Outside Sales Representative - C&I

JOB PURPOSE: The Outside Sales Representative (OSR) - Commercial & Industrial (C&I) is responsible for developing and growing a regional portfolio of C&I solar and energy storage (ESS) customers, including EPCs, developers, commercial installers, and other sophisticated project stakeholders. In addition, the OSR will support the rest of the sales team across their defined territory with key C&I opportunities, as needed, The C&I OSR leads consultative, solution-oriented sales efforts across longer and more complex project cycles, translating customer technical, commercial, procurement, and delivery requirements into tailored product and supply-chain solutions. By combining market expertise, disciplined account planning, accurate forecasting, and strong cross-functional execution, this role positions the company as the preferred distribution partner for C&I EPC/Developers as well as residential installers establishing C&I divisions. This role reports to the Director of Sales, C&I Solar & Energy Storage. PRIMARY DUTIES AND RESPONSIBILITIES: Develop and execute a regional C&I sales strategy and account plan to achieve revenue, gross margin, pipeline, and customer-acquisition objectives. Prospect, qualify, and develop relationships with C&I EPCs, developers, commercial installers, and other project decision-makers and influencers. Manage a portfolio of strategic and growth accounts, including opportunity mapping, stakeholder engagement, account penetration, retention, and share-of-wallet expansion. Build and maintain a disciplined opportunity pipeline across the C&I project lifecycle, from early-stage design and budgeting through procurement, construction, and replenishment. Conduct consultative discovery to understand project scope, schedule, technical specifications, commercial requirements, financing constraints, and supply-chain risks. Develop coordinated products, pricing, logistics, credit, and inventory solutions that improve customer economics and project execution while protecting company margin and risk parameters. Prepare and deliver professional customer presentations, proposals, product comparisons, and commercial recommendations to technical and executive audiences. Maintain accurate CRM records, opportunity stages, close dates, probability assessments, forecasts, call plans, and account activity. Coordinate with inside sales, commercial sales leadership, product management, procurement, credit, operations, branch teams, manufacturers, and technical resources to support product selection, solution development, project execution, and a consistent customer experience. Monitor C&I market conditions, policy and incentive developments, product availability, and competitor activity to identify risks and growth opportunities. Represent the company at customer meetings, industry events, trade shows, and regional networking activities. Escalate material project, credit, service, or supply risks early…