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 Sales Manager, Forestry in the Natural Resources (NR) division leads outbound sales efforts for all programs and certification services within the portfolio of services related to Forest Management (FM) and supporting the Forestry Chain of Custody (CoC) business development. The Sales Manager develops and executes sales strategies and initiatives to find and retain new business, open new markets, and build industry relationships. This position manages and develops the divisional sales team (e.g., sales coordinator) and interfaces with the Marketing team to ensure excellent client service and client retention. The Sales Manager must meet quarterly sales goals and support the sales team to achieve their sales goals.

Relevant Standards/Schemes

• FSC Chain of Custody
• FSC Forest Management (FSC-FM)
• Forest Stewardship Council (FSC)
• PEFC Chain of Custody
• SFI CoC Certification
• SFI Fiber Sourcing
• SFI Forestry Management (SFI-FM)
• Sustainable Biomass Program (SBP) Certification
• Others, as determined

Essential Duties and Responsibilities
Strategy and Planning

• Work closely with the Vice President, Sales to develop and execute effective sales strategies for NR FM programs, including a strong outbound sales strategy
• Maintain an in-depth understanding of all NR services and programs
• Identify industry trends, key developments, and the competitive landscape for SCS’s products and services; recommend and implement strategies to maximize SCS’s competitive advantage
• Identify opportunities for service bundling, new service development, cross-selling opportunities, and service enhancements to expand program offerings
• Collect data on new sales pipeline to report to the sales team and VP, Sales
• Collaborate across divisions to exchange information such as selling strategies and marketing intelligence
• Attend weekly sales meetings

Outbound Sales

• Build a strong network and actively implement sales campaigns to attract new accounts
• Generate and maintain a robust sales pipeline by cold calling, responding to inquiries, referrals, and internet leads, and participating in sales meetings
• Meet and exceed personal sales targets on a quarterly basis
• Prequalify sales leads and maintain status of all new business opportunities in CRM database
• Represent SCS at industry events and tradeshows
• Work closely with the Marketing team to ensure that sufficient content and collateral is developed in support of sales efforts

Client Relationship Management

• Recommend bundled services to current and potential clients based on analysis of client needs and applicability of program offerings
• Prepare and deliver presentations for current and potential clients
• Generate proposals and professional service agreements for new clients
• Enter and maintain new client information on CRM database and server per program protocols
• Negotiate prices and terms of sale alongside the client services/account management team
• Develop work orders and change orders as needed
• Resolve customer complaints regarding sales and service for new clients

Staff Management

• Provide leadership, motivation, and encouragement to direct reports to optimize sales efforts and ensure individual goals are met and exceeded
• Provide direct reports with clearly defined performance objectives and ongoing feedback
• Work to foster a positive, collaborative, and respectful team atmosphere
• Recruit and grow the program’s sales vertical based on identified or anticipated needs
• Attend manager trainings and meetings
• Provide training and professional development for direct reports

Minimum Qualifications

• Bachelor's Degree in an applicable field (e.g., Marketing, Business, Engineering) or
• Equivalent work experience and
• 5+ years of outside sales experience in a B2B environment selling highly technical programs or services and
• 2+ years of experience in staff supervision or direct management
• Experience working with or supervising a remote team
• Familiarity with third-party certification
• Ability to comprehend and sell highly technical programs and services
• Fluency in Salesforce and related CRM platforms, as well as Microsoft Office
• Strong presentation, leadership, communication, and negotiation skills
• Well-developed organizational skills
• Demonstrated ability to perform client research using the internet
• Ability to work in a very fast-paced environment

Preferred Qualifications

• Qualified Lead Auditor for FSC FM

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
$61,102.08 - $83,017.87

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.