Director of Sales, Natural Resources - SCS Global Services

Company Overview
Since 1984, SCS Global Services has been a pioneer and leader in the field of sustainability standards and third-party certification, working across the economy in the natural resources, built environment, food and agriculture, consumer products, and climate sectors. Partnering with companies, government agencies, NGOs, and stakeholders, we are striving to advance sustainable development goals through independent assessment, the application of sound science, and innovative solutions. Through these services, we are enabling decision-makers and purchasers to make informed decisions, giving innovators a competitive edge, and helping to drive the development of leadership standards to create a framework for continuous improvement.

Job Overview

Develop and execute an effective sales strategy and support the Managing Director of Sales through identifying and assessing new business opportunities in the division based company strengths. Lead a divisional sales team, coaching and mentoring salespeople to ensure the division meets its sales goals. Build and leverage relationships with high-value key accounts and key prospects, including mapping customer needs to SCS’s programs and overseeing proposal development. Recruit new sales talent for the division in collaboration with the Managing Director of Salles, facilitate cross-training of sales personnel, and build effective working relationships with both domestic and international salespeople.

Relevant Standard/Schemes
ASC Aquaculture
Carbon Offset Verification
Carbon Offset Verification - Forestry
FSC CoC
FSC-FM
MSC Fisheries
Seafood CoC

Essential Duties and Responsibilities

Planning, Development, and Reporting

• Lead the development of effective sales plans for the division that tier to the corporate strategic vision and include a strong component of outbound sales; oversee and monitor the successful execution of these plans by collaborating effectively with Marketing and leveraging the talent of sales team members
• Prepare department, program and division sales forecasts using Salesforce CRM to establish data-driven sales goals for the division’s sales team, and in support of corporate-level sales monitoring by the Managing Director of Sales
• Ensure the division’s sales goals are met through continuously tracking sales performance, assessing the health of the new business pipeline, and providing guidance to members of the sales team as leads and opportunities are moved through the through the sales process
• Leverage Salesforce CRM to report on new business pipeline weekly, quarterly, and annually; prepare reports for strategy/tactics sales meetings with company sales leaders
• Represent the assigned division in regular corporate sales meetings; collaborate with colleagues across all divisions to exchange information such as selling strategies and marketing intelligence
• Work with Marketing to support events (trade show/conference planning, exhibit booths, marketing collateral, etc.) and other outbound sales initiatives
• Oversee the role of the divisional sales team in preparing new clients for onboarding; ensure the sales team follows established protocols for the handoff process from Sales to Operations, facilitating improvements to these processes as needed

Identify and Generate New Business Opportunities

• Maintain knowledge of industry trends, key developments, and the competitive landscape for SCS products and services; provide strategic advice to the Managing Director of Sales on market trends and recommend strategies to maximize competitive advantage
• Effectively promote SCS programs and services to prospective and existing clients; develop industry contacts through networking; effectively convey advantages of SCS's services
• Represent SCS at industry events and tradeshows, over time to include speaking engagements and other thought leadership activities
• Work with Marketing to support events (trade show/conference planning, exhibit booths, marketing collateral, etc.) and other outbound sales initiatives
• Identify and anticipate needs related to marketing collateral, website resources and client and prospective client support; communicate those needs to marketing via marketing resources, and collaborate with marketing team in the further development and refinement of marketing content
• Identify opportunities for service bundling, new service development and service enhancements to expand program offerings; recommend bundled services to current and potential clients based on analysis of customer needs and applicability of offerings
• Generate and maintain sales pipeline for the assigned portfolio through responding to inquiries and referrals, implementing outbound sales campaigns, cold calling, and conducting other outbound sales activities consistent with the divisional sales plan
• Prequalify sales leads and maintain status of all new business opportunities in Salesforce CRM database
• Generate proposals and professional service agreements for new clients; lead RFP and RFI responses for areas of subject matter expertise
• Work with program manager, Managing Director of Sales, and legal team to negotiate prices and terms of sale
• Meet personal sales targets for assigned portfolio
• Support the sales team to ensure that individual, program, department, and divisional goals are met

Maintain Client Records

• Enter and maintain client information on Salesforce CRM database and server per program protocols; ensure the sales team follows these protocols
• Document sales activity and pipeline in database, and drive adoption of technology platforms that enhance sales efforts
• Make certain the sales team maintains a clean lead queue and strong sales pipeline
• Develop quotations and change orders as needed

Staff Management

• Ensure company strategy, policies, and legal guidelines as communicated by the Managing Director of Sales are followed by the sales team
• Provide leadership and support to the assigned sales team; motivate and encourage the team to optimize sales efforts utilizing all the tools and resources at their disposal
• Have regular check-ins with direct reports, including monitor progress of closed won opportunities vs. user goals in Salesforce
• Convene regular sales team meetings with the purpose of ensuring sales goals are being met and tactical elements of the division’s sales plan are being executed upon
• Provide 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 effectively implements sales plan
• Conduct annual performance reviews of direct reports in accordance with SCS policy
• Proactively address performance issues in a timely manner
• Provide necessary sales training to junior level sales staff
• Work to foster a conflict-free and respectful team atmosphere, collaboratively working on key accounts with the Managing Director, Marketing and Operations, and integrating the domestic and international sales teams
• Monitor sales staffing needs and serve as hiring manager for new recruits; grow, recruit and cross-train sales team based on identified or anticipated needs
• Review expense reports and timecards for direct reports, and ensure approved expenses are budgeted

Professional Development

• Develop and maintain an in-depth understanding of services and programs relative to assigned portfolio and SCS's portfolio
• Cross train and become competent in scoping and selling select programs beyond assigned portfolio
• Attend industry events relevant to current sales portfolio
• Seek mentorship, in-person and virtual training, and independent study in support of professional development; this includes meeting with mentors and prospects during qualification and discovery phases of new projects
• Attend manager trainings and meetings

Minimum Qualifications

• Bachelor's Degree in a STEM field (e.g. Natural Sciences, Engineering and Technology) or
• Master's Degree Business Administration and
• 7-9 years of experience in an outside sales capacity within the field
• Expertise in restructuring, building, growing and/or managing a sales team
• Strong leadership, communication and negotiation skills
• Highly organized with well-developed organizational skills

The above description is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all responsibilities, duties, and skills required. Additional duties outside of normal responsibilities may be required from time to time as assigned.

Working Remotely
SCS is recruiting all open roles to be remote; allowing our employees the ability to work flexibly and allowing SCS as a company to diversify the experience and perspectives of our growing workforce. This is a home-office based role and may include travel with local, domestic, and/or international trips. Details will be clarified during the recruitment process.

Estimated Annual Salary
$95,000 - $135,000

EEOC Statement:
SCS provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. SCS complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.