Job Description: Regional Account Manager (RAM)

Program: National Firewood Phase-Out Program

Location: Regional (High Field Mobility Required)

The Mission

To eliminate firewood dependency in schools by securing Lock-Ins for advanced solar thermal/PV solutions. You aren't just selling equipment; you are managing a complex ecosystem of school boards, financial institutions, and technical partners to hit aggressive weekly targets.

Key Responsibilities

Field Leadership & Execution

• Physical Presence: Maintain a high-intensity field schedule with a minimum of 3 school visits per day, engaging directly with Principals and Board of Management (BoM) representatives.
• The Lock-In: Take full accountability for moving schools from "Interested" to "Locked-In." This includes securing signed Transition Commitment Agreements and aligning them with financing paths.
• Decision Velocity: Manage the pipeline with a "Force a Decision" mindset, ensuring every school lead reaches a definitive 'Yes' or 'No' within 14 calendar days.

Stakeholder/ Partner Management

• Force Multiplication: Manage and mentor a portfolio of 10 active technical partners.
• Quality Control: Review and approve solar-partner proposals, ensuring a 90% first-pass approval rate.
• Training & Enforcement: Retrain or course-correct partners who fall below compliance or activity thresholds.

Strategic Pipeline Management

• Territory Mapping: Within your first 10 days, successfully map a territory of 350–450 schools, identifying student populations and assigned partners.
• Conversion Focus: Maintain a weekly rhythm of 25–35 actively engaged schools, ensuring a consistent output of 15–20 Lock-Ins per week.

Requirements

Required Profile

• The Closer Instinct: You have a proven track record in B2B or institutional sales where "closing the deal" is the primary metric.
• Stakeholder Diplomacy: You can navigate a boardroom of BoM members one hour and a technical site visit with technical installers the next.
• Logistical Rigor: You are comfortable with heavy local travel and possess the discipline to log activity and "decision movement" daily.
• Financial Literacy: Basic understanding of institutional financing (asset financing/loans) to guide schools through the path.

Education & Academic Background

• A Bachelor’s degree in Business Administration, Marketing, Economics, or Project Management.
• Technical Edge: Candidates with a background in Renewable Energy Engineering or Environmental Studies are highly preferred, as they can speak confidently about thermal efficiency and PV tech to school boards.
• An MBA or a Master’s in Strategic Management is an added advantage given the complex stakeholder management involved.

Professional Experience

• Sales Closers (5–7 Years): Proven track record in B2B or Institutional sales.
• Experience selling into schools, hospitals, or government agencies is a non-negotiable asset.
• Renewable Energy Exposure: At least 2–3 years in the renewable energy sector, specifically dealing with commercial and industrial (C&I) clients or large-scale institutional projects.
• Channel Management: Experience managing "force multipliers"—specifically 3rd- party sales agents or solar installation partners.

Technical & Behavioral Competencies

• Financial Literacy: You must understand Asset Financing. Since the program uses a partners financing path," the RAM must be able to explain interest rates, repayment periods, and ROI to a school’s Board of Management.
• CRM Mastery: Proficiency in tools like Salesforce, Hub Spot, or custom proprietary platforms to track “Decision Velocity" and "Lock-in" statuses.
• The "Closer" Mentality: High emotional intelligence (EQ) and negotiation skills to "force a decision" within the 14-day target without damaging the relationship.
• Field Mobility: Ready to travel across counties to reach mapped schools.

• Maintain a high-intensity field schedule with a minimum of 3 school visits per day, engaging directly with Principals and Board of Management (BoM) representatives.
• Take full accountability for moving schools from "Interested" to "Locked-In." This includes securing signed Transition Commitment Agreements and aligning them with financing paths.
• Manage the pipeline with a "Force a Decision" mindset, ensuring every school lead reaches a definitive 'Yes' or 'No' within 14 calendar days.
• Manage and mentor a portfolio of 10 active technical partners.
• Review and approve solar-partner proposals, ensuring a 90% first-pass approval rate.
• Retrain or course-correct partners who fall below compliance or activity thresholds.
• Within your first 10 days, successfully map a territory of 350–450 schools, identifying student populations and assigned partners.
• Maintain a weekly rhythm of 25–35 actively engaged schools, ensuring a consistent output of 15–20 Lock-Ins per week.

• Proven track record in B2B or institutional sales
• Stakeholder diplomacy
• Logistical rigor
• Basic understanding of institutional financing
• Proficiency in CRM tools (Salesforce, Hub Spot, or custom proprietary platforms)
• High emotional intelligence (EQ)
• Negotiation skills
• Field mobility

• A Bachelor’s degree in Business Administration, Marketing, Economics, or Project Management.
• Candidates with a background in Renewable Energy Engineering or Environmental Studies are highly preferred.
• An MBA or a Master’s in Strategic Management is an added advantage.
• Proven track record in B2B or Institutional sales (5-7 years).
• Experience selling into schools, hospitals, or government agencies.
• At least 2–3 years in the renewable energy sector, specifically dealing with commercial and industrial (C&I) clients or large-scale institutional projects.
• Experience managing "force multipliers"—specifically 3rd- party sales agents or solar installation partners.
• Understanding of Asset Financing, including interest rates, repayment periods, and ROI.