Regional Director – Market Development

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $190k - $210k / year

⏰ Full Time

🔴 Lead

👔 Director

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U.S. Green Building Council

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 1993

🏗️ Construction

🏥 Healthcare

📦 Logistics

Construction • Healthcare • Logistics

U. S. Green Building Council is a leader in promoting sustainable building practices and minimizing climate impacts through its innovative LEED (Leadership in Energy and Environmental Design) rating system. By advocating for environmentally responsible construction and development, the USGBC enhances the well-being of individuals, communities, and the planet. The council unifies a global community to advance sustainable construction and encourage energy-efficient, eco-friendly building practices.

📋 Description

• Advance USGBC and GBCI's mission by increasing adoption of green building products, services, and solutions across the United States • Develop and execute the U.S. market development and sales strategy • Drive revenue growth and strengthen strategic customer and partner relationships • Lead, supervise, coach, and develop market leads assigned to the U.S. market • Establish performance expectations, sales targets, KPIs, and development objectives • Develop a multi-year strategic and revenue plan for the U.S. market • Oversee territory-specific sales plans across assigned countries and markets • Manage pipeline reviews, forecasting, performance reporting, and coaching discussions • Monitor pipeline health, conversion rates, forecast accuracy, and revenue outcomes • Provide regional sales performance updates and recommendations to the Global Head of Market Development • Build senior-level relationships with strategic customers, sponsors, partners, and industry leaders • Support complex, high-value, multi-territory, and strategic commercial opportunities • Gather market intelligence and translate it into commercial priorities and customer engagement strategies • Strengthen USGBC's relationships with industry leaders, policymakers, peer organizations, sponsors, members, and strategic partners • Represent USGBC and GBCI at industry meetings, conferences, and events including Greenbuild • Collaborate with Marketing and Communications on pipeline generation and revenue growth • Collaborate with Advocacy and Policy teams on U.S. government, regulatory, and policymaker engagement • Improve commercial processes, sales enablement, training, coaching, methodologies, and team capabilities • Promote consistent CRM adoption, data quality, sales forecasting, and performance management • Make commercial decisions within delegated authority and escalate significant risks and exceptions • Report to the Global Head of Market Development and collaborate with Sales Operations, Account Management, Client Solutions, Marketing and Communications, Product, and other teams

🎯 Requirements

• Minimum of 15 years of progressively responsible experience in B2B sales, business development, or market development • Executive-level experience leading, motivating, supervising, and developing sales teams in geographically distributed or multi-market environments • Demonstrated success leading sales teams that achieve or exceed revenue, pipeline, and commercial growth objectives • Proven experience developing and implementing market development and sales strategies • Extensive experience managing strategic customer relationships, renewals, cross-selling, upselling, and complex commercial opportunities • Strong negotiation and consultative selling experience • Experience leading sales or market development teams across multiple territories, countries, or geographic markets • Experience establishing sales targets, managing commercial forecasts, and holding distributed sales teams accountable • Experience collaborating with global or multinational commercial teams • Knowledge and experience in the green building industry • Experience developing strategic partnerships, sponsorships, and relationships with industry associations or policymakers • Bachelor's degree in business administration, marketing, international business, finance, sustainability, real estate, or a related field required • Proficiency with Salesforce or a comparable CRM platform • Advanced proficiency with CRM reporting, sales pipeline dashboards, forecasting tools, and commercial performance analytics • Proficiency with Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, Teams, and SharePoint, or comparable platforms • Experience using sales reporting and business intelligence tools such as Microsoft Power BI, Tableau, or comparable platforms • Experience using 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 assigned geographic markets • Ability to collaborate with global stakeholders across cultures, functions, and time zones • Commitment to the missions of USGBC and GBCI and interest in advancing sustainability in the built environment • LEED Green Associate or LEED AP credential preferred • Relevant professional certifications in sales leadership, strategic account management, business development, or Salesforce preferred • Master's degree in business administration, business leadership, sustainability management, or related discipline preferred • Ability to work Monday to Friday, 9:00 AM to 5:30 PM in the candidate's time zone • Ability to travel domestically or internationally as business needs require

🏖️ Benefits

• Competitive compensation • 401(k) with employer matching • Professional development reimbursement • Healthcare plan through Cigna including medical, dental, vision, and prescription drugs • 100% of healthcare premiums covered by USGBC • HRA assisting employees and dependents with the in-network medical deductible • Generous paid time off, including 12 paid holidays, 9 paid personal sick days, and 2–3 weeks PTO based on career level • Operations closed for a full week between Christmas and New Year’s • 6 weeks paid renewal leave after 7 years of continuous service • Remote work in the U.S. • Purpose-driven, inclusive culture • Opportunities to grow your career and take ownership of meaningful work

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