Sales Manager(Solar)

该职位来源于猎聘 工作地点：上海/广州/深圳

• Purpose of Position / 岗位目的
• 驱动太阳辐射测量及环境监测产品线在中国可再生能源市场的销售增长，重点聚焦光伏行业；
• Drive sales growth of solar radiation and environmental monitoring product lines in China's renewable energy market, with a focus on the solar industry.
• 建立并维护与光伏产业链核心客户的战略合作关系，涵盖EPC、开发商、监管机构、组件制造商,跟踪支架OEM、检测机构及系统集成商；
• Build and maintain strategic relationships with key accounts across the solar value chain, including EPCs, developers, regulators, module manufacturers, tracker OEMs, testing institutions, and system integrators.
• 开发并拓展渠道合作伙伴网络，确保在项目开发、建设、运维及检测等环节的全面市场覆盖；
• Develop and expand the channel partner network to ensure broad market coverage across project development, construction, O&M, and testing segments.
• 监控市场动态与竞争格局，制定有效的市场策略以维持和提升市场份额。
• Monitor market dynamics and competitive landscape, formulate effective go-to-market strategies to maintain and grow market share.
• Key Responsibilities / 核心职责
• 销售与大客户管理 / Sales & Key Account Management
• 独立管理光伏及可再生能源领域的全销售周期——从线索开发、方案设计、商务谈判到订单落地；
• Independently manage the full sales cycle — from lead generation, solution design, commercial negotiation to order closure — for the solar & renewable energy vertical.
• 维护并拓展核心客户关系，涵盖主要EPC、开发商、监管机构、头部组件制造商、跟踪支架OEM及检测认证机构。
• Maintain and grow relationships with major clients, including leading EPCs, developers, regulators, top-tier module manufacturers, tracker OEMs, and certification/testing institutions.
• 渠道开发与管理 / Channel Development & Management
• 管理现有渠道合作伙伴（系统集成商、经销商、转售商），并积极开发和引入新合作伙伴。拥有成熟光伏行业渠道资源的候选人优先；
• Manage existing channel partners (system integrators, distributors, resellers) and proactively identify and onboard new partners. Candidates with established and mature channel networks in the solar industry are strongly preferred.
• 推动渠道覆盖光伏电站全生命周期——从建设到长期运维；
• Drive channel coverage across the full lifecycle of solar projects — from construction to long-term O&M.
• 确保所有渠道活动符合公司政策及合作伙伴准入流程。
• Ensure all channel activities comply with company policies and partner onboarding procedures. 3. 商务运营 / Commercial Operations
• 独立完成项目报价、价格审批、折扣申请及框架协议谈判；
• Independently handle project quotations, pricing approvals, discount applications, and framework agreement negotiations.
• 在SFDC中维护准确的销售漏斗数据，确保及时更新和可靠预测；
• Maintain accurate sales pipeline data in SFDC, ensuring timely updates and reliable forecasting.
• 管理渠道合作伙伴和终端客户的价格变动沟通。
• Manage price change communications to channel partners and end customers.
• 运用公司管理工具和方法论推动业务持续改进。
• Leverage company management tools and methodologies to drive continuous business improvement. 4. 市场洞察与展会支持 / Market Intelligence & Events
• 代表公司参加核心行业展会（如SNEC），进行客户接待、产品推广和潜在客户开发；
• Represent the company at key industry exhibitions (e.g., SNEC) for client engagement, product promotion, and lead generation.
• 收集并报告竞争情报和市场趋势，支持产品定位和定价策略；
• Collect and report competitive intelligence and market trends to support product positioning and pricing strategies.
• Education, Background and Skill Requirements / 学历、背景及技能要求
• 本科及以上学历，电力、自动化、仪器仪表、新能源或相关工程专业优先；
• Bachelor's degree or above in Electrical Engineering, Automation, Instrumentation, Renewable Energy, or related fields.
• 8年以上光伏或可再生能源行业销售经验；具备可再生能源行业背景者优先；
• 8+ years of sales experience in the solar or renewable energy industry; candidates with a renewable energy industry background are strongly preferred.
• 在光伏产业链核心企业（EPC、组件制造商、跟踪支架OEM、检测机构或系统集成商）中拥有成熟的客户关系；
• Established relationships with major players in the solar value chain (EPCs, module manufacturers, tracker OEMs, testing institutions, or system integrators).
• 具备独立完成项目报价、合同谈判及框架协议管理的能力；
• Proven ability to independently manage project quotations, contract negotiations, and framework agreements.
• 普通话流利；良好的英语沟通能力（书面及口头），能与国际团队及外部客户进行高效业务协同；
• Fluent in Mandarin; strong English communication skills, both written and spoken, with the ability to collaborate effectively with international teams and external stakeholders.
• 具备在未来几年成长为团队管理者的潜力；有人员管理经验者优先；
• Demonstrated potential to grow into a people manager in the coming years; prior people management experience is a plus.
• 外资企业（MNC）背景优先；能够频繁出差
• MNC experience preferred. Willing to travel frequently across China.
• Critical Competencies / Core Behaviors / 关键能力与核心行为
• 自驱与独立：能够在最少监督下端到端管理完整业务周期；
• Self-driven & Independent — Capable of managing the full business cycle end-to-end with minimal supervision.
• 韧性与适应力：在竞争激烈的市场环境中善于通过价值销售实现差异化；
• Resilient & Adaptable — Thrives in a competitive market environment and can differentiate through value-based selling.
• 关系构建：擅长在复杂的多方决策链（业主→EPC→渠道）中建立影响力；
• Relationship Builder — Skilled at navigating complex, multi-stakeholder decision chains.
• 跨文化沟通与协作：具备强大的内部与外部协作能力，能够联动跨地域、跨职能团队及外部合作伙伴共同达成业务结果；
• Cross-cultural Communication & Collaboration — Strong internal and external collaboration capabilities to work across geographies, functions, and external partners to deliver results.
• 问题解决导向：主动应对交付、质量或服务问题，维护客户信心；
• Problem Solver — Proactively addresses delivery, quality, or service issues while maintaining client confidence.