Distribution Success Manager in Edinburgh

About Us: OpenSolar was founded in 2017 by global pioneers in solar software - Andrew Birch and Adam Pryor. OpenSolar exists to accelerate the adoption of solar and renewable energy globally. We provide the world's clean energy professionals with an end-to-end digital design, sales and management software to grow their businesses, free of charge. OpenSolar is driven by its mission to accelerate the adoption of solar for a world powered by sunshine by 2050. We stay focused on our mission by obsessing over the experience of our end users, being open and honest, solving problems through careful and deliberate design, and by keeping things simple. OpenSolar is a truly global organisation with our team spread across 15 countries and our user base spread over 180+ countries.

At OpenSolar, we are dedicated to cultivating a workplace that celebrates diversity and promotes inclusivity. Our goal is to build a team that is reflective of the communities we serve, recognising that diversity brings strength and richness to our organisation. We believe that everyone should feel empowered to bring their authentic selves to work and we are committed to creating an environment where all employees are valued, respected, and supported. We actively seek to attract and retain a talented workforce that represents the breadth of our society. We provide equal opportunities for everyone to thrive and advance in their careers, enabling them to achieve their full potential.

This is your opportunity to be part of the clean energy movement, creating a lasting impact on the world. All while being part of a passionate, fun, and highly collaborative team.

The Role: The Distribution Success Manager is responsible for enabling revenue growth through OpenSolar’s hardware distribution partners. This role enables distributor partners to leverage OpenSolar’s platform, tools, and market insights to win new installer customers and better serve existing ones.

You’ll use your knowledge of the market, solar and energy storage products, and installer buying needs to help distributors and their teams make the most of the OS platform, monetizing it for them and for OpenSolar.

What you’ll be doing:

• Act as a strategic advisor to OpenSolar’s distribution partners, helping them maximise commercial opportunity through the OpenSolar platform.
• Work closely with distributor leadership, eCommerce teams and Account Managers to ensure showcased product portfolios are commercially relevant, competitive, and aligned with installer demand.
• Advise distributors on which products should be prioritised, positioned, promoted, replaced, or phased out within the platform.
• Help distribution partners optimise product visibility, portfolio structure, pricing presentation, and catalogue positioning to improve engagement, BOM conversion and hardware ordering through OpenSolar.
• Identify gaps, duplication, redundancy or ageing product lines and recommend replacement strategies based on market trends, manufacturer roadmaps and installer demand.
• Support distributors in understanding how installers interact with digital procurement and ecommerce workflows, and how to maximise conversion within the OpenSolar ecosystem.

Market Intelligence & Product Advisory:

• Maintain a strong understanding of distributor inventory strategies, supply chain dynamics, stock holding, product lifecycle management and installer purchasing behaviour within the UK solar market.
• Maintain awareness of evolving product trends, compatibility requirements, technology shifts and regulatory changes that may impact distributor product strategy.
• Liaise closely with manufacturers and industry bodies to understand product pipelines, upcoming launches, end-of-life products, supply constraints and strategic positioning.
• Translate manufacturer and market intelligence into practical commercial recommendations for distribution partners and the OpenSolar platform.
• Advise distributors on portfolio readiness for changing regulations, certification requirements and market developments.
• Use OpenSolar market and platform data to help partners make informed decisions around portfolio management and commercial planning.
• Be data literate and able to understand the story, indicators and commercial value behind each data point.

Relationship Management & Enablement:

• Build trusted relationships with distributor stakeholders across category management, ecommerce, sales and commercial teams.
• Act as a consultative partner, helping distributors understand how to get the maximum value and visibility from the OpenSolar platform.
• Support distributors with onboarding, portfolio reviews, catalogue optimisation and strategic planning sessions.
• Help partners better understand installer behaviour, product adoption trends and opportunities to increase engagement and conversion.
• Work collaboratively with manufacturers and distribution partners to improve alignment between product availability, market demand and platform positioning.

Cross-Functional Collaboration:

• Work closely with OpenSolar’s Product, Commercial, Operations and Marketing teams to improve distributor experience and platform effectiveness.
• Provide feedback on market trends, distributor challenges, installer behaviour and product performance.
• Support the ongoing evolution of the OpenSolar hardware ordering experience and marketplace functionality.
• Act as an internal subject matter expert on UK solar distribution, hardware positioning and ecommerce best practice.

What you’ll need:

• Strong understanding of the UK solar distribution landscape, including supply chain dynamics, stock holding, product positioning and installer purchasing behaviour.
• Experience working within solar distribution, manufacturing, category management, product management or commercial channel development.
• Good technical understanding of residential solar hardware and product compatibility across modules, inverters, batteries, mounting systems and associated technologies.
• Understanding of product lifecycle management, including product launches, replacement planning, end-of life transitions and portfolio rationalisation.
• Knowledge of ecommerce platforms and digital procurement workflows within distribution or wholesale environments.
• Ability to interpret market trends and translate them into practical commercial recommendations.
• Excellent relationship-building and stakeholder management skills.
• Strong communication and presentation abilities, with the confidence to engage at both operational and leadership level.
• Highly organised, commercially aware and comfortable managing multiple strategic partner relationships simultaneously.
• Ability to influence and advise without direct authority.
• Ideally existing relationships with the solar and energy storage supply chain.
• Curiosity about solar data, trends and changing regulations to enable you to make informed recommendations.
• Self-motivated and drive towards successful uptake of OpenSolar on-line ordering.

What we bring:

• A Passionate, Driven, and Highly Collaborative Team: Join a team that is dedicated to making a difference, where collaboration and passion drive our success.
• Mission-Focused Organization with a Well-being-Led Culture: We prioritize both our mission to drive clean energy solutions and the well-being of our team members, fostering a supportive and healthy work environment.
• Diverse, Equitable, and Inclusive Work Environment: We celebrate diversity and inclusivity, creating a workplace where everyone's contributions are valued and respected.
• Professional Development and Support for Your Growth: We invest in your development with opportunities for learning and advancement, supporting your career journey.
• Constant Exposure to New Opportunities: Experience a dynamic work environment where you'll encounter cutting-edge technology solutions and innovative projects.
• Fast-Paced Environment with Leading Technology Solutions: Work at the forefront of the clean energy sector, leveraging state-of-the-art technology to drive impactful change.
• Flexible Leave Options: Enjoy flexibility to manage your life-work priorities with leave options that support your personal and professional well-being.
• Opportunity to Create a Lasting Impact: Be part of the clean energy movement and contribute to a sustainable future, making a meaningful impact on a global scale.

How to Apply: If you’re passionate about renewable energy and excited to help solar businesses grow through technology, we’d love to hear from you. Please submit your resume along with a short cover letter outlining your relevant experience and interest in the role. Join us in shaping the decade of solar.