Sales Manager - Material Content, Circularity, and Climate

Since 1984, SCS Global Services has been 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. Partnering with companies, government agencies, NGOs, and stakeholders, we are striving to advance sustainable development goals through independent assessment, the application of sound science, and innovative solutions. Through these services, we are enabling decision-makers and purchasers to make informed decisions, giving innovators a competitive edge, and helping to drive the development of leadership standards to create a framework for continuous improvement.

Job Overview

The Sales Manager – Recycled Content and Circularity leads the outbound sales effort for all programs and certification services within the portfolio of services related to Material Content, Recycled Content, and circularity certification programs. The position may also include management of other programs related to circularity, such as product carbon footprint, corporate carbon footprint, Life Cycle Assessment, and environmental consulting services. The Sales Manager develops and executes outbound sales efforts and marketing strategies to find and retain new business. The position manages and develops the divisional sales team (e.g., sales coordinators and sales executives) and collaborates with a marketing coordinator to ensure excellent client service, new business development, and client retention. The Sales Manager must meet quarterly sales goals and support the sales team to achieve their sales goals.

Relevant Services/Schemes

All programs related to Material Content and Climate Services:

• Product Carbon Footprint
• Corporate Carbon Footprint
• Life cycle services that are relevant to product carbon footprint
• Environmental consulting services relevant to product or corporate carbon footprint, Carbon Neutral certification, GHG tool development

Roles and Responsibilities

Strategy and Planning

• Work closely with the VP of Sales and Director of Environmental Certification Services to develop and execute an effective sales strategy for Material Content, Circularity, and Climate Services programs, including a strong outbound sales strategy and tactics for developing new business in markets where demand is growing
• Maintain an in-depth understanding of all material content, circularity, and climate services product offerings (e.g., Recycled Content, Material Content, GHG Protocol, Science Based Targets, ISO standards for carbon footprint, carbon neutral certification standards, Chemical Recycling) 
• Identify industry trends, key developments, and competitive landscape for SCS’ products and services; recommend and implement strategies to maximize 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 during weekly sales meetings
• Collaborate across divisions to exchange information such as selling strategies and marketing intelligence
• Attend weekly sales meetings
• Lead development of sales executives and sales coordinators with a plan for measuring and monitoring their success

Outbound Sales

• Build a strong network, and actively manage the marketing campaign to attract new accounts
• Generate and maintain 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 the 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 are developed in support of the sales effort

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 clients
• Generate proposals and professional service agreements for new clients
• Enter and maintain client information on the database and server per program protocols
• Negotiate prices and terms of sale, along with the client services/account management team
• Develop work orders and change orders as needed
• Resolve customer complaints regarding sales and service

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 i.e. marketing, business, engineering, or equivalent work experience
• 5 years of outside sales experience in a B2B environment selling highly technical programs or services
• 2 years of experience related to staff supervision or direct management
• Ability to comprehend and sell highly technical programs and services
• People management experience
• Fluency in Salesforce and related CRM platforms, as well as MS Office suite
• Strong presentation and communication skills
• Strong leadership, communication, and negotiation skills
• Well-developed organizational skills
• Demonstrated ability to perform client research using the internet
• Must be able to travel up to 50% of the time and be able to work in a very fast-paced environment
• Must have experience working with or supervising a remote team
• Must have received or be willing to receive the COVID-19 vaccination by date of hire to be considered, unless precluded by local and national jurisdiction. Pursuant to local and national law--proof of vaccination required. Medical and religious accommodations will also be considered.

Additional Preferred Skills

• Bilingual or Multilingual highly desired
• Familiarity with third-party certification

*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. All personnel may be required to perform duties outside of their normal responsibilities from time to time as needed.

Physical Requirements

This is an office-based job. Sit 6+ hours per day. Keyboarding 6+ hours per day. Must be able to speak and listen in person and on the phone.

Work Environment

CA Office, Emeryville or Remote, US (Home Office)

*SCS, Working Remotely:

At this time, SCS Global Services 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.

As part of our remote work, we want to ensure that our employees have what they need to work from home. We provide our new employees with a computer and can offer assistance in acquiring ergonomic necessities.

Pay Range:

$70k to $85k Annually

EEOC Statement:

SCS Global Services 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 Global Services 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, transfers, leave of absence, compensation, and training.

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