Solar installation & service sales representative job description
A solar sales representative meets homeowners and small business owners, looks over the roof, the shade and a year of power bills, and designs a solar or battery system with a price and a way to pay. The rep closes the sale, then stays the buyer's main contact until the system is turned on.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, electrical contractors · BLS, May 2025
Solar Panel Install & Service - Sales Representative
Company Name:
[INSERT COMPANY NAME HERE]
Department:
Sales
Reports to:
[Sales Manager]
Location:
[INSERT LOCATION HERE]
1. Position Summary
Serve as a key representative in driving solar panel installation and service sales while establishing and maintaining customer relationships. Responsible for providing accurate estimates, closing deals, and supporting customer needs, contributing directly to revenue growth and customer satisfaction.
2. Essential Duties and Responsibilities
Generate and nurture leads through strategic prospecting and effective customer engagement.
Provide comprehensive estimates and detailed consultations regarding solar panel installation and service options.
Close sales deals while ensuring high customer satisfaction throughout the sales cycle.
Develop and manage lasting relationships with both new and existing clients to secure repeat business.
Coordinate with installation teams to ensure that projects meet quality and compliance standards.
3. Key Tasks / Daily Activities
Conduct in-person and virtual consultations to assess client needs and recommend solutions.
Follow up with potential clients, schedule appointments, and guide them through the decision-making process.
Document sales activities, client interactions, and project progress using CRM software.
Collaborate with operations teams to align customer expectations with installation project parameters.
4. Key Performance Indicators (KPIs)
New Sales Generated: Minimum of 10 deals per month.
Customer Satisfaction Rating: >4.8 stars based on post-installation surveys.
Lead Conversion Rate: ≥25% conversion from initial inquiry to closed sale.
Revenue Growth: Achieve monthly revenue targets of at least $15,000.
5. Required Qualifications and Skills
Bachelor’s degree or equivalent experience in sales, business, or related field.
Minimum of 2 years of sales experience, preferably in the home services or renewable energy sectors.
Excellent communication and negotiation skills, both verbal and written.
Proficient with CRM platforms and Microsoft Office Suite.
Strong interpersonal skills with a client-focused approach.
6. Preferred Experience
Prior experience in solar panel sales, installation, or service environments.
Familiarity with renewable energy systems and environmentally sustainable practices.
Demonstrated success in achieving sales targets within a competitive market.
Experience collaborating with technical or installation teams to drive customer satisfaction.
7. Physical Requirements
Ability to work in varying weather conditions during site visits and customer consultations.
Occasional travel required to meet with clients and attend local trade events.
Capacity to perform onsite assessments, which may involve walking on roofs or uneven terrain.
Minimal lifting required for demonstration materials during presentations.
8. Work Environment and Schedule
Standard work hours between 8:00 AM and 5:00 PM, Monday through Friday.
Occasional weekends or evenings may be required to accommodate client availability.
Travel within the designated sales territory is expected.
On-call duties may be required during periods of high customer demand.
9. Compensation and Benefits
Base salary range of $45,000 - $55,000 per year, depending on experience.
Commission structure available with potential to earn an additional 10-15% of sales revenue.
Health, Dental, and Vision insurance benefits available.
401k plan with company match and other fringe benefits.
Performance bonuses based on achieving and exceeding sales targets.
10. Company Culture and Overview
We foster a collaborative and innovative work environment where each team member is encouraged to grow professionally and personally.
Our culture celebrates commitment to sustainability and excellent customer service.
We are dedicated to empowering our employees with the tools and resources needed to succeed.
Join us in a mission-driven company that values diversity, innovation, and continuous learning.
11. How to Apply
If you meet the above criteria and want to be part of a growth-oriented company focused on customer satisfaction, please send your resume to [INSERT EMAIL HERE] or apply online at [INSERT WEBSITE LINK HERE].
Need help filling this role? HireBus posts the ad, Iris interviews every applicant by phone before you do, and you decide who to hire. Start hiring now
A solar rep sells a system the buyer won't see until it's designed for their roof. Fire codes, state paperwork and the house itself limit what the rep can promise.
Firefighter paths take roof space
Codes based on the International Residential Code keep clear paths on the roof for firefighters. Brooklyn Park, Minnesota's solar guide, for example, cites R324.6: at least two pathways 36 inches wide from the roof edge to the ridge, and an 18-inch ridge setback, or 36 inches once panels cover more than about a third of the roof. Design to your local rules so the panel count you sell survives plan review. Source: City of Brooklyn Park, MN, Solar photovoltaic guide.
California buyers sign a state guide
In California, solar companies applying to connect a home in PG&E, SCE, SDG&E, Bear Valley, PacifiCorp or Liberty territory must collect the customer's initials and signature on the state's Solar Consumer Protection Guide, after giving them time to read it. Contracts signed on or after December 15, 2026 need Version 4. If you sell there, bring the current version to every appointment. Source: California Public Utilities Commission, Solar Consumer Protection Guide.
Check the roof's age before you design
Ask when the roof was last replaced, and look at it. If it will need replacing while the panels are still up, say so at the table and price either a reroof first or the cost to remove and reinstall the panels later. A buyer who learns this after signing is a likely cancel.
Size from a year of bills and what's coming
Base the system on twelve months of use, not one summer bill. Then ask about changes ahead: an electric car, a heat pump, a pool, a home office or a teenager moving out. Check your utility's limits on system size before you add panels for future use.
Land can beat the roof
On farms and acreages in South Dakota or Tennessee, a ground mount or a shed or barn roof may face south with no shade when the house doesn't. Price the trench run to the meter and check county setbacks and zoning before you promise a spot in the yard.
How much solar installation & service sales representatives make
The closest BLS group for solar installation & service sales representatives is sales representatives of services. Sales representatives of services who work for electrical contractors earned a median of $33.95 an hour ($70,620 a year) in May 2025, according to the Bureau of Labor Statistics. That’s about the same as the $69,990 median for sales representatives of services in all industries. About 13,580 of the 1,256,010 sales representatives of services in that survey work for electrical contractors.
Expect a base salary plus a commission for every signed system, with bonuses on targets. Spell out in the pay plan whether commission is earned at signing or at install.
Electrical contractors
$70,620$70,620 median Middle half $52,820–$102,330 10th–90th $42,440–$135,200
All industries
$69,990$69,990 median Middle half $47,670–$100,480 10th–90th $37,980–$148,840
$25k$50k$75k$100k$125k$150k$175k
10th–90th percentileMiddle halfMedianAnnual pay, May 2025. Source: BLS Occupational Employment and Wage Statistics.
Annual pay by percentile
Group
10th
25th
Median
75th
90th
Electrical contractors
$42,440
$52,820
$70,620
$102,330
$135,200
All industries
$37,980
$47,670
$69,990
$100,480
$148,840
BLS doesn’t publish pay for solar installers on their own. These figures cover electrical and wiring contractors, which include them. Post a real range for your market in the ad.
The pay line in the template above is an example from our Role Blueprint. Set yours from these figures and what local companies pay.
Skills to hire for, and what you can teach
Hire for these
Explaining kilowatts, kilowatt-hours and a power bill in plain words
Reading a roof for direction, shade and condition
Asking for the sale without pressure, and taking a no
Clean CRM notes and photos the design team can use
Presenting cash, loan and lease prices side by side
Teach these on the job
Your design and proposal software
Local fire setback and HOA rules
Your lenders' applications
Battery options and which circuits they can back up
The handoff to permitting and install
Reps work from a tablet loaded with the CRM, the lender apps and design software like OpenSolar or Aurora Solar. Add a ladder, a tape measure and a phone camera for roof, meter and panel photos.
Solar installation & service sales representative interview questions
Two of the 6 questions we'd ask, and what a strong answer sounds like. Ask every candidate the same questions, and rate each answer on your own before you compare notes.
Situational · Honest roof advice
The homeowner's roof looks near the end of its life, and they want solar now. What do you advise?
A strong answer: Explains panels would need to come off for a re-roof later at a cost, recommends roofing first or together and documents the conversation.
Behavioral · Closing without pressure
Tell me about a sale where the homeowner took weeks to decide while comparing loan, lease or cash offers.
A strong answer: Answered concerns, set clear next steps and respected their timeline.
Solar installation & service sales representative KPIs
The template's targets are placeholders. Swap in your own once you know your average system price and close rate.
New Sales Generated
Count contracts signed each month in the CRM, and flag any the design team had to change after the site survey, since those show what the rep missed at the house.
Customer Satisfaction Rating
Send the survey after power-on, ask whether the system matched what the rep said, and read the comments for promises about timing or savings.
Lead Conversion Rate
Divide signed deals by first appointments held, split by lead source, so self-found and marketing leads are each judged on their own.
Revenue Growth
Total signed contract value each month, less cancellations and change orders, and compare it with last month and the same month last year.
Solar installation & service sales representative FAQ
Does a solar sales rep have to go up on roofs?
The template's lines on weather, roofs and uneven ground mean tasks like setting a ladder, walking a roof to measure and photograph it, crossing a yard to check shade, and finding the meter and main panel, sometimes in rain or summer sun. Some companies send a surveyor or use drone and satellite images instead. If your reps do go up, train them on your ladder and fall protection rules first.
How much does a solar installation & service sales representative make?
Sales representatives of services who work for electrical contractors earned a median of $33.95 an hour ($70,620 a year) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $52,820 and $102,330 a year. Pay also depends on your local market, experience and overtime.
Should a solar rep offer a battery on every appointment?
Ask, don't push. Find out how often the power goes out, what they'd want running during an outage, and whether anyone at home relies on powered equipment. Then show the price with and without a battery. A buyer who adds one later may need a second permit and visit, so it's worth asking at the first meeting.
Should a solar rep close on the first visit?
Only when both owners are there, the roof has been looked at and the buyer has had time to read the proposal and any state forms. Many reps plan two visits: one to learn the house and bills, one to present the design. A rushed signature often turns into a cancel.
Should a solar rep sell to a homeowner who may move soon?
Yes, if the rep is plain about what a move means. Ask how long they expect to stay. A system bought with cash stays with the house. A loan may need to be paid off when the home sells, and a lease or power purchase agreement usually passes to the new owner, often with the provider's approval. Show the transfer section of the contract they would sign rather than guessing.
