New England Market Lead – Business Development

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Create and implement a go-to-market strategy for the New England 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 qualified sales pipeline.

• Source, qualify, progress, and close leads, prospects, and business opportunities.

• Maintain precise pipeline, opportunity, and forecast data within Salesforce.

• Manage assigned new business opportunities from initial contact to commercial closure.

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

• Utilize consultative selling techniques to comprehend customer needs and devise commercially viable solutions.

• Build relationships with potential customers, current clients, members, senior executives, and stakeholders.

• Pinpoint product adoption, account growth, renewal, retention, and cross-selling opportunities.

• Coordinate customer onboarding and lead transitions with account management, sales operations, and client solutions.

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

• Tailor outreach and engagement efforts to suit local customer demands and market dynamics.

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

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

• Formulate growth strategies for strategic opportunities and enhance engagement across USGBC/GBCI offerings.

• Monitor and report on pipeline health, conversion rates, forecast accuracy, revenue results, campaign effectiveness, and product adoption.

• Participate in pipeline evaluations and performance discussions with the Regional Director.

• Keep abreast of local market trends, competitive actions, customer priorities, and policy changes.

• Share market intelligence with USGBC/GBCI teams.

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

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

• Represent the organization with professionalism and undertake other assigned responsibilities.

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

• Travel approximately 25% within the designated territory.

⛳️ Requirements

• At least 10 years of experience in B2B sales, business development, or market development.

• Experience ideally within real estate, green building, sustainability, or related fields.

• Proven history of meeting or surpassing sales and revenue goals.

• Experience in building and managing qualified sales pipelines.

• Proficiency in negotiating and finalizing commercial agreements.

• Experience in developing and executing sales strategies, business development plans, and commercial outreach initiatives.

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

• Experience managing a defined sales territory, market, or customer segment with direct responsibility for pipeline growth and revenue generation.

• Experience utilizing CRM data to manage opportunities, maintain accurate sales forecasts, and track commercial performance.

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

• Bachelor's degree in a relevant field is preferred but not mandatory.

• Proficiency with Salesforce or a similar CRM platform.

• Proficiency with Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, and Teams.

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

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

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

• Excellent written and verbal communication skills.

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

• Financial literacy and competence in interpreting sales and revenue performance.

• Strong organizational and time management skills.

• Ability to work autonomously and manage an assigned territory effectively.

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

• Commitment to the mission of USGBC.

• LEED Green Associate or LEED AP certification is preferred but not required.

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

🏝️ Benefits

• Competitive salary.

• 401(k) with employer matching contributions.

• Reimbursement for professional development.

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

• 100% employer-paid healthcare premiums.

• Health Reimbursement Arrangement (HRA) to support in-network medical deductible costs.

• Generous paid time off, comprising 12 paid holidays, 9 paid personal sick days, and 2 to 3 weeks of PTO based on career level.

• Operations are closed for a full week between Christmas and New Year’s.

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

• Purpose-driven and inclusive workplace culture.

• Opportunities for career advancement and the ability to take ownership of impactful work.

• Approximately 25% travel within the designated territory.