Director, Sales Development

    • Scottsdale, AZ

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:
  • Impeccable communication!
  • 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
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:
  • Impeccable communication!
  • 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


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