The
Market Development Manager is responsible for building foundational market presence for Generac's PWRcell solar+storage solution within emerging installer networks. This role actively prospects new business opportunities and converts small-to-medium solar installers into Generac customers who resell PWRcell solutions and other Generac ecosystem components. The position focuses on relationship building, lead development, and learning the solar industry fundamentals while contributing to territory growth.
Job Duties:Prospecting & Lead Development- Identify and qualify emerging solar installation companies (1-50 installations annually) using provided lead lists and prospecting tools
- Conduct initial outreach calls, emails, and discovery conversations with potential installer partners
- Execute structured prospecting campaigns and follow-up sequences
- Schedule and coordinate product demonstrations and technical presentations with prospects
- Research prospect companies and key decision makers to personalize outreach efforts
- Maintain accurate prospect data, activity tracking, and opportunity progression in CRM system
Relationship Building & Support- Support existing small installer relationships with basic account management activities
- Coordinate with distribution partners for product availability, pricing, and delivery logistics
- Facilitate connections between new partners and technical support resources
- Participate in local trade shows, networking events, and industry meetups
- Assist senior MDMs with larger account activities and complex sales situations
- Provide basic product information and competitive positioning to prospects
Learning & Development- Complete required solar industry training programs and product certifications
- Study competitive landscape, product positioning, and market dynamics
- Attend product training sessions, technical webinars, and sales methodology courses
- Shadow experienced Market Development Managers on sales calls and account meetings
- Participate in territory planning sessions and quarterly business reviews
- Contribute to team knowledge sharing and best practice discussions
Requirements:Minimum Requirements:- Bachelor's Degree in Business, Marketing, Engineering, or equivalent work experience
- 1+ years of experience in sales, marketing, customer service, or solar industry exposure
- Strong verbal and written communication skills with customer service orientation
- Basic proficiency with CRM systems and Microsoft Office Suite
- Willingness to travel 20-40% within assigned territory
- Valid driver's license and reliable transportation
- Ability to learn technical concepts and explain them to varied audiences
Preferred Qualifications- Solar industry familiarity or demonstrated interest in renewable energy
- Previous B2B sales, business development, or account management experience
- Technical aptitude for understanding power electronics and electrical systems
- Experience with prospecting tools, lead generation, or sales automation platforms
- Bilingual capabilities (Spanish preferred in certain territories)
Knowledge, Skills and Abilities- Customer-focused mindset with relationship-building capabilities
- Goal-oriented with ability to work independently and manage time effectively
- Adaptability and willingness to learn in a fast-paced, evolving industry
- Basic understanding of business-to-business sales processes
- Problem-solving skills and attention to detail
- Professional presentation and interpersonal skills
Physical Demands: While performing the duties of this job, the employee is regularly required to talk and hear; and use hands to manipulate objects or controls. The employee is regularly required to stand and walk. On occasion the incumbent may be required to stoop, bend or reach above the shoulders. The employee must occasionally lift up to 25 - 50 pounds. Specific conditions of this job are typical of frequent and continuous computer-based work requiring periods of sitting, close vision and ability to adjust focus. Occasional travel.
