Public Commercial Sales Manager

2 weeks ago

Seattle, United States A&R Solar Full time
Job DescriptionJob DescriptionSalary: $95k - $145k DOE + benefits package

We’re just like you. We believe that solar energy production for our homes, businesses, and cities is a win-win proposition for job creation and a cleaner environment.


A&R Solar is a leading solar installer in the Pacific Northwest, bringing together passionate, talented people who want to do the right thing for our customers and the environment. With industry firsts like B-Corporation status, charitable solar programs, and performance guarantees, we believe that investment in our staff and our communities is the new standard. Be a part of a fun team that is committed to the growth of all employees.


POSITION SUMMARY
The Public Commercial Sales Manager is A&R Solar’s public face for our “MUSH” (Municipal, Utility, Schools, Hospitals) market partners and our recurring General/Electrical contractor partners. This role also oversees the company’s estimating department who prices & scope our commercial solar and battery storage opportunities. Responsibilities include leading business development activities, project pipeline management, contract processing and negotiation, continuous improvement, and new process development. Management duties include directly managing the commercial Estimating Team, their workflows, and collaborating across the company for bid and project success.

A&R Solar measures value in three categories, People, Planet, Profit, specifically in that order. In accordance, the main objective of the Public Commercial Sales Manager is to develop relationships and projects that align with these pillars. This means happy employees & customers, increasing megawatts under our care, and maintaining efficient & profitable estimating process that support our mission. The ideal candidate for this position is a self-starter with strong interpersonal and organizational skills, a passion for relationship development, a knack for people management, a commitment to details, and whose passions and values align with those of A&R Solar.


RESPONSIBILITIES


Business Development
● Develop and nurture B2B relationships with partners including, but not limited to, municipalities, utilities, schools, hospitals, general and electrical contractors, architects, engineers, developers, specialty subcontractors, tribal entities, housing authorities and vendors
● Provide oversight and company visibility of commercial sales through active pipeline management
● Manage the processes surrounding project discovery processes, proposal creation and delivery, follow-up, and hand-over to Project and Operations teams
● Deploy and model excellent customer engagement and follow-up techniques to drive business
● Participate in contract negotiations and handle customer communications where appropriate
● Co-develop, launch, and maintain the pricing and analytics for Commercial O&M products
● Oversee the review of accurate construction budgets including labor hours, material and equipment quantities, and subcontractor costs and present to clients for consideration
● Understand standalone and RFP requirements, including construction drawings and specifications, to determine whether to pursue bid opportunities
● Read and understand contract documents, including final scope and schedule negotiations
● Assist in developing feasibility studies for sales and consulting opportunities
● Reflect A&R Solar’s values in the solar market


Estimating Team
● Directly manage Estimating Team staff, workflow, and resources
● Utilize performance and financial data to continually inform estimating team’s cost/labor assumptions and automated pricing algorithms
● Balance the volume of estimating requests from the Public and Private commercial sides of the business
● Develop and update transparent mechanisms for go / no-go decisions when deploying Estimating Team resources
● Track activity in company-wide Salesforce CRM, monitor online bid resources, and utilize other tools to increase collaboration and organizational support
● Manage and/or mitigate risk using various tools (e.g. contingencies, allowances, in/exclusions)
● Support the Operations Team with value engineering exercises and change orders
● Understand state and local solar policies, including their inherent risks and opportunities, to inform bid opportunities
● Ensure estimating deadlines are met for internal and external teams
● Develop and execute on improvements to all facets of the estimating process
● Occasional travel to job sites for bid walk-throughs
● Improve personally and professionally through training and practice


REQUIREMENTS
● 5+ years of business development or sales experience, within trades or construction a plus
● 3+ years of team management, within trades or construction a plus
● Curiosity for the solar marketplace and trends in design, pricing, and technology
● Advanced proficiency with Microsoft Excel, Salesforce and similar application-level technology
● Strong interpersonal skills, math skills, a team player, persuasive negotiator, positive and innovative thinker
● Detail oriented, well organized, and independently competent
● NABCEP certification preferred but not required

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