Account Executive - Utility

Are you ready to lead in a fast-paced, innovative environment where your expertise will shape the future of renewable energy? Join Shoals Technologies Group (NASDAQ: SHLS), a global leader in electrical balance of systems (EBOS) for solar, energy storage, and eMobility solutions. Located just north of Nashville, Tennessee, we have 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, we’re setting the standard for the renewable energy industry.

At Shoals, our success stems from our ability to deliver custom-engineered solutions that are as unique as the projects they support. Our manufacturing facilities in Tennessee and Alabama, coupled with sales teams across Spain and Australia, allow us to power clean energy solutions across Europe, Latin America, Africa, and Asia-Pacific.

Summary:

Shoals Technologies, a leader in the utility solar sector, is seeking a highly motivated and results-driven Account Executive to join our dynamic team. In this role, you will focus on advancing PV Sales within the Utility Solar market. Your key responsibilities will include driving sales, forming strategic partnerships with channel partners, and promoting the adoption of Shoals' innovative product offerings. The primary goal will be to identify and capitalize on new business opportunities, manage key accounts, and provide expert guidance to clients throughout the sales lifecycle. The ideal candidate should possess a comprehensive understanding of channel strategies and major players in the electrical supply industry, alongside a proven sales track record and a strong dedication to renewable energy and sustainability.

Responsibilities:

• Account Management: Manage and nurture client accounts throughout the entire sales process and beyond. This involves maintaining regular communication, ensuring client satisfaction, upselling or cross-selling additional products or services, and identifying opportunities for account growth. Identifying and evaluating channel partners onboarding partners, as well as managing performance assessments. Drive Channel partner behavior by promoting self-sufficiency with distributor partners.

• Prospecting and Lead Generation: Actively identify and pursue potential clients or customers through various channels such as cold calling, networking, referrals, and attending industry events.

• Sales and Revenue Generation: Develop and maintain a robust sales pipeline, qualify leads, conduct sales presentations or product demonstrations, negotiate contracts, and close deals to meet or exceed sales targets and revenue goals. Specifying targets (e.g., volume, prices, mix) and ensuring they are achieved, and making sure that detailed business plans are in place. Assist channel customers in growing their revenue in new markets product categories and driving the sales of Shoals products. Support RFI and RFP response including gathering information, review, and inputs.

• Relationship Building: Build and foster strong relationships with clients by understanding their needs, providing product information, addressing inquiries or concerns, and acting as a trusted advisor. Visit and build relationships at Channel Partners. Liaise as first point of contact for distributors with Shoals to support and resolve customer issues.

• Market Research and Competitor Analysis: Stay informed about industry trends, market dynamics, and competitors. Conduct research to understand customer needs, market demands, and potential opportunities for business development. Coordinating sales and marketing efforts and pricing policies that require channel/segment partner participation.

• Collaborate with Internal Teams: Coordinate with cross-functional teams such as marketing, product development, operations and customer support to ensure a unified approach in delivering solutions to clients. Collaborate on projects, communicate client requirements, and address client-specific needs effectively.

• Sales Reporting and Forecasting: Keep accurate and up-to-date records of sales activities, track progress towards sales goals, and provide regular reports or forecasts to management on sales performance and revenue projections. including market segmentation, target setting, and identifying key growth opportunities.

• Customer Relationship Management (CRM): Utilize CRM software or systems to manage customer data, track interactions, and maintain organized records of sales activities, opportunities, and client communications.

• Continuous Learning and Skill Development: Stay updated on product knowledge, industry trends, sales techniques, and best practices to enhance sales effectiveness and professional growth.

• Sales Strategy and Planning: Contribute to the development and execution of sales strategies, including market segmentation, target setting, and identifying key growth opportunities. Collaborate with the sales team members and managers to create, analyze and implement the channel sales business strategy. Providing assistance in driving strategic partnerships, developing relationships with partners, customers and other decision-makers

• Program Development: Contribute to the development and execution of sales strategies, and related programs that support channel partners. Working cross functionally with other groups to ensure the programs are well developed and successful at launch. Create and manage Customized Programs as needed for Key Partners within the channel.  Promote, support and monitor Training Programs to ensure that channel partners are well educated on Shoals products and solutions.

• Bachelor's degree in business, engineering, marketing or a related field is preferred.
• Minimum 5 Years of experience in B2B sales, preferably in wholesale distribution, renewable energy, construction, or energy services sector.
• Well-rounded understanding of the solar industry and or construction industry, including market dynamics, customer needs, and competitive landscape.
• Demonstrated knowledge of construction material supply, solar energy systems, including technical aspects.
• Excellent communication and presentation skills, with the ability to effectively convey complex concepts to both technical and non-technical stakeholders. The ability to effectively articulate product features, benefits, and value propositions to clients is crucial. Active listening skills and the capacity to understand and address client concerns or objections are also important.
• Strong negotiation and influencing skills, with the ability to build trust and credibility with clients at all levels of an organization.
• Ability to analyze project proposals to make informed business decisions.
• Initiative-taking and target-driven, with the ability to work independently and effectively manage multiple priorities.
• Proficiency with sales and customer relationship management (CRM) tools. Proficiency in using technology for sales tracking, pipeline management, and communication.
• A passion for renewable energy and sustainability, with a strong desire to contribute to a greener future.
• Willingness to travel frequently to client sites, attend industry events, and company headquarters as required.

Shoals Technologies Group, LLC provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. 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.