Director of Sales – Utility & Commercial & Industrial (C&I)
FIMER Renewable Energy Solutions, Phoenix, AZ, United States
Position Overview
Reporting to the US Country Manager, the Director of Sales - Utility & C&I is a senior commercial leader responsible for driving revenue growth across both utility-scale and commercial & industrial (C&I) inverter segments.
This role combines strategic leadership and hands‑on execution, overseeing complex utility pursuits while also driving high‑volume C&I sales through channel partners and EPCs. The Director acts as a key commercial partner to the Country Manager, shaping go‑to‑market strategy, leading key customer engagements, and ensuring successful deal execution across both segments.
Success in this role requires strong technical‑commercial expertise, cross‑segment market knowledge, and the ability to operate effectively in a growth‑stage environment with evolving structure.
Key Responsibilities
1. Utility & C&I Sales Execution
- Drive revenue across:
- Utility‑scale projects (greenfield, repowering, retrofit)
- C&I projects (rooftop and ground‑mount installations)
- Own the full sales lifecycle:
- Opportunity identification and qualification
- Proposal development
- Pricing strategy and negotiation
- Contract execution and closing
- Balance long‑cycle, high‑value utility deals with shorter‑cycle, high‑volume C&I opportunities
2. Strategic Partnership with US Country Manager
- Partner closely on:
- Sales strategy and market prioritization
- Key account planning across segments
- Pricing alignment and deal reviews
- Support executive‑level customer engagement and negotiations
- Provide real‑time market intelligence to inform leadership decisions
3. Customer & Channel Management
- Build and maintain senior relationships with:
- IPPs, utilities, and asset owners
- EPCs and developers (utility & C&I)
- Distributors and channel partners
- Serve as the primary commercial interface for key accounts
- Manage and grow channel partner networks in the C&I segment
4. Commercial Leadership & Team Collaboration
- Provide commercial guidance and deal support to Sales Account Managers
- Collaborate across utility and C&I sales teams to ensure alignment on shared customers
- Support development of sales tools, pricing frameworks, and go‑to‑market strategies
5. Cross‑Functional Collaboration
- Partner with:
- Engineering & Product Management to define solutions and ensure technical alignment
- Service teams to identify repowering opportunities from installed base
- Operations & Supply Chain to align sales commitments with delivery capabilities
- Marketing on campaigns, events, and partner programs (e.g., RE+)
6. Market Intelligence & Strategy
- Monitor:
- Utility and C&I market trends
- Competitive positioning and pricing dynamics
- Provide structured feedback to leadership and product teams
- Help shape segment‑specific growth strategies
7. Operating in a Growth‑Stage Environment
- Operate effectively with limited structure and evolving processes
- Identify gaps and implement scalable solutions
- Balance strategic thinking with hands‑on execution