Regional Director – Market Development

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

📋 Description

• Propel the mission of USGBC and GBCI by enhancing the adoption of green building products, services, and solutions throughout the United States.

• Formulate and implement the market development and sales strategy for the U.S. market.

• Stimulate revenue growth while fortifying strategic relationships with customers and partners.

• Lead, mentor, coach, and develop market leads designated for the U.S. market.

• Set performance standards, sales goals, KPIs, and development objectives.

• Create a multi-year strategic and revenue plan tailored for the U.S. market.

• Oversee sales plans specific to territories across assigned countries and markets.

• Manage pipeline evaluations, forecasting, performance reporting, and coaching sessions.

• Track pipeline health, conversion ratios, forecast precision, and revenue results.

• Provide updates on regional sales performance and suggestions to the Global Head of Market Development.

• Cultivate senior-level connections with strategic customers, sponsors, partners, and industry influencers.

• Assist with complex, high-value, multi-territory, and strategic commercial prospects.

• Collect market insights and convert them into commercial priorities and strategies for customer engagement.

• Enhance USGBC's relationships with industry leaders, policymakers, peer organizations, sponsors, members, and strategic partners.

• Represent USGBC and GBCI at industry gatherings, conferences, and events, including Greenbuild.

• Partner with Marketing and Communications to drive pipeline creation and revenue enhancement.

• Collaborate with Advocacy and Policy teams on engagement with U.S. government, regulatory bodies, and policymakers.

• Refine commercial processes, sales enablement, training, coaching, methodologies, and team capabilities.

• Encourage consistent use of CRM, data integrity, sales forecasting, and performance management.

• Make commercial decisions within assigned authority and escalate significant risks and exceptions as needed.

• Report to the Global Head of Market Development while collaborating with Sales Operations, Account Management, Client Solutions, Marketing and Communications, Product, and other teams.

⛳️ Requirements

• At least 15 years of progressively responsible experience in B2B sales, business development, or market development.

• Experience at the executive level in leading, motivating, supervising, and developing sales teams across geographically distributed or multi-market environments.

• Proven track record of leading sales teams that meet or surpass revenue, pipeline, and commercial growth goals.

• Established experience in creating and executing market development and sales strategies.

• Extensive background in managing strategic customer relationships, renewals, cross-selling, upselling, and complex commercial deals.

• Strong negotiation skills and consultative selling experience.

• Experience in leading sales or market development teams across various territories, countries, or geographic regions.

• Proven ability to set sales targets, manage commercial forecasts, and hold distributed sales teams accountable.

• Experience collaborating with global or multinational commercial teams.

• Knowledge and experience within the green building industry.

• Experience in forming strategic partnerships, sponsorships, and relationships with industry associations or policymakers.

• A bachelor’s degree in business administration, marketing, international business, finance, sustainability, real estate, or a related field is required.

• Proficiency in Salesforce or a similar CRM platform.

• Advanced skills in CRM reporting, sales pipeline dashboards, forecasting tools, and commercial performance analytics.

• Proficiency in Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, Teams, and SharePoint, or comparable platforms.

• Experience with sales reporting and business intelligence tools such as Microsoft Power BI, Tableau, or comparable platforms.

• Familiarity with digital collaboration, virtual meeting, and performance management tools.

• Strong leadership, people-management, strategic planning, negotiation, consultative selling, executive relationship management, analytical, problem-solving, decision-making, financial, and commercial skills.

• Ability to lead and develop sales teams across designated geographic markets.

• Capability to work collaboratively with global stakeholders across various cultures, functions, and time zones.

• A commitment to the missions of USGBC and GBCI and an interest in promoting sustainability in the built environment.

• LEED Green Associate or LEED AP credential is preferred.

• Relevant professional certifications in sales leadership, strategic account management, business development, or Salesforce are preferred.

• A master’s degree in business administration, business leadership, sustainability management, or a related discipline is preferred.

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

• Willingness to travel domestically or internationally as required by business needs.

🏝️ Benefits

• Competitive compensation.

• 401(k) plan with employer matching.

• Reimbursement for professional development.

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

• USGBC covers 100% of healthcare premiums.

• HRA to support employees and their dependents with the in-network medical deductible.

• Generous paid time off, comprising 12 paid holidays, 9 paid personal sick days, and 2–3 weeks of PTO depending 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 employment.

• Option for remote work within the U.S.

• A purpose-driven, inclusive culture.

• Opportunities for career growth and to take ownership of meaningful work.