Director of Large Scale Regional Sales (Midwest)

POSITION OVERVIEW

We are seeking a Director of Large Scale Regional Sales (Midwest) to lead and develop a regional sales team responsible for achieving both team and individual revenue targets across the Midwest territory. This position owns all sales-related decisions within the region, ensuring alignment with overall company strategy and driving consistent execution across utility-scale solar and energy storage solutions. The Director of Large Scale Regional Sales (Midwest) serves as a critical link between the regional team and SMA America by fostering communication, accountability, and high performance.

This role reports directly to the VP of Large Scale Sales and follows a fully remote work model. Candidates must be based in or have deep market familiarity with the Midwest region.

PRIMARY DUTIES / RESPONSIBILITIES

Regional Sales Leadership

• Develop and execute the regional go-to-market strategy for utility-scale solar solutions including hardware, EPC, project development, and full-scope services across the Midwest territory
• Own quarterly and annual sales targets across the region
• Drive strategic engagement with key accounts including utilities, IPPs, developers, and EPC firms
• Oversee the full sales cycle from lead generation and qualification through proposal, negotiation, and contract execution
• Support the team in navigating complex utility-scale project sales including multi-party negotiations

Team Management and Development

• Lead, coach, and develop a team of regional sales professionals, conduct regular performance reviews, and support professional development plans
• Set clear goals, KPIs, and performance expectations for direct reports
• Foster a high-performance, accountable, and collaborative sales culture

Cross-Functional Collaboration and Market Intelligence

• Ensure CRM (Salesforce) is accurately maintained with up-to-date pipeline data
• Collaborate with internal stakeholders including Product, Engineering, Finance, Legal, Service, and Project Management to ensure customer requirements are met
• Provide market intelligence and customer feedback to inform product roadmap and strategy
• Stay abreast of regional market trends, regulatory developments, RFP opportunities, and competitor activity
• Represent the company at industry events, conferences, and customer meetings as a regional thought leader
• Other duties as assigned

REQUIRED QUALIFICATIONS

• Bachelor's degree in Business, Engineering, Renewable Energy, or equivalent experience required
• Minimum of 8 to 10 years of experience in B2B sales, with at least 5 years in utility-scale solar or renewable energy
• Minimum 2 years of experience leading and mentoring successful sales teams
• Proven track record managing large, complex customers in cross-functional matrix environments with lengthy design, qualification, and project sales cycles across multiple decision-makers
• Solid knowledge of the solar industry including both PV and energy storage
• Deep understanding of utility-scale project development cycles, PPAs, grid interconnection, and capital structures
• Experience developing and executing business models and selling to executive-level clients
• Experience understanding financial models and customer financial decision-making criteria
• Strong commercial acumen and negotiation skills
• Proficiency in Microsoft Office Suite and Salesforce or equivalent CRM
• Strong written and verbal communication skills in English
• Willingness to travel regionally 30 to 50%

PREFERRED QUALIFICATIONS

• Strong regional network of developers, utilities, EPCs, and ene