Regional Sales Manager - VA/MD

ABOUT US:

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.

POSITION OVERVIEW:

The Regional Sales Manager – VA/MDbuilds and grows Axia by Qcells’ Sales Partner channel across Virginia and Maryland. You own the full partner lifecycle in the territory: recruiting new dealers, onboarding and training them, holding them accountable to quality and volume, and growing regional revenue.

We’re looking for a residential solar sales leader who has scaled an indirect or dealer channel before and knows the Mid-Atlantic market. You’ll combine strong commercial judgment with operational discipline, and you’ll be in the field with partners every week.

Axia moves like a high-growth company: fast decisions, a growing market and real room to build, with leadership and support teams invested in your success. It’s also backed by the scale and financial strength of Qcells and the Hanwha Group, so you and your partners sell with a bankable brand behind you.

RESPONSIBILITIES:

Recruit and grow the partner network

• Identify, qualify, and recruit high-performing Sales Partner organizations across Virginia and Maryland.
• Build and work a regional target list of dealers, installers, and sales organizations; run recruiting calls from first conversation through signed agreement.
• Structure and negotiate Sales Partner agreements that protect margin and customer experience.
• Develop local lead generation strategies that feed partner pipeline.

Enable and train partners

• Onboard new partners and train them on Axia’s sales process, solar and energy storage (ESS) solutions, financing options, and value proposition.
• Lead recurring training directly or through third-party support so every partner is consistently ready to sell.
• Set and reinforce best practices that deliver an excellent customer experience through partner-led sales.

Drive performance and accountability

• Deliver monthly and quarterly sales targets for the VA/MD region.

• Own regional forecasts, funnel analytics, and conversion metrics; spot trends early and act on them.
• Run partner accountability frameworks, including scorecards, business reviews and performance improvement plans.
• Partner with the Digital Products team on tools for partner performance tracking and call auditing.

Know the market

• Know the intricacies of Maryland’s SREC market, net metering changes and storage incentives, and coach partners to sell and stay compliant within them.
• Track Virginia and Maryland utility, incentive, and permitting changes and translate them into partner guidance.
• Share competitive intelligence and recruiting wins with the broader East Region team.

REQUIRED QUALIFICATIONS:

• 5+ years managing Sales Partner or dealer channels in residential solar.
• A track record of growing revenue through indirect sales and partner enablement.
• Deep knowledge of solar PV, energy storage systems (ESS), and residential permitting and installation.
• An active network of solar sales organizations and professionals.
• Experience structuring and negotiating residential solar sales partner agreements.
• Comfort analyzing sales funnel data, reporting on it, and acting on the trends.
• A self-starter and problem solver who takes ownership, works through ambiguity, and builds what’s missing without waiting for direction.
• Strong written, verbal, and presentation skills, including executive leadership.
• Ability to travel 40–60% within Virginia and Maryland, plus a valid driver’s license.

PREFERRED QUALIFICATIONS:

• Experience in a fast-paced, high-growth environment — startup-like pace and ownership, ideally inside a larger, established company.
• Background in door-to-door solar sales, at a large residential solar sales organization, or running your own solar business.
• Direct experience selling or managing partners in the Virginia and Maryland residential solar markets.
• Working knowledge of Mid-Atlantic incentive and interconnection programs, such as Maryland SRECs (including Brighter Tomorrow Act SRECs), the Maryland Energy Administration’s residential energy storage grant, the utility virtual power plant pilots, and utility processes at Dominion Energy, Appalachian Power, BGE, Pepco, Delmarva Power and Potomac Edison.
• Familiarity with county permitting across Northern Virginia and the Baltimore–Washington corridor, including Virginia’s new residential solar permitting rules.
• Experience selling third-party owned (lease and PPA) offerings alongside cash.
• CRM and reporting fluency (Salesforce or similar).

COMPENSATION:

Base salary per year plus commission/incentive bonus tied to regional sales performance. Final pay depends on experience, skills, and location.

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.