Strategic Sales Manager

At SMA America, we believe in Energy that Changes. Since 1981, SMA has been developing innovative solar technology with a purpose -- making the installation, operation, and maintenance of photovoltaic power plants simpler, more reliable, safer and more cost effective. In the meantime, we’ve also been collecting awards as a great place to work, providing growth opportunities to our employees, and challenging conventional thought.

The Strategic Sales Manager is responsible for driving Sales of company Solar Inverter Equipment and Services to targeted key Strategic Accounts (Solar Project Developers, EPCs, Utilities, End Users, IPPs, Asset Owners) within the assigned territory. Comprehensive Account Management and New Business Development role requiring excellent Senior-level relationship-building skills, proven track record of demonstrable sales success closing major big-ticket heavy equipment deals with extended sales cycles and solutions selling. Position entails coordinating, facilitating, and managing all activities for selected target customers.

Primary duties / responsibilities

Develops a thorough understanding of customer strategies, priorities, organization, and methodologies. Develops effective long-term strategic plans to capture majority project pipeline share and maximize sales revenue and project win opportunities.

Develops strong relationships with internal colleagues and external stakeholders, with solid communication and interpersonal skills at all relevant levels throughout internal and target organizations and functional departments. Excellent collaborative team-player mentality required.

Actively drives sales performance, logging activities in online systems with thorough organization skills and direct management reporting.

Implements and improves sales cycle systems and processes as required to drive improved effectiveness and profitability.

Develops comprehensive short and long-term sales strategies for all product types across the Large Scale segment for target territory and customer base.

Actively owns, drives, and manages monthly pipeline business forecast and addresses any issues for successful, timely company and customer resolution.

Attendance at suitable Trade Shows, Conferences, Seminars, and industry events as required.

Other duties as may be required or assigned.

Required training (type / duration / field / additional training)

Bachelor’s degree in a technical and/or commercial field or equivalent experience is required. Masters/Post Grad training, certification, Renewable Energy qualifications preferred.

Preferred relevant professional experience (type / duration)

10 years’ sales and business management experience in advanced technology industries with engineering bias.

Proven track record of managing large, complex customers in cross-functional matrix environments with lengthy design, qualification sales cycles and multiple decision-makers.

Other specialized skills

Solid knowledge of strategic and solutions selling; Major Account Management experience.

Strong organizational, interpersonal, communication and time management skills.

Excellent presentation and negotiation skills.

Proficiency in the English language, both written and verbal, is required. German and Spanish language skills are a plus.

Proficiency with Microsoft Office Suite (Word, PowerPoint, and Excel)

Proficiency with standard industry management programs (SFDC, SharePoint…).

Detail-oriented with a high degree of accuracy.

Strong analytical and problem-solving skills.

Ability to work well independently in a remote team structure.

Valid driver’s license and clean driving record. Expect around 25 - 50% domestic travel.

 

Additional Information:

•  Then compensation range for this position is: $129,000 - $167,000 annually.
• Comprehensive benefits including health/dental/vision with $0 premium options, 401k with match, advanced training and education opportunities, etc.

Our EEO Policy 

We are an equal opportunity employer and we make our employment decisions on the basis of merit and without regard to one’s race, color, creed, sex (includes gender, pregnancy, childbirth and related medical conditions), gender identity, religion, marital status, age (over 40), national origin or ancestry, physical or mental disability (includes HIV/Aids), medical condition (cancer, genetic characteristics), veteran’s status, sexual orientation, or any other consideration made unlawful by law.

In accordance with applicable law protecting qualified individuals with known disabilities, SMA will attempt to reasonably accommodate qualified applicants with known disabilities, unless doing so would create an undue hardship on SMA. A