Director, Preconstruction and Sales Operations

Polar Racking Inc. is a North American leader in the design, engineering and manufacturing of PV mounting systems. We are at the forefront of PV innovation, leading the industry in cutting-edge design with a focus on continuous innovation, with a vision to deliver the highest value to our clients at the lowest cost per kWh. Our diversified portfolio of rooftop and ground mount products for the residential, commercial, and utility scale markets, coupled with our unique suite of engineering collaboration tools, technical services, and installation support, allows us to deliver turnkey solutions that are modular, lighter, and quicker to install.

We support our North American clients from our locations in North America.

The Director, Preconstruction & Sales Operations leads the work that turns qualified sales opportunities into commercially sound, technically coordinated, and execution-ready projects. The role owns the preconstruction process, including estimating, proposal development, pricing governance, risk review, and the handoff from Sales to Operations.

This is a hands-on leadership position for someone with experience in technical sales and project operations. You will align customer commitments with engineering requirements, supplier capacity, installation needs, and project schedules, while developing the team and processes needed to support growth.

Responsibilities
Preconstruction leadership

Lead projects from opportunity qualification through bid submission, contract award, and formal handoff to the delivery team.

Establish bid/no-bid criteria and project review gates based on profitability, customer requirements, technical feasibility, capacity, and commercial risk.

Coordinate preliminary layouts, design inputs, foundation assumptions, site information, quantities, and installation requirements with Engineering and Operations.

Develop preconstruction schedules and identify long-lead materials, supplier constraints, site risks, and required customer decisions before commitments are made.

Evaluate alternatives that improve cost, constructability, schedule, or customer value, with technical validation by the responsible engineering team.

Estimating and commercial management

Lead the estimating function and set standards for takeoffs, cost models, supplier quotations, contingencies, and documented pricing assumptions.

Review material, foundation, installation, freight, duty, currency, and other project costs with the appropriate functional leaders.

Oversee proposals so that scope, exclusions, deliverables, payment milestones, warranties, and schedule assumptions are clear and consistent.

Recommend pricing and negotiate commercial terms within delegated authority; escalated margin exceptions and material contractual risks to leadership and legal counsel as appropriate.

Maintain cost benchmarks and compare bid assumptions with actual project outcomes to improve future estimates.

Sales operations and customer support

Set consistent processes for opportunity qualification, proposal requests, quote turnaround, approvals, and customer follow-up.

Maintain CRM discipline and provide reliable reporting on pipeline, forecast bookings, bid status, conversion, and expected project start dates.

Partner with Sales and Business Development on strategic pursuits, technical presentations, and negotiations with developers, EPC contractors, and other customers.

Align proposal workloads and expected awards with Engineering, Supply Chain, and Operations capacity.

Resolve technical and commercial questions during the sales cycle and ensure customer commitments are documented and achievable.

Operational readiness and project handoff

Coordinate procurement plans, supplier lead times, delivery sequencing, and preliminary…