Market Development Manager

Generac Power Systems • San Jose, CA • 6h ago

We are Generac, a leading energy technology company committed to powering a smarter world.

Over the 60 plus years of Generac's history, we've been dedicated to energy innovation. From creating the home standby generator market category, to our current evolution into an energy technology solutions company, we continue to push new boundaries.

The Market Development Manager (MDM) is responsible for building foundational market presence for Generac Solar & Battery Solutions within regional installer networks. This role actively prospects new business opportunities and onboards installers to sell and install Generac Clean Energy products, including PWRmicro, PWRcell 2, and other Generac ecosystem components. The position focuses on pipeline development, relationship building, and territory growth, while staying current on solar industry trends and opportunities

The position is remote in Northern California.

Essential Duties and Responsibilities

70% - 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

20% - 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

10% - 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

Minimum Job 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 Job Requirements

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.

"We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability status, protected veteran status, or any other characteristic protected by law."

As one of the leaders and largest suppliers of power generation equipment and technology, the work we do touches millions of lives. Employees at Generac are encouraged to be innovative and are valued as an integral part of our global team. Our challenging goals develop knowledgeable employees dedicated to helping continue Generac's success. Generac provides individuals the opportunity to work in a fast-paced agile work environment where their work makes a difference in people's lives and their own.

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