongly preferred, but not required if candidate brings relevant field training expertise