Head of BTM Sales - Solar Firm

Job Title: Head of Behind-the-Meter (BTM) Sales

Location: California, USA

Client Overview:Our client is a prominent renewable energy company based in California, specializing in commercial and industrial (C&I) solar projects. Committed to advancing sustainable solutions, our client is expanding its team and is currently seeking a dynamic and experienced Head of BTM Sales to drive growth and lead the sales efforts in the behind-the-meter sector.

Job Description:

Position Overview:As the Head of BTM Sales, you will be instrumental in formulating and executing the behind-the-meter sales strategy for our client. You will lead a high-performing sales team, foster key client relationships, and drive revenue growth through innovative and tailored behind-the-meter solar solutions for commercial and industrial clients.

Key Responsibilities:

1. Sales Strategy and Leadership:

   • Develop and implement a comprehensive BTM sales strategy aligned with the company's overall business objectives.
   • Lead, mentor, and motivate the BTM sales team to achieve and exceed sales targets.
   • Drive collaboration between sales, marketing, and technical teams to ensure cohesive and effective client solutions.

2. Market Analysis and Opportunity Identification:

   • Conduct market research to identify trends, opportunities, and potential clients in the behind-the-meter sector.
   • Analyze competitor offerings and market dynamics to position our client's BTM solutions competitively.

3. Client Engagement and Relationship Management:

   • Build and maintain strong relationships with key clients, understanding their energy needs and delivering customized BTM solutions.
   • Collaborate closely with clients to understand their sustainability goals and align our client's offerings with their objectives.

4. Proposal Development and Contract Negotiation:

   • Oversee the development of compelling proposals and presentations tailored to BTM clients.
   • Lead contract negotiations and ensure agreements meet both client requirements and company profitability goals.

5. Revenue Growth and Forecasting:

   • Drive revenue growth by identifying and securing new BTM projects and upselling additional services to existing clients.
   • Develop and maintain accurate sales forecasts and performance metrics for the BTM sales team.

6. Cross-Functional Collaboration:

   • Collaborate with internal teams, including engineering, project management, and finance, to ensure seamless project execution and client satisfaction.
   • Provide feedback to product development teams based on market insights and client needs.

7. Regulatory Compliance:

   • Stay informed about local and state regulations affecting BTM projects, ensuring all sales activities adhere to relevant guidelines.

Qualifications and Requirements:

• Bachelor's degree in Business, Sales, Engineering, or a related field (Master's degree is a plus).
• Proven experience in a senior sales role, preferably within the renewable energy or solar industry, with a focus on behind-the-meter solutions.
• Strong understanding of BTM technologies, solar energy systems, and energy management.
• Demonstrated success in leading and motivating high-performing sales teams.
• Excellent negotiation, communication, and presentation skills.
• In-depth knowledge of California's energy landscape and regulatory environment.
• Ability to travel as needed for client meetings and industry events.

Join our client and lead the charge in advancing behind-the-meter solar solutions for commercial and industrial clients. They offer a competitive salary, benefits package, and opportunities for professional growth within the renewable energy industry.