Field Sales Consultant

Everything we do at Sunrun is driven by a determination to transform the way we power our lives. We know that starts at the individual employee level. We strive to foster an environment you can thrive in through our commitment to diversity, inclusion and belonging.

Overview

Regional Sales Director Launch, manage, grow and optimize Outside Sales Channels. Make SUNRUN the Solar Company of Choice for residential customers in target channels and markets. Build, manage and scale channels and markets to the targeted annual run rate. Optimize people, process and systems to achieve maximum velocity, adaptability, precision and profitability. Optimize lead mix and conversion ratios to achieve Customer Acquisition Cost targets. Establish Employer of Choice standards; thereby, making SUNRUN the most sought-after professional solar sales opportunity in the nation. Build a “Great Place to Work” through a combination of entrepreneurial spirit and strong leadership. Willingness to “roll-up sleeves” and get things done. Fortune 500 toolkit and management skills. Discipline of execution

Responsibilities

• Strategy Reports to and partners with the Vice President of Field Sales to develop a strategy and corresponding Business Operating Plan to achieve channel and market objectives:

  • Establish thorough analysis and review of each channel and market opportunity

  • Construct and launch a 12 month Business Operating Plan that achieves the definition of success

  • Formally analyze, adapt and refine the Business Operating Plan to achieve maximum performance

• Provides internal reporting, analysis and recommendations based on channel and market performance:

  • Provide real-time reporting related to channels and markets Key Performance Indicators

  • Produce a monthly executive-level Business Operating Plan update

• Researches and reports on relevant industry, market and macro-economic trends:

  • Recommends playbook changes to both marketing and sales strategies

  • Builds a balanced R/O and corresponding scenario plans to mitigate risk and maximize upside

• Business DevelopmentIdentifies and develops strategic relationships with suppliers, financial institutions, functional and industry partners. PeoplePartners with Recruiting to:

  • Identify the Knowledge, Skills and Abilities (KSA’s) within the Senior Sales Manager, Sales Manager and Sales Rep success profiles

  • Map competencies against talent acquisition filters

  • Execute a recruiting campaign that attracts the most qualified candidates

  • Achieve a minimum qualified talent funnel and graduation rate for each Solar Academy

  • Continually staff and top-grade the team

• Partners with Training to:

  • Create, refine and continually update education materials and content that optimizes adult learning principles

  • Produce the SUNRUN Way Sales Playbook and Toolkit

  • Deliver new hire and on-the-job training within a blended learning environment

  • Adapt and refine Solar Academy

  • Create systems and practices that continually monitor, evaluate and certify key competencies

  • Deliver automated multi-level leading indicator reporting

• Leads a team of Sales Managers:

  • Partners with Retail, Field Marketing and Canvass Leadership to generate Qualified Appointments and achieve Waterfall targets

  • Partners with Marketing to develop, manage and optimize Lead-Appointment-Order Waterfall models

  • Partners with the Call Center to maximize lead assignment and distribution

  • Maximizes deployment strategies within assigned channels and territories

  • Drives impeccable execution of the SUNRUN Way Sales Process through continual oversight and field visits

  • Audits QA/QC Reports and manages Sales Manager performance prescriptively

  • Manages the Pipeline Report to maximize ROI and CAC

• Optimizes the following KPI’s as prescribed in the Business Operating Plan:

  • Close Rate

  • Pipeline Conversion

  • Referral and Self-Gen Contribution

  • Change Or