Sr Manager, Business Development - Solar

Company Overview

Shoals Technologies Group (NASDAQ: SHLS) is a leading provider of electrical balance of systems (EBOS) solutions for solar and energy storage. Headquartered just north of Nashville, Tennessee, the company has been driving industry innovation since 1996, delivering cutting‑edge technologies that improve efficiency, safety, and reliability for solar systems worldwide. With over 60 GW of solar systems deployed globally, Shoals operates manufacturing facilities in Tennessee and Alabama and sales teams across Spain and Australia, serving markets in Europe, Latin America, Africa, and Asia‑Pacific.

Summary

We are seeking a highly driven, self‑motivated Business Development Manager to spearhead strategic growth within our Utility Solar division. Reporting to the Senior Director of Business Development, this individual will be the tip of the spear in expanding our footprint with project owners, developers, and EPCs. The ideal candidate is a proactive industry expert who thrives in a high‑autonomy environment, responsible for analyzing market pipelines, elevating Shoals to preferred vendor status, and serving as a technical and commercial Subject Matter Expert to drive revenue and optimize margins across complex utility‑scale solar projects.

Responsibilities

• Strategic Market Penetration & AVL Securitization: Identify, engage, and build deep strategic relationships with utility‑scale solar project owners, IPPs, and developers. Execute targeted campaigns to navigate complex procurement channels and secure Shoals position as a Preferred Vendor on AVLs for major portfolios.
• Pipeline Analysis & Proactive Selling: Continuously analyze industry databases, market trends, and internal project pipelines to identify early‑stage opportunities. Anticipate customer needs and proactively sell the holistic value of Shoals EBOS solutions (labor savings, reliability, speed of installation).
• Subject Matter Expertise, EPC & EOR Engagement: Engage directly with Engineers of Record to educate them on the technical advantages of Shoals EBOS architecture, ensuring product designs are deeply understood, specified, and preferred early in the project engineering phase. Act as the primary SME for Shoals product suite during engagements with EPCs, independent engineers, and technical stakeholders. Consult with EPCs and EORs to analyze site designs, demonstrate ROI of the plug‑and‑play architecture, and integrate Shoals solutions seamlessly into project plans.
• Sales Acceleration & Deal Execution: Partner seamlessly with the internal sales team, providing strategic insights and executive‑level support to navigate roadblocks and close complex, high‑value deals. Own strategic initiatives designed to increase top‑line sales volume and strategically negotiate and position value to improve overall project margins.
• Industry Leadership: Attend and represent Shoals at key utility solar industry conferences, trade shows, and networking events. Provide continuous market intelligence and feedback to product development, marketing, and executive leadership teams regarding competitive dynamics, pricing pressures, and emerging market needs.

Qualifications

• 5‑7+ years of demonstrated success in business development, technical sales, or strategic account management within the utility‑scale solar or renewable energy industry.
• Deep understanding of the utility solar project lifecycle, EPC procurement processes, EOR design workflows, and Electrical Balance of Systems architecture.
• Highly motivated, autonomous professional who operates with a sense of urgency and requires minimal supervision to hit and exceed targets.
• Proven ability to dissect project pipelines, leverage CRM systems (Salesforce) for forecasting, and utilize data to drive strategic sales decisions.
• Exceptional presentation and negotiation skills, with the ability to communicate complex technical concepts to both engineering teams and C‑suite executives.
• Willingness to travel extensively (up to 50%) to customer sites, regional offices, and industry events as required.
• Bachelor’s degree in Business, Engineering, or a related field (MBA or advanced technical degree is a plus).