Sales Manager - West Coast

Illuminate USA; California; Hybrid; USD 90,000 - 150,000; Full time

Job summary

Illuminate USA, based in Central Ohio with a 1.1 million-square-foot facility in Pataskala, is seeking a Sales Manager to drive growth across the Eastern United States. This role reports to the Vice President of Sales and focuses on building relationships with solar developers, EPCs, utilities, and other key customers.

The ideal candidate brings five+ years in B2B solar sales, a strong network, and a track record of navigating complex deals from engagement to contract execution.

Qualifications

• Five or more years of B2B sales, account management, or business development experience.
• Experience selling solar modules or other products within the solar/renewable energy industry.
• Established relationships with solar developers, EPCs, utilities, independent power producers, distributors, or other relevant customers.
• Proven success managing large, complex sales opportunities and negotiating commercial agreements.
• Strong understanding of the U.S. solar market, customer buying processes, and project development cycles.

Responsibilities

• Develop and execute a regional sales strategy aligned with company revenue, volume, and profitability goals.
• Identify and pursue new business opportunities throughout the East Coast territory.
• Build and maintain strong relationships with solar developers, EPCs, utilities, independent power producers, distributors, and other strategic customers.
• Manage the complete sales process, including prospecting, qualification, pricing discussions, proposal development, contract negotiation, and closing.
• Maintain accurate sales forecasts and CRM records; provide regular updates on performance.
• Collaborate with Operations, Finance, Legal, Supply Chain, Engineering, and Marketing to support customer requirements.
• Travel regularly throughout the assigned territory and to Illuminate USA’s manufacturing facility as needed.

Skills

B2B sales

Relationship management

Negotiation

Forecasting

Industry knowledge - solar/renewable

Travel flexibility

Education

Bachelor's degree in Business, Engineering, Renewable Energy, Marketing, or related field

Tools

Salesforce

Job description

Job Description Sales manager Located in the heart of Central Ohio, Illuminate USA is transforming solar panel manufacturing from our cutting-edge facility in Pataskala. As a new standalone joint venture established by two global leaders in renewable energy, we’ve rapidly grew to over 1,500 associates and are now fully operational in our 1.1 million-square-foot factory. Our vision is to establish one of the largest solar panel manufacturing operations in the Western Hemisphere. This is an exciting time to join Illuminate USA as we continue to grow and innovate. We’re not just building solar panels—we’re building a team of dedicated, passionate associates eager to make a real impact. If you’re looking to be part of a collaborative, people-focused, and forward-thinking workplace, we want to hear from you! We offer competitive pay, comprehensive benefits, and continuous opportunities for career growth. Come join us on this journey to create a brighter, more sustainable future in the Columbus area.

The Sales Manager will be responsible for driving sales growth and expanding Illuminate USA’s customer base throughout the Eastern United States. Reporting to the Vice President of Sales, this role will develop and manage relationships with solar developers, EPCs, utilities, independent power producers, distributors, and other key customers. The ideal candidate has strong experience in solar module sales, a well-established industry network, and a demonstrated ability to manage complex, high-value sales opportunities from initial engagement through contract execution.

Responsibilities

• Develop and execute a regional sales strategy aligned with company revenue, volume, and profitability goals.
• Identify and pursue new business opportunities throughout the assigned East Coast territory.
• Build and maintain strong relationships with solar developers, EPCs, utilities, independent power producers, distributors, and other strategic customers.
• Manage the complete sales process, including prospecting, customer qualification, product presentations, pricing discussions, proposal development, contract negotiation, and closing.
• Develop a strong pipeline of short-term and long-term opportunities and maintain accurate sales forecasts.
• Partner with the Vice President of Sales to establish regional priorities, customer strategies, and sales targets.
• Maintain a strong understanding of customer projects, purchasing timelines, technical requirements, and commercial needs.
• Work closely with internal teams, including Operations, Finance, Legal, Supply Chain, Engineering, and Marketing, to support customer requirements and successful contract execution.
• Monitor market conditions, competitor activity, pricing trends, policy developments, and customer demand within the region.
• Represent Illuminate USA at customer meetings, industry conferences, trade shows, and networking events.
• Maintain accurate and timely customer, pipeline, forecasting, and sales activity information within the company’s CRM.
• Provide regular updates regarding sales performance, market conditions, customer feedback, competitive risks, and regional opportunities.
• Support customer relationships following contract execution to encourage satisfaction, repeat business, and long-term partnerships.
• Travel regularly throughout the assigned territory and to Illuminate USA’s manufacturing facility as needed.

Required Qualifications

• Bachelor’s degree in Business, Engineering, Renewable Energy, Marketing, or a related field, or an equivalent combination of education and relevant experience.
• Five or more years of business-to-business sales, account management, or business development experience.
• Demonstrated experience selling solar modules or other products within the solar or renewable energy industry.
• Established relationships with solar developers, EPCs, utilities, independent power producers, distributors, or other relevant customers.
• Proven success managing large, complex sales opportunities and negotiating commercial agreements.
• Experience developing regional sales strategies, managing pipelines, and delivering reliable sales forecasts.
• Strong understanding of the U.S. solar market, customer buying processes, project development cycles, and competitive landscape.
• Strong communication, presentation, negotiation, and relationship-management skills.
• Ability to work independently, manage competing priorities, and collaborate effectively across departments.
• Ability to travel regularly throughout the East Coast region.

Preferred Qualifications

• Experience selling utility-scale solar modules.
• Experience working with a domestic solar manufacturer.
• Knowledge of solar supply agreements, project financing considerations, domestic-content requirements, and relevant trade or energy policies.
• Experience using Salesforce or another customer relationship management system.
• Existing customer relationships within the Eastern U.S. solar market.

At Illuminate USA, we are committed to fostering an inclusive and diverse workplace. We proudly embrace equal opportunity for all, ensuring that all qualified applicants are considered for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by law.

Your unique background and experiences are valued here, as we believe they strengthen our team and drive our mission forward.

Illuminate is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Illuminate USA, a new standalone joint venture established by two global leaders in renewable energy, is building one of the largest solar panel manufacturing factories in the Western Hemisphere. This 1.1 million-square-foot factory is currently in advanced stages of preparation in the Columbus, Ohio area. Illuminate USA is seeking highly motivated team members to help the company grow from startup to a full scale, industry leading manufacturer with $1B - $2B expected annual revenue and over 1,200 employees in less than two years. This will be a fast-paced and exciting time in our history as we are building something great from the ground up here in central Ohio. We offer competitive pay, benefits, and ongoing career development opportunities. Come join our collaborative, people-focused, and innovative workplace as we embark upon this unique and exciting journey!