JOB PURPOSE:
The Outside Sales Representative (OSR) - Commercial & Industrial (C&I) is responsible for developing and growing a regional portfolio of C&I solar and energy storage (ESS) customers, including EPCs, developers, commercial installers, and other sophisticated project stakeholders. In addition, the OSR will support the rest of the sales team across their defined territory with key C&I opportunities, as needed, The C&I OSR leads consultative, solution-oriented sales efforts across longer and more complex project cycles, translating customer technical, commercial, procurement, and delivery requirements into tailored product and supply-chain solutions. By combining market expertise, disciplined account planning, accurate forecasting, and strong cross-functional execution, this role positions the company as the preferred distribution partner for C&I EPC/Developers as well as residential installers establishing C&I divisions.
This role reports to the Director of Sales, C&I Solar & Energy Storage.
PRIMARY DUTIES AND RESPONSIBILITIES:
- Develop and execute a regional C&I sales strategy and account plan to achieve revenue, gross margin, pipeline, and customer-acquisition objectives.
- Prospect, qualify, and develop relationships with C&I EPCs, developers, commercial installers, and other project decision-makers and influencers.
- Manage a portfolio of strategic and growth accounts, including opportunity mapping, stakeholder engagement, account penetration, retention, and share-of-wallet expansion.
- Build and maintain a disciplined opportunity pipeline across the C&I project lifecycle, from early-stage design and budgeting through procurement, construction, and replenishment.
- Conduct consultative discovery to understand project scope, schedule, technical specifications, commercial requirements, financing constraints, and supply-chain risks.
- Develop coordinated products, pricing, logistics, credit, and inventory solutions that improve customer economics and project execution while protecting company margin and risk parameters.
- Prepare and deliver professional customer presentations, proposals, product comparisons, and commercial recommendations to technical and executive audiences.
- Maintain accurate CRM records, opportunity stages, close dates, probability assessments, forecasts, call plans, and account activity.
- Coordinate with inside sales, commercial sales leadership, product management, procurement, credit, operations, branch teams, manufacturers, and technical resources to support product selection, solution development, project execution, and a consistent customer experience.
- Monitor C&I market conditions, policy and incentive developments, product availability, and competitor activity to identify risks and growth opportunities.
- Represent the company at customer meetings, industry events, trade shows, and regional networking activities.
- Escalate material project, credit, service, or supply risks early and lead cross-functional resolution with a strong sense of ownership.
QUALIFICATION REQUIREMENTS:
- Highly organized, self-directed, and commercially disciplined, with the ability to manage multiple accounts and complex opportunities over varying project timelines.
- Demonstrated consultative-selling and strategic-account-management skills, including prospecting, relationship development, discovery, qualification, value articulation, negotiation, and closing across C&I EPCs, developers, commercial installers, and key project stakeholders. Ability to understand and discuss C&I solar and energy storage system architecture, major equipment categories, project economics, procurement considerations, and construction schedules at a commercially effective level.
- Exceptional interpersonal, written, and presentation skills, with the ability to communicate complex recommendations effectively to technical, operational, procurement, finance, and executive audiences.
- Ability to consistently achieve monthly, quarterly, and annual sales and gross-margin targets while maintaining forecast accuracy and accountability.
EDUCATION and/or EXPERIENCE REQUIREMENTS:
- Bachelor's degree in business, engineering, construction management, energy, or a related field preferred; equivalent relevant experience will be considered.
- At least three to five years of B2B sales, business development, or strategic account experience in C&I solar, energy storage, electrical distribution, renewable-energy development, construction, or a closely related field.
- Direct experience selling to or working with C&I EPCs, developers, commercial installers, or project owners strongly preferred.
- Experience in wholesale distribution is a plus.
- Working knowledge of C&I solar and energy storage products, market channels, project development and procurement processes, and competitive dynamics.
- Experience managing longer, multi-stakeholder sales cycles and project-based opportunities with meaningful revenue and margin impact.
- Proficient with CRM systems for opportunity management, forecasting, account planning, and activity tracking
- This position will require travel within the assigned region.
PHYSICAL REQUIREMENTS:
While performing the duties of this job, the employee is:
- Regularly required to sit, talk, use repetitive motion, type, and hear.
- Frequently required to stand, walk, use hands and fingers to handle and feel, and reach with hands and arms.
- Occasionally required to bend, kneel, crouch, climb stairs, and reach overhead.
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