Director of Sales - Central Region - GeoStabilization International

Who is GeoStabilization International®?

GeoStabilization International® (GSI) is part of a portfolio of companies that develops and installs innovative solutions that protect people and infrastructure from the dangers of geohazards. We specialize in emergency landslide repairs, rockfall mitigation, and grouting, using cutting edge design/build and design/build/warranty contracting. GeoStabilization International is the leading geohazard mitigation and bridge rehabilitation firm operating throughout the United States, Canada, and Australasia. Our expertise, proprietary tools, and worldwide partnerships allow us to repair virtually any slope stability or foundation problem in any geologic setting.

Our Culture

At GeoStabilization, our culture is about being nimble but strong, fast-paced while team oriented, innovative, data-driven, and most importantly, client-focused.  Our work is best suited for individuals who are driven to succeed, make well-informed decisions, act courageously, remain resilient when challenges arise and always strive to deliver on our commitments. Everyone working at GSI is a representation of pride, integrity, hard work, skill and overcoming challenges. GSI’s team includes some of the brightest and most dedicated professionals in the geohazard mitigation industry. We are a ever-evolving group of dedicated, hardworking, individuals who aren’t afraid of going the extra mile to get the job done.

About the Role:

The Director of Sales for the Central Region reports directly to the VP of Client Management and leads all components of the Sales (Project Development) lifecycle and process including team leadership, new market and vertical development, revenue generation solution development, best practices, revenue insights, innovative contract models and sales capability development for the Central region.  They will be an outcome-oriented leader who is proficient in building strong organizations and executional models that achieve both short and long term objectives. 

This critical role engages with GSI’s geographically dispersed Project Development Engineers (Sales Engineers/PDE’s). The role is the focal point to assess the current and future needs for revenue generation in order to support the successful achievement of GSI’s strategy and operating plan.

Additionally, the Director of Sales for the Central Region will be adept at interacting strategically with senior leaders while also being ready to roll up their sleeves to drive initiatives in an environment where cross-functional collaboration is vital to success. Possessing a strong sense of humility, humor, and a growth mindset, the Dir will operate at pace, bringing others along on the journey.  The position is a remote role with a strong travel requirement (to jobs, to HQ, to teams as needed). 

Preferrable locations: Tennessee, Pennsylvania, Indiana, Ohio, and Central located states. 

Strategic Sales Leadership:

• Partners with the GSI VP of Client Management and Marketing VP in the design, development and implementation of the organization’s overarching revenue growth and market development strategy.
• Leads the use of data to actively refine pricing strategies, individual/team performance, and deployment of company resources.
• Uses best practices around data analytics, CRM, and enterprise sales forecasting approach and reporting process to establish clear perspectives on overall.
• Engages directly with VP of Client Management and other Sales Directors to achieve sales goals by providing timely sales analytics including pipeline analysis, forecasting, Project Development Engineer productivity and performance measurement as well as other salient KPIs.
• Drives monthly, quarterly, and annual operational and strategic sales reviews.
• Deploys a disciplined executional model and cadence that aligns with the company calendar and creates an achievement-based mindset in the company while providing ‘early warning signals’ where adjustments in execution may be required.

Direct Business Development:

• Actively and personally engages in critical customer discussions as required to ensure best possible outcomes and to coach the team.
• Develops and leverages industry relationships and networks to help cultivate ongoing leads and deals.
• Partners and helps develop strategic pricing strategies and approach specific to market opportunities.
• Partners with marketing to design and run lead generation campaigns specific to the market and it’s unique demands and opportunities.
• Engages in new Corporate Development acquisitions to equip the businesses with an optimal revenue generation processes and tools.
• Designs and develops strategic agreements and contracts for use across business development regions and sectors.

Team Leadership & Sales Enablement:

• • Leads effort to pipeline, recruit, and onboard the organization’s next generation of business development talent.
  • Partners with People and Talent to build out a learning and development program ensuring team members remain best in class across all revenue roles. These development efforts should result in significant acceleration of ‘time to impact’ of new members to the team and higher performance of existing sales associates.
  • Provides feedback to the VP, Client management, Sale Operations and People & Talent on the annual design of the Sales Incentive Compensation Plan; helps communicate, educate and refine the plan to drive business performance and employee engagement/retention.
  • Delivers presentations and training to the sales organization at global and regional meetings and workshops.
  • Creates strategic content and playbooks to educate team members on processes, resources, talk tracks, value proposition and strategic content that helps differentiate GSI and generate client win’s.

Key Education and Experiences

• Bachelor’s degree in business, engineering (Civil or Geotechnical), marketing, or related field – MBA and/or engineering background is a preference.
• 10 plus years of sales and/or marketing experience.
• Understanding of full lifecycle sales and marketing.
• Experience hiring and developing top sales talent.
• Experience in business development in new vertical markets.
• Ability to directly link the value of sales enablement solutions and initiatives with the business strategy to improve revenue and margin growth.
• Experience in identifying channels/target audiences and devising campaigns that engage, inform and motivate buying decisions.
• Solid knowledge of sales analytics tools (e.g., Salesforce, Zendesk, Power BI or other similar tools).
• Strong analytical skills and data-driven thinking.
• Up-to-date with the latest trends and best practices in business development and measurement.
• Experience leveraging CRM to maximize revenue generation efforts and tracking.
• Ability to present concepts in new ways and from new perspectives.
• Excellent interpersonal, written, and oral communication skills.

 Leadership Characteristics

• Learning Agility: Seeks out new and diverse experiences.  Embraces the challenge of the unfamiliar; doesn’t just go through the motions. Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder. Genuinely inquisitive, with a bias toward asking and learning, and an authentic interest in others and what they might have to share whether that be internal resources or external case studies. Able to adapt and apply learning in real time as new challenges present themselves.
• Adaptability: Adapts quickly to change and easily considers new approaches. Understands changes in work tasks, situation, and environment as well as the basis for change. Persists towards solutions and goals in changing circumstances. Acknowledges new information and adjusts responses accordingly. Thinks and acts effectively under pressure.
• Planning and Prioritization: Plans and organizes work activities and manages several tasks at once. Assesses relative importance of activities and assignments and adjusts priorities when appropriate. Maintains a high level of energy and commitment to juggle multiple tasks and priorities and uses available resources to get more done with less without losing focus.
• Results Orientation: Passionate about goals and demonstrates a bias for action and results. demonstrates a sense of urgency. Makes progress in ambiguous situations. Is relentless and resourceful. Works around barriers. Translates strategies into plans with goals, accountabilities, timetables and measures. Executes plans and meets short- and long-term objectives.
• Strong Collaborator:  The ability to develop, maintain, and strengthen partnerships with others inside or outside of the organization who can provide information, assistance and support in getting critical objectives accomplished.  Acts in the interest of the team before self-interest.

Base salary*: $185,000.00 to $220,000.00

*This base salary range is used nationally. The rate offered is compliant with federal/local regulations and may vary by experience, certification/education, skillset, market conditions, location, etc.

GeoStabilization International, LLC. is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.