Job: Director of Distribution

The Director of Distribution (DD) is a new position within Real Goods Solar that is critical to our growth and development in 2013 and beyond. The DD will head up the new Distribution Division based at the Hopland Solar Living Center that will sell solar and renewable energy products to solar installers and provide various kits and assemblies (like water pumping and remote solar) to our Latin American sales department. The DD’s primary responsibility will be working with the GM of Retail and Distribution to launch this new division strongly in 2013 and establish RGS as a viable distributor in the solar industry focusing on off-grid solar as well as grid-tied solar ensuring success while facilitating rapid growth.

The Director of Distribution is responsible for building and developing a strong team to effectively and profitably enter the Solar Distribution market:

• Customer Care Team: excellent customer service will dictate our success in this new venture. The DD will build an excellent team to strive for the best customer service of any solar distribution company in the current market.
• Sales Team: in the beginning the DD will initiate relationships him/herself and build out sales directly with solar installers. After initial relationships are established sales manager(s) will be recruited commensurate with the needs of a growing sales organization on a nationwide basis.
• Operations Team: the DD will work with the GM of Retail and Distribution and the Manager of Retail and eCommerce to establish a strong Operations team to effectively ship orders on time and better than expectation, leveraging assets for all Solar Living Center location needs.
• Purchasing & Merchandising Team: the DD will work with the GM of Retail and Distribution and the Manager of Retail and eCommerce to establish a strong Purchasing & Merchandising team to ensure the finest quality and most efficient product mix and just-in-time delivery of product. The DD will work to ensure a cash flow positive environment where customers pay RGS well before our vendors require payment.

Key Responsibilities:

• Work with GM of Retail and Distribution to meet and exceed established board-approved budget for revenue and gross profit levels for the new Distribution Division
• Establish a growth map for distribution rollout that includes a regional plan that provides for the fastest growth and profitability to get us to $10M in profitable revenues in 2013
• Work closely with GM and Latin American Sales Director to establish and sell solar water pumping packages and off-grid solar generation packages
• Work closely with Retail and eCommerce Manager to maximize synergies and cross marketing between the divisions emanating from the Solar Living Center
• Create, own and maintain the Standard Operating Procedure (SOP) from the point of sale through the delivery of product to the customer
• Collaborate closely with GMs, Finance, Sales, Marketing, and Engineering department heads
• Ensure the customer receives a quality experience post-sale by prompt follow-up and proactive communication throughout the project life cycle
• Ensure timely and accurate entry of customer data, marketing promotions, purchasing data, delivery information and accounting of sales and marketing efforts
• Coordinate with regional sales efforts to maximize synergies between residential, commercial, eCommerce, and distribution opportunities
• Work with Manager of Retail and eCommerce to determine software needs for the Distribution Division and coordinate SOPs with same
• Participate with GM of Retail and Distribution in the annual budgeting process to ensure staffing needs for department are met
• Participate in strategic and business process improvement projects for the distribution network
• Evaluate the effectiveness and recommend alternative for work methods, procedures, controls and staffing to achieve accurate and timely movement and processing of product
• Manage to ensure warehouse layout is optimally aligned for maximum efficiency as seasonality and inventory needs require
• Interact with business partners to drive results and deliver solutions
• Coach, train, and develop direct reports informally and through formal training programs, providing both informal and formal job performance-based feedback
• Develop and maintain inter-departmentally agreed upon metrics for departmental success
• Travel as necessary to meet with customers, sales staff, attend shows, and ensure revenue and expense budgets are being met. In the first year the position may require 50% or more time traveling.
• Maintain both an office at the Solar Living Center and a home office to ensure camaraderie in the work office environment as well as ability to travel based at home office
• Ensure staffing needs are met for expansion territories outside of budget
• Develop a flexible department with a can-do attitude able to support the rapidly changing market conditions of various expansion scenarios
• Perform other tasks as assigned

 
Essential Qualifications:

• At least 5 years of experience and knowledge in pv solar distribution and residential solar in a high volume environment
• Experience in commercial solar a plus
• At least 5 years of experience managing people
• At least 2 years of experience developing and executing to budgets
• Strong leadership and interpersonal skills; continuous improvement in a leadership role
• Strong sales skills with a demonstrated history of success
• Very strong analytical and communication skills
• Proven ability to measure and perform against internal and external industry
• Bachelor’s Degree
• Strong technical skills in solar and a strong understanding of how pv solar works
• Strong presentation skills
• Strong persuasion skills
• Motivational management approach
• Full comprehension and ability of all current software technology including Word, Excel, Powerpoint, Skype, WebEx, etc.

Keys to Success:

• Focus – efforts should be focused on what matters and is most material to the business
• Good relationships – you will need to accomplish goals through others and good inter-departmental relations will be paramount to your success
• Recognize, acknowledge and reward team successes quickly. Coach, lead, and share successes.
• Maximize amazing and legendary customer service. This will be both the key to our short term success by differentiating ourselves from our competition and our long term success by retaining customers.
• Minimize cancellation rates
• Increase referral rates