Solar Regional Sales Manager

Role Overview

Job Title

Regional Sales Manager, Outside Sales | Territory: Delaware, Maryland & Washington, DC Home Base: Wilmington, DE hub (field-based with daily travel across the region) | Compensation: $250,000+ OTE (uncapped); $45,000 - $60,000 base salary + personal commissions, team overrides, and performance bonuses

Role Summary

As a player-coach Regional Sales Manager, you will build and lead a high-performing field sales team running company-provided appointments across Delaware, Maryland, and Washington, DC. You will sell directly during ramp-up, coach Energy Consultants in the field, and partner with operations to ensure seamless execution from contract to install.

Key Responsibilities

Team Building & Leadership

• Recruit, hire, and onboard field Energy Consultants across DE, MD, and DC while maintaining a candidate bench.
• Conduct weekly 1:1s, team meetings, and pipeline reviews with clear appointment, close-rate, and cancellation targets.
• Lead field ride-alongs, review presentation recordings, and coach reps on discovery, design walkthroughs, financing, and closing.
• Identify and develop future team leads to support regional scaling.

Sales & Revenue Generation

• Run in-home and virtual appointments personally during initial ramp and assist on high-value deals.
• Own regional forecasts and achieve monthly and quarterly targets for kW sold, deals closed, and revenue.
• Ensure company-provided appointments are confirmed, executed on time, and dispositioned same-day with clear follow-up.
• Drive product attachment rates for battery storage, panel upgrades, and electrification products.

Operations & Compliance

• Maintain contract accuracy, site-survey readiness, and customer expectations to minimize cancellations.
• Coordinate with operations, design, and installation teams to eliminate permitting, utility interconnection, and HOA delays.
• Ensure full compliance with state licensing, consumer protection, and door-to-door sales regulations across all jurisdictions.

Market Strategy

• Maintain expertise in local utility programs (Delmarva Power, BGE, Pepco, Potomac Edison), net-metering rules, and SREC markets.
• Provide feedback to marketing and lead generation teams on lead quality, messaging, and target neighborhoods.
• Encourage referral generation alongside company-provided appointments.

Qualifications

Required

• Experience: 3+ years in outside/field sales within home improvement (solar, HVAC, roofing, windows).
• Leadership: 2+ years leading a field sales team running pre-set appointments with a track record of meeting quota.
• Track Record: Verified individual sales metrics (close rate, kW/revenue volume, peer rank).
• Domain Knowledge: Proficiency in residential solar financing options (lease, PPA, loan, cash).
• Licensing: Ability to obtain Maryland Home Improvement Commission (MHIC) and DC Home Improvement Salesperson licenses.
• Mobility: Valid driver's license, reliable vehicle, and willingness to travel daily across DE, MD, and DC (including evenings and Saturdays).
• Technical: Proficiency with CRMs and pipeline data management.

Not required

• Established regional network of field sales representatives.
• Hands-on experience selling battery storage, heat pumps, or main-panel upgrades.
• Active MHIC salesperson license.
• Bachelor's degree or equivalent work experience.

Compensation & Benefits

• Base Salary: $45,000 - $60,000 (commensurate with experience).
• Variable Pay: Uncapped commissions on personal sales, overrides on team deals, and target bonuses.
• Total Earning Potential: $250,000+ year-one OTE.
• Benefits: Medical, dental, and vision insurance; 401(k); paid time off (PTO); mileage/vehicle allowance; company phone and laptop.