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SCS Global Services · 1 day ago

Director, Business Development and Strategy, Climate

United States

Full-time

Remote

Lead/Staff, Director/Executive

$95K/yr - $135K/yr

5+ years exp

SCS Global Services is a pioneer in sustainability standards and third-party certification, and they are seeking a Director of Business Development and Strategy for their Climate division. This role is responsible for developing and executing a sales strategy, leading the sales team, and collaborating with marketing to drive performance and meet revenue goals.

Health Care

Diversity & Inclusion

Responsibilities

Lead the development and implementation of the division’s sales strategy, which ties to the corporate revenue strategy

Lead the development and successful execution of strategic sales plans by collaborating effectively with technical leaders, marketing leaders, executive leaders, and other divisional and international sales directors

Prepare department, program, and division sales forecasts; establish data-driven sales goals for the division and in support of accurate corporate-level sales monitoring

Leverage the talent of sales team members to meet and exceed the sales goals for the division

Define divisional strategic goals for new business revenue growth in collaboration with the VP of Climate, leveraging a multi-disciplinary team, including performance goals and professional development plans for each member of the team

Track sales performance using Salesforce CRM, continually assessing the health of the new business pipeline

Oversee the documentation of sales activities in Salesforce, ensuring the team maintains a clear lead queue and strong sales pipeline; drive adoption of other technology platforms that enhance sales efforts

Represent the assigned division in corporate sales meetings; collaborate with colleagues across all divisions and SCS entities to exchange information such as selling strategies and marketing intelligence

Report on new business pipeline weekly, quarterly, and annually for strategic and tactical sales meetings with company sales leaders

Oversee the role of the divisional sales team in preparing new clients for onboarding; ensure the team follows established protocols for the handoff process from Sales to Operations, facilitating improvements to these processes as needed

Contribute to corporate-level sales initiatives led by the Managing Director of Sales, as requested

Maintain knowledge of industry trends, key developments, and the competitive landscape for the Climate Division, and to a lesser extent, other SCS products and services; provide strategic advice to corporate sales leadership, VP of Climate, and program leaders on market trends and recommend strategies to maximize competitive advantage

Represent SCS at industry events and tradeshows, over time to include speaking engagements and other thought leadership activities; develop industry contacts through networking and effectively conveying advantages of SCS' services

Identify opportunities for cross-selling, service bundling, new service development, and service enhancements to expand program offerings; recommend bundled services to current and potential clients based on customer needs

Generate sales revenue by leveraging subject matter experts at SCS to identify opportunities, engage clients with tailored solutions, and close high-value deals

Collaborate with Marketing to ensure the delivery of effective marketing for the Climate division’s programs and services to attract prospective clients and retain and cross-sell to existing clients

Identify and anticipate needs related to marketing collateral, website resources, and client support; communicate those needs to Marketing and collaborate with Marketing to develop and refine marketing content

Work with Marketing to support events (trade show/conference planning, exhibit booths, marketing collateral, etc.) and other outbound sales initiatives

Provide strategic input to Marketing on campaign priorities and messaging to ensure alignment with divisional sales objectives and target markets

Monitor, support, and evaluate Marketing’s execution of agreed-upon tactics, offering feedback and adjustments to optimize lead generation and conversion outcomes

Ensure company strategy, policies, OKRs, and legal guidelines are followed by the divisional sales team in coordination with the Managing Director of Sales and the VP of Climate

Provide leadership and support to the divisional sales team; motivate and encourage the team to optimize sales efforts utilizing all the tools and resources at their disposal, especially Salesforce

Conduct regular check-ins with the divisional sales team, including monitoring progress of closed won opportunities vs. program and user goals in Salesforce

Convene regular sales team meetings to ensure sales goals are met and tactical elements of the division’s sales plan are executed effectively

Provide the sales team with clearly defined performance objectives and feedback on an ongoing basis; ensure the sales team meets user goals for each program, collaborates in the pursuit of key accounts, and implements the division’s annual sales plans

Conduct annual performance reviews of direct reports in accordance with SCS policy

Provide necessary sales training and coaching to sales team members within the division and externally

Work to foster a conflict-free and respectful team atmosphere

Monitor sales staffing needs and serve as the hiring manager for new personnel; grow, recruit, and cross-train the sales team based on identified or anticipated needs

Ensure that the sales team generates proposals consistent with the company’s standards for excellence and quality; ensure that multidisciplinary RFP and RFI responses are prepared efficiently and in a structured manner

Collaborate with salespeople, technical managers, Managing Director of Sales, and legal team to negotiate prices and terms of sale

Develop and maintain an in-depth understanding of services and programs relative to assigned portfolio and SCS as a whole

Cross-train and become competent in scoping and selling select programs beyond assigned portfolio, including in other divisions as needs arise

Attend industry events relevant to current sales portfolio and assess emerging opportunities

Seek mentorship, in-person and virtual training, and independent study in support of professional development; this includes meeting with colleagues and mentors during qualification and discovery phases of new projects

Attend manager trainings and meetings

Qualification

Sales strategy developmentGHG accountingAssuranceCarbon offset verificationSalesforce CRMMarketing collaborationLeadership experienceCommunication skillsNegotiation skillsOrganizational skillsInitiative