Company Overview
SCS Global Services is a pioneer and leader in the field of sustainability standards and third-party certification, working across the economy in the natural resources, built environment, food and agriculture, consumer products, and climate sectors for over 40 years. As a Benefit Corporation, we are committed to socially and environmentally responsible business practices, and through the application of sound science, we are driving positive change.

Job Overview
The Director of Business Development and Strategy, Climate is responsible for developing and executing a comprehensive sales strategy that leverages the unique strengths of each department within the Climate division. This role leads the division's sales team, presently consisting of seller-doers, by ensuring accountability and providing mentorship, coaching, and implementation of efficient sales processes to drive performance and alignment with company revenue and profitability goals. The Director collaborates closely with Marketing to ensure the successful development and implementation of effective marketing plans for each program.

The ideal candidate is a seasoned sales leader, preferably with experience in marketing and corporate sustainability, that has the aptitude to understand the technical sales aspects of GHG accounting, ESG assurance, and sustainability claims. A high-level understanding of carbon offset verification to support sales leads and cross-selling is also required. This position will oversee the implementation of sales for the division, including cultivating and expanding relationships with high-value accounts and strategic prospects, aligning customer needs with SCS's offerings, and overseeing the development of winning proposals which focus on integrity and quality customer service.

As the Climate division's sales leader, the Director will recruit top sales talent, promote cross-training, and foster collaboration across domestic and international teams. The role requires close partnership with the division's Vice President, technical teams, and corporate sales leadership to ensure sales goals are met and exceeded.

The Director is expected to keep abreast of regulatory trends, identify emerging opportunities, and craft strategies to monetize new business areas in collaboration with the VP of Climate. Ultimately, this role is accountable for achieving the division's sales targets and setting clear, measurable goals for each sales team member.

Relevant Standards/Schemes

• American Carbon Registry (ACR)
• California Air Resources Board Cap-and-Trade Program
• California ARB Mandatory Reporting Rule (MRR)
• Canadian Greenhouse Gas Reporting Program
• Carbon Disclosure Project (CDP)
• Carbon Neutral Certification
• Carbon Offset Verification
• Climate Action Reserve
• Corporate Sustainability Reporting Directive (CSRD)
• ESG Assurance
• GHG Inventory Verification
• ISO 14025 Environmental Labels and Declarations - Type III
• ISO 14044 Life Cycle Assessments Environmental Management - LCA
• ISO 14067 Greenhouse Gases - Carbon Footprint of Products
• ISO 21930 Sustainability in Buildings and Civil Engineering Works
• Product Carbon Footprint Verification (PCF)
• The Climate Registry (TCR)
• Verified Carbon Standard
• WRI GHG Protocol
• Other relevant voluntary and regulatory approaches

Essential Duties and Responsibilities
Planning, Development, and Reporting Sales

• Lead the development and implementation of the division’s sales strategy, which ties to the corporate revenue strategy
• Lead the development and successful execution of strategic sales plans by collaborating effectively with technical leaders, marketing leaders, executive leaders, and other divisional and international sales directors
• Prepare department, program, and division sales forecasts; establish data-driven sales goals for the division and in support of accurate corporate-level sales monitoring
• Leverage the talent of sales team members to meet and exceed the sales goals for the division
• Define divisional strategic goals for new business revenue growth in collaboration with the VP of Climate, leveraging a multi-disciplinary team, including performance goals and professional development plans for each member of the team
• Track sales performance using Salesforce CRM, continually assessing the health of the new business pipeline
• Oversee the documentation of sales activities in Salesforce, ensuring the team maintains a clear lead queue and strong sales pipeline; drive adoption of other technology platforms that enhance sales efforts
• Represent the assigned division in corporate sales meetings; collaborate with colleagues across all divisions and SCS entities to exchange information such as selling strategies and marketing intelligence
• Report on new business pipeline weekly, quarterly, and annually for strategic and tactical sales meetings with company sales leaders
• Oversee the role of the divisional sales team in preparing new clients for onboarding; ensure the team follows established protocols for the handoff process from Sales to Operations, facilitating improvements to these processes as needed
• Contribute to corporate-level sales initiatives led by the Managing Director of Sales, as requested

Identify and Generate New Business Opportunities

• Maintain knowledge of industry trends, key developments, and the competitive landscape for the Climate Division, and to a lesser extent, other SCS products and services; provide strategic advice to corporate sales leadership, VP of Climate, and program leaders on market trends and recommend strategies to maximize competitive advantage
• Represent SCS at industry events and tradeshows, over time to include speaking engagements and other thought leadership activities; develop industry contacts through networking and effectively conveying advantages of SCS' services
• Identify opportunities for cross-selling, service bundling, new service development, and service enhancements to expand program offerings; recommend bundled services to current and potential clients based on customer needs
• Generate sales revenue by leveraging subject matter experts at SCS to identify opportunities, engage clients with tailored solutions, and close high-value deals

Marketing Team Collaboration

• Collaborate with Marketing to ensure the delivery of effective marketing for the Climate division’s programs and services to attract prospective clients and retain and cross-sell to existing clients
• Identify and anticipate needs related to marketing collateral, website resources, and client support; communicate those needs to Marketing and collaborate with Marketing to develop and refine marketing content
• Work with Marketing to support events (trade show/conference planning, exhibit booths, marketing collateral, etc.) and other outbound sales initiatives
• Provide strategic input to Marketing on campaign priorities and messaging to ensure alignment with divisional sales objectives and target markets
• Monitor, support, and evaluate Marketing’s execution of agreed-upon tactics, offering feedback and adjustments to optimize lead generation and conversion outcomes

Personnel Management

• Ensure company strategy, policies, OKRs, and legal guidelines are followed by the divisional sales team in coordination with the Managing Director of Sales and the VP of Climate
• Provide leadership and support to the divisional sales team; motivate and encourage the team to optimize sales efforts utilizing all the tools and resources at their disposal, especially Salesforce
• Conduct regular check-ins with the divisional sales team, including monitoring progress of closed won opportunities vs. program and user goals in Salesforce
• Convene regular sales team meetings to ensure sales goals are met and tactical elements of the division’s sales plan are executed effectively
• Provide the sales team with clearly defined performance objectives and feedback on an ongoing basis; ensure the sales team meets user goals for each program, collaborates in the pursuit of key accounts, and implements the division’s annual sales plans
• Conduct annual performance reviews of direct reports in accordance with SCS policy
• Provide necessary sales training and coaching to sales team members within the division and externally
• Work to foster a conflict-free and respectful team atmosphere
• Monitor sales staffing needs and serve as the hiring manager for new personnel; grow, recruit, and cross-train the sales team based on identified or anticipated needs
• Ensure that the sales team generates proposals consistent with the company’s standards for excellence and quality; ensure that multidisciplinary RFP and RFI responses are prepared efficiently and in a structured manner
• Collaborate with salespeople, technical managers, Managing Director of Sales, and legal team to negotiate prices and terms of sale

Professional Development

• Develop and maintain an in-depth understanding of services and programs relative to assigned portfolio and SCS as a whole
• Cross-train and become competent in scoping and selling select programs beyond assigned portfolio, including in other divisions as needs arise
• Attend industry events relevant to current sales portfolio and assess emerging opportunities
• Seek mentorship, in-person and virtual training, and independent study in support of professional development; this includes meeting with colleagues and mentors during qualification and discovery phases of new projects
• Attend manager trainings and meetings

Minimum Qualifications

• Bachelor's Degree in a STEM field (e.g., natural science, engineering, or technology) and
• 5+ years of experience in an outside sales capacity within the field and
• 5+ years of leadership experience in people management of a sales team, account management team, technical team, or customer success team
• Expertise in restructuring, building, growing, and/or managing a sales, operations, or client-focused team
• Strong leadership, communication, and negotiation skills
• Highly organized with well-developed organizational skills
• Proficient in Salesforce CRM
• Proficient in Microsoft Office applications including Word, Excel, PowerPoint, and Outlook
• Initiative, good judgment, and ability to work independently under pressure in a changing environment

Preferred Qualifications

• Master's Degree in Business
• Development and effective implementation of marketing plans, strategies, and tactics

The above description is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all responsibilities, duties, and skills required. Additional duties outside of normal responsibilities may be required from time to time as assigned.

Working Remotely
SCS is recruiting all open roles to be remote; allowing our employees the ability to work flexibly and allowing SCS as a company to diversify the experience and perspectives of our growing workforce. This is a home-office based role and may include travel with local, domestic, and/or international trips. Details will be clarified during the recruitment process.

Estimated Annual Salary
$95,000 - $135,000

EEOC Statement
SCS provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. SCS complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.