We are an extremely fast-growing Company and need a motivated sales leader to drive the implementation of a sales organization to sell Sunnova products and services. The Manager, Virtual and Phone Sales will lead and train the sales team within our call center to implement the sales function, ignite their sales effectiveness, drive understanding of how to position Sunnova products and services with prospective and existing customers and achieve and exceed our customer acquisition, revenue and ROI performance metrics. The Manager, Virtual and Phone Sales responsibilities will include:

 

• Prospect nurturing (Creating personas, target marketing of services / products)


• Lead generation/outreach (Direct Mail / Direct Response, Outbound Telemarketing, E-mail, Social Media, and other channels)


• Closing sales (With minimal buyers remorse'; right products for right customers) |


• Definition and execution of on-going upsell/cross-sell strategies and campaigns


• Continual evaluation of targeting, channel, promotion, and campaign effectiveness /cost effectiveness.


• Execute in a manner that does not compete with Sunnova's existing dealer channel.

JOB RESPONSIBILITIES

 

• KPI & ROI Achievement: Responsible for ensuring the achievement of the key performance indicators and financial goals associated with the cross/upselling of warranty services and battery retrofits to existing and orphaned customers.


• Orchestrator/Liaison: Team and work closely with the leaders of the existing sales and marketing teams, existing dealers and customer care organization to ensure a seamless process with the sales machine to minimize channel conflict and maximize profitability and customer NPS.


• Subject Matter Expert: Become the SME for Sunnova products and services in order to effectively execute on the strategy of integration & orchestration of the entire Sunnova customer experience.


• Training Content Development: Development of classroom training, training bulletins, job aids and other content necessary to deliver an effective sales experience


• Compensation Plan design and administration for Sales Staff: Development of baseline compensation, incentive pay and other incentives as necessary to drive sales effectiveness.


• Agent Performance Management: Manage the performance of outbound sales agents by conducting quality assurance call evaluations, monitoring agent close rates, and provide coaching and feedback directly to agents on performance to increase sales and productivity.


• Scheduling and Planning: Monitor lead volumes, contact rates, close rates, cancel rates, and agent performance to create operating plans including staffing, scheduling and allocation of work assignments. Reporting: Prepares daily, weekly and monthly reports on leads, sales, and agent performance for management, and other reports as requested.

JOB BOUNDARIES / DEPENDENCIES

 

• Product definition The Manager, Virtual and Phone Sales will participate in product ideation, but primary accountability lies outside the control span of the manager supervisor of sales role.


• Pricing: The Manager, Virtual and Phone Sales will provide input to pricing decisions, but primary accountability lies outside the control span of the manager/supervisor of sales role.


• Call Center Technology (ACD, IVR, Dialer, etc) Implementation / Operations. The Manager, Virtual and Phone Sales may influence / request call center technology but primary accountability for implementation and operation lies outside the control span of the manager/supervisor of sales role.


• Quality Assurance Agent effectiveness through Quality Assurance auditing and the Quality Assurance is executed as a shared service that spans both sales and service contact functions. The Manager, Virtual and Phone Sales will provide input to the Quality Assurance platform and program definitions however primary accountability lies outside of the span of control of the manager/supervisor of sales role.

JOB REQUIREMENTS

 

• Minimum 4-years in the solar, competitive retail electric, or similar industry outbound call center sales/sales leadership roles with proven results achievement track record


• Ability to lead and train Outbound Sales Agents through the design, engineering and sales of residential solar products and services


• Strong computer skills and proficient in Microsoft Office, effective manager of data through query, spreadsheets and data visualization tools, Salesforce (CRM), and call center technologies (ACD, IVR, Outbound dialer)


• Upbeat and positive can-do attitude with a passion for providing world class customer service while achieving success in a sales environment


• Ability to remain calm under pressure, able to work in a concise, clear and focused manner


• Ability to work as a cross-functional team member with internal stakeholders, employees as well as dealers


• Knowledge of major PV components (PV Modules, inverters, batteries and racking systems) preferred


• BA or BS Degree preferred


• Bilingual in English/Spanish-preferred