The
Market Development Manager (MDM) is responsible for increasing market share and brand preference of Generac's residential ecosystem solution within the specified territory. This role actively prospects new business opportunities and converts solar and generator installers into Generac customers who resell Generac's PWRmicro solar and PWRcell 2 energy storage solutions, as well as other Generac ecosystem products (including home standby generators and ecobee smart thermostats).
In this role, the MDM develops and executes strategic regional customer development strategies and drives product adoption through Generac's existing distribution network to support end-market demand.
Territory Coverage: Northeastern United States
Essential Duties and Responsibilities:
- Identify, engage, and convert solar, storage, and generator installation companies into Generac ecosystem customers
- Plan and implement sales strategies to maximize share and margin; effectively differentiate Generac products in competitive sales environments
- Expand the customer base by identifying new partners and developing new customer opportunities
- Build and maintain a robust pipeline of new key account opportunities; role is 80% new account development and 20% account management
- Build strong relationships with established key accounts and internal support teams to foster long-term business growth
- Maintain accurate sales records, CRM entries, and activity updates to support forecasting and performance tracking
- Collaborate with sales and business leadership to develop and execute business plans aligned with key account grown initiatives
- Provide market feedback and competitive intelligence to sales and business leadership
- Maintain consistent follow-up on opportunities to drive timely and effective closes
- Communicate effectively with Generac sales team members to ensure a coordinated approach to account acquisition and support
Minimum Qualifications:- Bachelor's Degree in Business, Marketing, or Engineering or equivalent experience
- 4 years of solar industry experience
- Ability to travel 30-60% of the time
Preferred Qualifications:- Experience in residential energy storage
- Experience in business-to-business sales
- Experience selling to c-suite executives and key decision makers at large corporations
- Working knowledge of two-step distribution model
- Experience working with RFP purchasing processes: proven ability to navigate from bid to award to an effective close
- Experience identifying leading market indicators and major prospects through 3rd party tools such as ohm analytics, Woodmac, etc.
