Midwest Market Lead – Business Development

This is a fully remote position, open to applicants in Illinois, +1 more state.

📋 Description

• Formulate and implement a go-to-market strategy for the Midwest region.

• Achieve annual sales and revenue objectives for USGBC/GBCI products and services.

• Identify key customer segments, market potentials, and commercial initiatives.

• Develop and oversee a robust sales pipeline.

• Source, assess, advance, and finalize leads and business opportunities.

• Ensure precise records of pipeline, opportunities, and forecasts in Salesforce.

• Manage assigned new-business opportunities from initial contact through to closing.

• Negotiate and finalize memberships, sponsorships, and multi-product agreements.

• Employ consultative selling techniques to comprehend customer needs and promote USGBC/GBCI solutions.

• Establish and nurture relationships with potential and current customers, members, executives, and stakeholders.

• Oversee renewals, retention, cross-selling, lead transitions, and customer onboarding processes.

• Implement regional or global marketing and sales initiatives within the designated territory.

• Foster relationships with industry associations, corporate and community partners, and sustainability experts.

• Represent USGBC and GBCI at industry functions, meetings, and conferences.

• Create growth strategies for strategic opportunities and enhance product usage.

• Monitor and report on pipeline health, conversion rates, forecast precision, revenue results, campaign success, and product usage.

• Engage in pipeline reviews and performance discussions with the Regional Director.

• Observe local market dynamics, competitive actions, customer priorities, and policy changes.

• Collaborate with Sales Operations, Account Management, Client Solutions, Marketing, Product, and other departments.

• Contribute market narratives, customer insights, and content for websites, newsletters, and social media platforms.

• Report to the Regional Director for U.S. Market Development.

• Undertake additional duties and responsibilities as assigned.

⛳️ Requirements

• A minimum of 10 years of experience in B2B sales, business development, or market development.

• Experience preferably in real estate, green building, sustainability, or related sectors.

• Proven track record of achieving or surpassing sales and revenue goals.

• Experience in building and managing qualified sales pipelines.

• Proficient in negotiating and closing commercial agreements.

• Experienced in crafting sales strategies, business development plans, and outreach activities.

• Skilled in engaging senior executives, decision-makers, corporate stakeholders, and industry partners through consultative selling and relationship management.

• Experience managing a specific sales territory, market, or customer segment with responsibility for pipeline development and revenue generation.

• Proficient in using CRM data to manage opportunities, forecasts, and commercial performance.

• Experience collaborating with sales, account management, marketing, and product teams.

• Bachelor's degree in business administration, marketing, international business, communications, real estate, sustainability, or a related field preferred.

• Proficient in Salesforce or a similar CRM platform.

• Proficient in Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, and Teams, or equivalent tools.

• Experience utilizing CRM reports, sales dashboards, and pipeline tracking tools.

• Familiarity with virtual meeting, presentation, and digital collaboration platforms.

• Strong consultative selling, negotiation, presentation, and relationship management abilities.

• Exceptional written and verbal communication skills.

• Strong analytical, problem-solving, and decision-making capabilities.

• Financial literacy and budgeting skills.

• Strong organizational and time-management abilities.

• Capacity to work independently and manage an assigned territory.

• Ability to forge relationships across various industries, cultures, and professional backgrounds.

• Commitment to the mission of USGBC.

• LEED Green Associate or LEED AP credential preferred but not mandatory.

• Relevant professional certifications in sales, business development, or account management are advantageous.

• Willingness to travel approximately 25% of the time.

• Availability to work Monday to Friday, from 9:00 AM to 5:30 PM in the candidate’s respective time zone.

🏝️ Benefits

• Competitive salary.

• 401(k) plan with employer matching contributions.

• Reimbursement for professional development.

• Comprehensive healthcare coverage through Cigna, including medical, dental, vision, and prescription drug plans.

• Employer-paid healthcare premiums.

• HRA to assist with in-network medical deductible expenses.

• Generous paid time off policy.

• 12 paid holidays annually.

• 9 paid personal sick days.

• 2 to 3 weeks of paid time off based on career level.

• Operations are closed for an entire week between Christmas and New Year’s.

• 6 weeks of paid renewal leave after 7 years of continuous employment.

• Purpose-driven and inclusive organizational culture.

• Opportunities for career advancement and ownership of impactful work.

• Chance to contribute to global sustainability initiatives.