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 Orders

Cancel Rate

Customer Acquisition Cost

Net Promoter Score

Others TBD

Ensures that all behaviors protect and properly represent the SUNRUN brand

Identifies, mitigates and/or eliminates risks

Promotes best practices and eliminates obstacles

Operations

Partners with the Operations Leaders to translate orders into profitable revenue-generating projects

Generates, analyzes and manages Sales Manager and Sales Rep Scorecards

Properly documents all protocol within the playbook

Partners with IT to automate processes and secure proprietary information

Audits people, process and systems to ensure a high level of quality throughout the market

Partners with Marketing on the development of all collateral

Partners with Marketing on the due diligence and execution of market-based brand awareness and demand generation programs

Refines and updates the Sales Manager and Sales Rep toolkit/tool belt

Provides the necessary reporting to Sales, Marketing and Finance

Partners with Human Resources as needed

Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team

Customer Service

Sets, expects, inspects and manages to the highest standards of customer satisfaction – both internally and externally

Takes personal ownership to resolve customer service issues with the highest degree of integrity, discretion and urgency

Solves for systemic issues by partnering with the appropriate cross-functional teams within the company

Qualifications 

Bachelor’s Degree required; Master’s Degree preferred

Minimum of 10 years of experience in Sales Management

Minimum of 5 years in a Director and/or above level

Minimum of 5 years of experience within the Residential Solar Industry

Preference given to candidates with:

Complete P&L responsibility of a function or unit

Green Tech and/or Solar experience

New Market Launch and/or Development experience

Commercial sales experience

Ability to drive a vehicle during the normal course of business. Must maintain a clean driving record with the ability to pass a driving background check. Must be 21 years of age and possess a valid driver’s license.

Recruiter:

Please note that the compensation information is made in good faith for this position only.  It assumes that the successful candidate will be located in markets within the United States that warrant the compensation.  Please speak with your recruiter to learn more.

The starting salary/wage for this opportunity is in compliance with the local wage requirements.   

Other rewards may include commission, short and long term incentives, and program-specific awards.  Sunrun also provides a variety of benefits to employees, including health insurance coverage, an employee wellness program, life and disability insurance, a retirement savings plan, paid holidays and paid time off (PTO). A candidate’s salary history will not be used in compensation decisions.

This description sets forth the general nature and level of the qualifications and duties required of employees in this job classification, as well as some of the essential functions of this role.  It is not designed to be a comprehensive inventory of all essential duties and qualifications.  If you have a disability or special need that may require reasonable accommodation in order to participate in the hiring process or to perform this role if you are offered employment, please let us know by contacting us at candidateaccomodations@sunrun.com.

Sunrun is proud to be an equal opportunity employer that does not tolerate discrimination or harassment of any kind. Our commitment to Diversity, Inclusion & Belonging drives our ability to build diverse teams and develop inclusive work environments. At Sunrun, we believe that empowering people and valuing their differences are essential for our mission of connecting people to the cleanest energy on earth. We are committed to equal employment opportunities without consideration of race, color, religion, ethnicity, citizenship, political activity or affiliation, marital status, age, national origin, ancestry, disability, veteran status, sexual orientation, gender identity, gender expression, sex or gender, pregnancy or any other basis protected by law. We also consider qualified applicants with criminal convictions, consistent with applicable federal, state and local law.