Director of Sales

Job Description

Job Description

Job Summary: The Sales Director is responsible and accountable for planning, implementation, and control of the company's marketing and sales programs, including recruiting, training, motivating, and evaluating members of the sales and marketing teams.

The role of the Sales Director is to develop, continuously refine, and administer marketing and selling programs that effectively contribute to the organization's revenue growth goals. Occupying a seat on the leadership team, this role will, in alignment with the company Integrator and Visionary, decide how many marketing and salespeople to employ, how best to select and train them, what sort of compensation and incentives to use to motivate them, how they will connect and interact with the addressable market, and how the sales function should be structured for maximum effectiveness in achievement of revenue growth goals. This position plays a crucial role in expanding ETC's market presence in the environmental testing, training, laboratory analysis, and consulting sectors, with specific emphasis on asbestos, lead, mold, and industrial hygiene services.

Duties/ Responsibilities: Sales and Marketing Leadership, Management and Accountability:

This role occupies the "Sales Director" seat on the Leadership Team and is accountable to the Integrator as defined in the company's accountability chart.

• Accountable for driving profitable revenue growth by leading the sales and marketing team through skills development, motivation, coaching, and ETC services knowledge development.

• Continuously develop and refine sales strategies and processes to adapt to changing market conditions and company growth objectives.

• Responsible for managing the daily activities of the marketing and sales teams to achieve predetermined revenue growth and profitability goals

. • Contribute to the company's brand image and market presence by actively participating in industry events and trade shows.

• Develop long-term strategic relationships with key accounts, focusing on retention and growth opportunities while acquiring new strategic contracts.

• Leverage sales and marketing analytics tools to make data-driven decisions about territory management, opportunity prioritization, and resource allocation.

• Schedule and lead weekly EOS L10 meetings.

• Embody company core values and maintain high employee engagement.

• Ensure correct and disciplined usage of CRM and other relevant applications.

• Train and ensure adherence to sales process while continuously identifying opportunities for improvement.

Team Development:

• Hire, fire, review, recognize and reward based on adherence to the company's core values.

• Administer the company's performance review system for marketing and sales team members. Ensure the system accurately describes the responsibilities, accountabilities and performance standards for each member of the sales and marketing team.

• Set individual sales targets and design competitive, motivational compensation plans that align with both short-term goals and long-term company objectives.

• Ensure everyone in the Sales and Marketing department has a "number" and is assigned quarterly Rocks in alignment with EOS best practice.

• Personally observe the performance of team members in the field on a regular basis.

• Responsible for the planning, recruitment, direction, organization and control of sales and marketing team members to accomplish specific objectives.

• Provide high standards of ongoing training and coaching for team members so that they possess sufficient technical knowledge to present information on the company's offerings in an accurate and balanced manner.

• Develop and execute recruitment and onboarding plans to ensure consistent and successful growth and performance of the team.

• Oversee digital marketing strategy including website content, SEO, and social media presence to generate qualified leads.

• Ensure all marketing and sales materials comply with relevant industry regulations and accurately represent the company's accreditations (NVLAP, EMLAP, ELLAP, etc.).

Cross-Functional Collaboration:

• Partner closely with Operations, Laboratory, Training and Field Services teams to ensure alignment between sales promises and service delivery capabilities.

• Facilitate regular communication between sales and technical teams to address client needs effectively and maintain service quality standards.

• Work with Laboratory and Training Directors to develop sales strategies that maximize utilization of testing and training capabilities and capacities.

• Collaborate with Operations to improve client experience from initial contact through project completion.

• Participate in product/service development initiatives to ensure market relevance and competitive positioning.

Administration:

• Manage the sales administration function, operational performance reporting, simplifying and systemizing processes wherever possible, and advising Leadership on maximizing business relationships.

• Create and administer sales territories or assignments, set sales goals, and establish training programs for team.

• Track and report marketing and sales team metrics on L10. Identify issues when metrics indicate performance is off track.

• Implement performance improvement plans as needed and according to company best practice.

• Develop and manage annual sales and marketing budgets, with regular reporting on ROI for marketing activities.

• Review and approve pricing strategies and contract terms for major accounts and government contracts.

• Implement a systematic customer feedback process to continuously improve service offerings and client satisfaction.

Planning :

• Actively contribute to EOS planning session cadence, in person, as key member of the Leadership Team -- one 2-day annual and three 1-day quarterly planning sessions per year.

• Assist and support company Integrator in execution of quarterly departmental EOS planning sessions.

• Develop strategic and tactical business plans covering marketing, sales, expense controls and meeting agreed targets specifically advising Leadership on realistic forecasts for each customer and service offering and individual sales assignment.

• Direct market research efforts to identify industry trends, emerging opportunities, and competitive threats in environmental testing and consulting markets.

• Lead the development of new service offerings in collaboration with technical teams based on market demand and competitive landscape.

Required Skills/Abilities:

• Ability to establish and manage executive-level customer relationships.

• Ability to work effectively in a matrix-management environment with extended team members.

• Ability to resolve complex problems.

• An effective team leader and manager that works well with Sales Team, Marketing, Field Staff, and company Leadership.

• Ability to develop and execute strategic and tactical sales and marketing plans.

• Proficiency with CRM systems and sales analytics tools for data-driven decision making.

• Understanding of environmental testing methodologies and regulatory frameworks (EPA, OSHA, AHERA, etc.).

• Knowledge of government contracting processes, particularly for environmental services.

• Experience with consultative selling approaches for technical/scientific services.

Education and Experience:

• Bachelor's degree, MBA or relevant advanced degree preferred.

• 6-10 years successful sales leadership as VP of Sales & Marketing or Sales & Marketing Director.

• A proven track record and demonstrated success leading teams.

• Experience hiring, coaching and developing sales and/or marketing teams

• Minimum 2-years practical knowledge, background or experience in environmental regulations and compliance.

• Demonstrated success in achieving sales quotas in Environmental Consulting Services industry preferred.

• Industry certifications such as Certified Hazardous Materials Manager (CHMM) or other environmental credentials beneficial but not required.

Personal and Behavioral Characteristics:

Consistently demonstrates ETC Core Values:

• Professional Expertise
• Personal Integrity
• Exceeds Client Expectations
• Embraces Teamwork
• Adapts to Changing Needs
• Exhibit Positivity

· Self-starter with high "figure it out" factor

· Strategic thinker with ability to translate vision into actionable plans

· Excellent communicator capable of articulating complex environmental services in client-focused terms

· Adaptable and resilient in managing business fluctuations in the environmental services sector

· Strong business acumen with understanding of laboratory operations economics

· Commitment to ethical business practices and environmental responsibility

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