Director, Residential Channel Strategy

Qcells North America; San Francisco (CA); On-site; USD 180,000 - 260,000; Full time

Job summary

Hanwha Q CELLS America Inc. in San Francisco seeks a Director, Residential Channel Strategy to lead U.S. residential channel strategy across modules, battery, TPO, installer and dealer channels.

You will shape go-to-market approaches, partner models, and route-to-market design in collaboration with Sales, EnFin, Axia, New Homes, Product and Operations. You will partner with cross-functional teams and own strategic frameworks, channel prioritization, pricing logic, and growth initiatives to

Qualifications

• Bachelor’s degree required.
• 10+ years of experience in channel strategy or related fields.
• Strong understanding of U.S. residential market structures (installer networks, distribution models, financing/TPO platforms, builder/new homes channels).
• Proven experience leading complex, cross-functional initiatives and translating market insight into executable strategy.
• Ability to build structured analyses, business cases, and recommendations for senior leadership.
• Excellent communication, stakeholder management, analytical and organizational skills.

Responsibilities

• Build channel strategy for the residential business across modules, battery, TPO, installer, distributor and dealer channels.
• Develop market-backed channel plans to improve channel coverage, product mix, revenue quality and partner value creation.
• Design and refine go-to-market strategies by channel segment (direct accounts, distribution, finance/TPO, builder/new homes).
• Identify whitespace opportunities, gaps and expansion priorities and translate them into growth initiatives.
• Partner with internal stakeholders to shape channel offerings across hardware, financing and services.
• Build strategic frameworks, operating guidelines and business cases to support prioritization, pricing and sales execution.
• Lead cross-functional projects with clear ownership, milestones and KPIs to improve scalability and portfolio performance.
• Provide strategic insight on residential market trends, competitive dynamics and channel evolution.

Skills

Channel strategy

Cross-functional leadership

Sales strategy

Stakeholder management

Analytical skills

Education

Bachelor’s degree in Business, Engineering, Economics, Marketing, or related field

Job description

POSITION DESCRIPTION

We are looking for a Director, Residential Channel Strategy, to join the Channel Management Team within the Residential Business Office (RBO). This role will lead channel strategy development across the U.S. residential solar market, with a focus on building scalable go-to-market approaches across modules, battery, TPO, installer and dealer channels, distribution, and new homes. The ideal candidate will bring strong insight into residential channel structures, partner business models, and route-to-market design, and will work closely with cross-functional teams including Residential Sales, EnFin, Axia, New Homes, Product, and Operations. This position will be based out of the San Francisco office.

Description

We are looking for a Director, Residential Channel Strategy, to join the Channel Management Team within the Residential Business Office (RBO). This role will lead channel strategy development across the U.S. residential solar market, with a focus on building scalable go-to-market approaches across modules, battery, TPO, installer and dealer channels, distribution, and new homes. The ideal candidate will bring strong insight into residential channel structures, partner business models, and route-to-market design, and will work closely with cross-functional teams including Residential Sales, EnFin, Axia, New Homes, Product, and Operations. This position will be based out of the San Francisco office.

Responsibilities

• Build channel strategy for Qcells’ residential business across modules, battery, TPO, installer, distributor, dealer, and all channels.
• Develop market-backed channel plans that improve channel coverage, product mix, revenue quality, and long-term partner value creation.
• Design and refine go-to-market strategies by channel segment, including direct accounts, distribution, finance/TPO platforms, and builder/new homes pathways.
• Identify whitespace opportunities, channel gaps, and expansion priorities across the residential value chain, and translate them into actionable growth initiatives.
• Partner with internal stakeholders to shape channel-specific and bundled offerings across hardware, financing, and services where they support broader residential growth.
• Build strategic frameworks, operating guidelines, and business cases to support channel prioritization, partner development, pricing logic, and sales execution.
• Lead cross-functional projects with clear ownership, milestones, and KPIs to improve commercial scalability, channel productivity, and portfolio performance.
• Provide strategic insight on residential market trends, competitive dynamics, and channel evolution to support leadership decision-making and long-term business planning.

Required Qualifications

• Bachelor’s degree in Business, Engineering, Economics, Marketing, or a related field.
• Minimum 10+ years of experience in channel strategy, commercial planning, business development, sales strategy, or related functions within residential solar, storage, TPO, or adjacent industries.
• Strong understanding of U.S. residential market structures, including installer networks, distribution models, financing/TPO platforms, and new homes channels.
• Proven experience leading complex, cross-functional initiatives and translating market insight into executable business strategy.
• Ability to build structured analyses, business cases, and strategic recommendations for senior leadership.
• Excellent communication, stakeholder management, analytical, and organizational skills.

Preferred Qualifications

• Advanced degree such as an MBA or other relevant graduate degree.
• Experience across multiple residential channel types such as direct installer, distributor, finance/TPO, dealer, and builder/new homes.
• Knowledge of residential product and commercial dynamics across PV modules, battery systems, financing structures, and integrated solution offerings.
• Strong understanding of key regional market dynamics, particularly in major residential solar states such as California, Texas, and Florida.
• Experience working with data-driven planning, performance tracking, and channel optimization tools.

Hanwha Q CELLS America Inc. ("HQCA") is a Qcells company, one of the world’s largest manufacturers and providers of solar photovoltaic (PV) products and solutions. Headquartered in Irvine, California, HQCA has been rapidly expanding its business in North America through the expansion of products and solutions, including distributed energy solutions, direct-to-homeowner solar sales and financing, and EPC services. We provide an opportunity to be part of an exciting and growing world-class global business in an interesting and expanding industry of the future.

Physical, Mental & Environmental Demands

To comply with the Rehabilitation Act of 1973 the essential physical, mental and environmental requirements for this job are listed below. These are requirements normally expected to perform regular job duties. Incumbents must be able to successfully perform all the functions of the job with or without reasonable accommodation.

Mobility

• Standing: 20% of time
• Sitting: 70% of time
• Walking: 10% of time

Strength

• Pulling: up to 10 Pounds
• Pushing: up to 10 Pounds
• Carrying: up to 10 Pounds
• Lifting: up to 10 Pounds

Dexterity (F = Frequently, O = Occasionally, N = Never)

• Typing: F
• Handling: F
• Reaching: F

Agility (F = Frequently, O = Occasionally, N = Never)

• Turning: F
• Twisting: F
• Bending: O
• Crouching: O
• Balancing: N
• Climbing: N
• Crawling: N
• Kneeling: N

The salary range is required by the California Pay Transparency Act and may differ depending on the location of those candidates hired nationwide. Actual compensation is influenced by a wide array of factors including but not limited to, skill set, education, licenses and certifications, essential job duties and requirements, and the necessary experience relative to the job’s minimum qualifications.

• This target salary range is for CA positions only and should not be interpreted as an offer of compensation.

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