New York/New Jersey Market Lead – Business Development

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

📋 Description

• Create and implement a go-to-market strategy for the New York/New Jersey region.

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

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

• Build and oversee a qualified sales pipeline.

• Source, qualify, advance, and secure leads, prospects, and commercial opportunities.

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

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

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

• Utilize consultative selling methods to comprehend customer needs and devise effective solutions.

• Manage pricing, contracting, and commercial decisions within authorized limits.

• Develop and sustain relationships with potential customers, existing clients, members, senior executives, and stakeholders.

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

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

• Tailor outreach to local customer requirements, market circumstances, and priority sectors.

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

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

• Formulate growth strategies for strategic opportunities and enhance product adoption.

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

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

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

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

• Perform additional duties and responsibilities as assigned.

⛳️ Requirements

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

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

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

• Proven experience in building and managing qualified sales pipelines.

• Skilled in negotiating and concluding commercial agreements.

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

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

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

• Familiarity with using CRM data to manage opportunities, maintain forecasts, and track commercial performance.

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

• A bachelor’s degree in a related field is preferred.

• Proficient in Salesforce or a similar CRM platform.

• Competent with Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, and Teams, or comparable tools.

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

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

• Knowledge of sales prospecting, lead generation, or business intelligence tools is preferred.

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

• Excellent written and verbal communication skills.

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

• Financial literacy and the ability to interpret sales and revenue performance.

• Exceptional organizational and time-management skills.

• Capacity to manage multiple opportunities, priorities, and deadlines.

• Ability to work independently while maintaining accountability for sales and revenue targets.

• Capability to develop and sustain relationships across various industries, cultures, and professional backgrounds.

• Commitment to the mission of USGBC.

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

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

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

• Flexibility to collaborate across different time zones.

🏝️ Benefits

• Competitive compensation.

• 401(k) with employer matching.

• Professional development reimbursement.

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

• 100% of healthcare premiums covered by USGBC.

• HRA to assist with in-network medical deductibles.

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

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

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

• Approximately 25% travel within the assigned territory.

• A purpose-driven, inclusive culture.

• Opportunities to advance your career and take ownership of meaningful work.

• Opportunity to make a measurable impact on global sustainability efforts.