Director, Sales Development

Company: Sunrun
Location: Scottsdale
Posted on: September 13, 2020

Job Description:

Build a better career. Drive meaningful change. At Sunrun, dreamers and doers come together to create the future of sustainable energy. We’re driven by collaboration, creativity, and a passionate desire to leave the world cleaner than we found it. Want to help us with that? Who We’re Looking For Field In-Home Sales Our Field Sales team members are passionate and solution-oriented. They listen to each customer’s needs and find the right solution for each situation.

Do you have extensive sales, product, and marketing training? Enjoy a career where performance is rewarded with nearly unlimited incentives.

Do you have the skills, training, and experience necessary to lead the installation of electrical systems that connect our vast and quickly growing network? Become apart of a team that is improving the way our customers get their energy.

Construction Crew Play a vital role installing our solar arrays at various locations. If you enjoy hands-on work in a positive, team-oriented environment, our Construction Crew is the place for you.

Construction Site Auditor & Management You will lay the foundation for our success, performing site surveys on upcoming projects and ensuring the completion of required inspections and regulations.

Total Rewards for a More Sustainable Career 401k Retirement Plan

Stock Purchase Option

Flexible Schedules

Paid Time Off

Employee Discounts

Paid Baby Bonding Leave

Life at Sunrun We’re the largest dedicated residential solar company in the United States. Each business day, we install $2 million worth of solar technology. We offer a career where you can not only grow and develop, but have fun and bring your whole self to work while you do it. At Sunrun, we value diverse backgrounds and perspectives as well as an open and friendly environment. Whether you work in sales, retail, or construction, we have a place for you here. Our Values Human-Centered Humanity is at the core of our business – our customers, our team, and our partners are all incredible human beings.

Integrity To be on our team means to operate with absolute integrity.

Our team has boundless curiosity.

Passion Passion is an irresistible driving force here at Sunrun.

Courage We exhibit courage and fortitude.

Impact The work we are doing as a team will forever alter the world.

Sunrun is the nation’s leading home solar, battery storage, and energy services company. Our mission is to confront our planet’s biggest challenge, climate change, by creating a planet run by the sun. This mission requires passion, determination and a diverse growing army of talented professionals. Explore joining our mission by connecting with Sunrun's Talent Network or by submitting an application to this job today.

Overview The Director is a sales leadership role leading all aspects of business performance for Sunrun’s Customer Acquisition team located in Scottsdale, Arizona. This individual will be responsible for:

- Being the onsite Leader! The day-to-day management of Sales Advisory execution for the entirety of the Sunrun business, whose main role is to convert incoming calls or dial outbound leads and turn them into appointments for the sales teams

- Handle incoming calls from prospects inquiring about Solar and qualify as sales leads for Sales Consultants

- Partnering with Director, Senior Director, and VP-level leaders to define the strategy for the Sunrun Sales Advisor business, devising and implementing tactical activities to drive performance, and helping to articulate an overall vision for the Department

This leader is accountable for the performance of the Team against Sunrun’s key sales metrics including inbound appointment generation. Outbound dialed leads, key conversion metrics, workforce efficiency, cost control, adherence to sales guidelines, realization of a call or lead to an installed customer unit. The position reports to the Vice President of Customer Acquisition and Digital Sales.

Responsibilities Being responsible for the results of the Sales Development Department. These include gross/net appointment generation, advisor conversion rates, headcount efficiency, operating costs, Sunrun compliance, and the sales to install realization rate.

Driving the hiring and promotion decisions within the organization that support important metric performance and that strengthen Sunrun’s culture of combining high-performance and high-accountability within an encouraging and collaborative environment

Related to the point above, holding responsibility for maintaining healthy headcount attrition numbers that are supported by hiring employees that perform at a high level and are a strong cultural fit for the organization

Overseeing and innovating scripting changes, helping the sales advisor team demonstrate product features/price advantages to customers, and coming up with highly tactical upgrades to the sales strategy that may include but are not limited to pitch improvements, rebuttal improvements, and closing statement improvements

Ensuring consistent adherence to the advisor sales strategy. Implementing mentorship guidelines with managers to improve sales efficiency

Developing a strong bench of sales advisor managers and supervisors that can support a rapidly growing sales organization across Sunrun’s organization

Working with operational leaders across the organization including Sales, Retail, Marketing, Operations, Product, Pricing, and Technology to optimize the Sales Developments team’s performance

Partnering closely with Inside Sales and Field Sales Leaders to improve realization of gross sales to installed solar systems and related products

Driving monthly, quarterly, and annual planning and forecasting processes with Sunrun’s Finance team around the operating metrics of the Advisory Team.

Regularly communicating updates and changes to the Business organization via different media including email and in-person town halls or other forums

Communicating results to senior and executive management, which may include building custom collateral to support well thought-out narratives on the state of the business and vision for where it’s going

Maintaining a detailed and current knowledge of solar electric market conditions, rebate and tax incentives, and electric utility rate schedules, especially as it pertains to its applicability in the sales process

Holding self and others accountable for measurable, high-quality, timely, and efficient results. Accepting responsibility for mistakes. Staying in sync with established policies and company standards of conduct

Developing, implementing, evaluating and adjusting plans to reach goals, while ensuring the optimal use of resources. Monitor progress and Workforce Plan. When necessary, make adjustments to timelines, steps and resource allocation

Qualifications This role requires cross functional excellence, candidates must demonstrate a balance of accountability, adaptability, and innovation, with regards to sales strategy and tactics.

Minimum 7+ years of management-level experience including both a) strong analytical / strategic experience b) operational experience as a people leader

Ability to get results! Both the high / strategic level and at the line-management (critical metric) level

Comfort with structured and quantitative management, and fluency in key tools (e.g., Excel, Enterprise Planning Tools, Salesforce, etc.)

Experience owning a P&L or other comparable business results;

Ability to work cross-functionally and manage competing priorities across areas different areas Sunrun

Comfort with ambiguity and high growth environments

The ideal candidate will have a proven track record of leadership capabilities including:

Demonstrated business judgment

Strong ability to build and maintain cross-functional relationships

Resource allocation

Business experience that ideally includes a strong analytical background in a sales environment and a proven operational record of leading sales teams to progressively better and better results

Embodiment of our Sunrun Values

Solar Careers For All Sunrun is proud to be an equal opportunity employer that does not tolerate discrimination or harassment of any kind. Our commitment to Diversity, Inclusion & Belonging drives our ability to build diverse teams and develop inclusive work environments. At Sunrun, we believe that empowering people and valuing their differences will help us create a planet run by the sun for everyone.

We are committed to equal employment opportunity without consideration of race, color, religion, ethnicity, citizenship, political activity or affiliation, marital status, age, national origin, ancestry, disability, veteran status, sexual orientation, gender identity, gender expression, sex or gender, or any other basis protected by law. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. If you have a disability or special need that requires accommodation, please let us know.

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Keywords: Sunrun, Scottsdale , Director, Sales Development, Other , Scottsdale, Arizona