Job Summary
The Director, Residential Solar Sales is responsible for developing and executing IGS’s residential solar sales strategy, building a scalable, and high-performing sales function that drives customer acquisition. This leader owns the sales operating model, performance strategy, and organizational capabilities required to drive sustainable growth, improve sales productivity, and support the broader objectives of the residential solar business.
The Director establishes strategic priorities, develops sales processes and performance frameworks, and leads sales leadership to ensure the organization effectively identifies, acquires, and delivers residential solar opportunities. This role partners closely with the Director of Business Development, who owns EPC relationships, to align sales strategy with EPC needs, market opportunities, and business priorities. Through strong cross-functional collaboration, data-driven decision-making, and a focus on continuous improvement, the Director ensures the sales function is positioned to maximize performance and contribute to the long-term success of IGS’s residential solar organization.
This role requires a strategic, results-oriented sales leader with a demonstrated ability to build and scale sales organizations, develop sales talent, and translate business objectives into actionable strategies. The successful candidate combines commercial acumen, analytical thinking, operational discipline, and strong leadership capabilities to drive results in a dynamic and evolving industry.
Primary Responsibilities:
Develop and own the residential solar sales strategy, establishing the priorities, operating model, and capabilities necessary to drive customer acquisition, sales productivity, and sustainable business growth.
Build and scale a high-performing sales function, including defining organizational structure, leadership capabilities, sales processes, performance expectations, and resource requirements.
Partner closely with the Director of Business Development to align sales strategy and execution with EPC partner needs, business priorities, and growth opportunities, ensuring the sales function supports the success of IGS’s largest EPCs.
Establish strategies to improve sales volume, lead conversion, productivity, and the quality of customer opportunities flowing to EPC partners.
Partner cross-functionally with Business Development, Marketing, Operations, Pricing, Customer Experience, and Installation to align sales performance with market demand, EPC capacity, and business objectives.
Establish sales performance metrics, reporting frameworks, and review processes to evaluate results, identify trends, and drive continuous improvement.
Lead, coach, and develop sales leaders, establishing clear accountability for execution, talent development, and achievement of business objectives.
Evaluate market dynamics, competitive activity, and sales performance to identify growth opportunities and inform strategic decisions.
Lead sales forecasting, business planning, territory strategy, headcount planning, and budget development to align resources with organizational priorities.
Develop and implement scalable sales processes, tools, training programs, and best practices that improve selling effectiveness, operational consistency, and organizational performance.
Drive organizational change and continuous improvement initiatives that strengthen sales capabilities, improve cross-functional alignment, and support the evolving needs of the residential solar business.
Represent the residential solar sales function in leadership discussions, strategic planning, and industry events as needed.
Ensure sales activities and practices align with company policies, applicable regulatory requirements, customer protection standards, and other relevant compliance expectations.
Required Skills:
Demonstrated ability to develop and execute sales strategies that drive business growth, improve performance, and support…