Director of Tracker Sales
About the role
This is your chance to join the rapidly growing commercial solar energy business. FlexRack by Qcells is an integrated solar company that offers custom-designed, fixed tilt ground mount and single-axis solar tracking systems in the commercial and utility-scale solar mounting industries. FlexRack also offers full services, including engineering, geotechnical, pullout testing, field, and layout design services to address the actual site conditions of a project site. FlexRack has completed over 3.5 GW of solar racking installations in over 40 U.S. states, 9 Canadian provinces and across the globe.
Responsibilities
- Define and execute a go-to-market strategy to hit regional or global revenue targets for solar tracking solutions.
- Act as a subject matter expert on tracker configurations (e.g., backtracking, row layouts, and terrain compliance) to help clients reduce LCOE (Levelized Cost of Energy).
- Build and nurture strong, long-term relationships with utility clients, Independent Power Producers (IPPs), and Engineering, Procurement, and Construction (EPC) firms.
- Partner directly with the product and engineering teams to ensure your trackers align with specific site conditions (e.g., wind speeds, topography, soil types) and customer needs.
- Track industry trends, competitor activities, and regulatory changes to help shape product development.
- Manage existing accounts as assigned.
- Source new sales opportunities through inbound leads, follow-up and outbound cold calls and electronic communications.
- Understand customer needs and requirements, relay the voice of the customer to the product team.
- Negotiate credit terms, pricing and prepare sales order reports and forms.
- Close sales and achieve quotas and targets.
- Research accounts to identify key contacts and generate interest.
- Maintain and expand database of prospects within assigned territory and business lines.
- Team with channel partners to build sales pipeline and close deals.
- Collaborate with project management and operations for status of orders from related plant departments and channel partners to ensure that delivery commitment to customers is met.
- Collaborate with executives and management to determine essential strategic approaches to sales.
- Create marketing strategies to promote product of service features and benefits.
- Provide effective product demonstrations for end-user customers and third-party suppliers.
- Attend industry conferences and trade shows to promote products and services and to build network.
Requirements
- 10+ years in utility-scale renewable energy business development or B2B infrastructure sales (specifically solar PV, tracking systems, or storage).
- An established network of key stakeholders across the solar development and EPC ecosystem.
- Ability to discuss plant performance, tracker bankability, and structural specifications intelligently.
- Demonstrated ability to drive enterprise-wide sales cycles and secure high-value contracts.
- Bachelor's degree in engineering, business, or a related field (MBA highly desired).
- Strong negotiation and communication skills, with a willingness to travel to client sites and industry events.
- Knowledge of Customer Management System (CMS): specifically Salesforce.com preferred.
Qualifications
- Experience: 10+ years in utility-scale renewable energy business development or B2B infrastructure sales (specifically solar PV, tracking systems, or storage).
- Technical Acumen: Ability to discuss plant performance, tracker bankability, and structural specifications intelligently.
- Proven Track Record: Demonstrated ability to drive enterprise-wide sales cycles and secure high-value contracts.
- Education: Bachelor's degree in engineering, business, or a related field (MBA highly desired).
- Executive Presence: Strong negotiation and communication skills, with a willingness to travel to client sites and industry events.
- Knowledge of Customer Management System (CMS): specifically Salesforce.com preferred.
Skills
- Strategic thinking and execution.
- Customer relationship management.
- Product knowledge and technical expertise.
- Market research and analysis.
- Project management.
- Communication and presentation skills.
- Business acumen and financial analysis.
Benefits
FlexRack by Qcells is proud to be an at-will Equal Opportunity Employer and prohibits discrimination against race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, pregnancy, citizenship, disability, protected veteran status and any other classification protected by applicable federal, state or local law. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. We are committed to the full inclusion of all qualified individuals. As part of this commitment, Hanwha Qcells will provide reasonable accommodations to all qualified individuals with disabilities to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment. Please contact us to request accommodations at steve.kwon@qcells.com.
Pay
The anticipated starting pay range of this position, which is to be located in Cleveland, OH is $140,000 - $170,000 base salary per year. The above-listed salary range is required by the Cleveland Pay Transparency Act and may differ depending on the location of those candidates hired nationwide. The salary range shared in the job description is for the listed position and only pertains to the candidate if they work in Cleveland, OH. Actual compensation is influenced by a wide array of factors including but not limited to internal pay equity, skill set, education, licenses and certifications, geographic location, essential job duties and requirements, and the necessary experience relative to the job’s minimum qualifications.
Schedule
This position is located Remote and working hours are Monday through Friday, from 8:00am to 5:00pm or 9:00am to 6:00pm local time. This position is expected to travel up to 25%.