Job description

We’re looking for an entrepreneurial Sales and Marketing Manager to join our award-winning Earth Development family (we were just named a "Best Place to Work" for 2022 by our industry association), reporting to the CEO of the company. Your primary responsibility will be securing the company’s top-line revenue by recruiting and leading our growing sales team and continuing to propel our national expansion. You will partner with us to build something that we aspire to have make an enduring difference in our industry, in our communities, and in the lives of our team members.

Within our culture, our team has chosen to highlight the difference between missionaries or mercenaries. And, to be clear, we are building a team of missionaries -- people who are passionate about what THEY do and who are fully-engaged with what WE do. To the uninitiated, our work can seem binary -- a contracted service was performed or it wasn’t. Yes or no, 0 or 1. But that’s not at all how we think about it. We see the nuance. We see that we work in a complex, data-rich business with little tolerance for failure – a B2B risk management service business via a two-sided marketplace in a 24/7 critical infrastructure environment using a distributed workforce and serving customers across much of the United States. We see the peace that our partners get from knowing that Earth Development understands and has a handle on their operational and reputational risks.

So just like we think of ourselves as different, we also think of the Sales and Marketing Manager we are seeking to join our team and continue to propel our growth as different. We don’t just want another off-the-shelf person who can do the basics of the job. We want the person who will help us chase our value of “persistently pursuing perfection”. You should be a continuous learner and capable coach, measuring and improving our sales team’s activity against the goals you help them set. You’ll help our team understand what the customer really wants and needs, interpret if we could be the right solution and the customer’s fit to our values, and invest in building long-term, trustful partnerships.

If that is you, have we got an opportunity for you!

For over 20 years, our team has been trusted by many of the world’s most recognizable brands. Our commercial snow and ice management services provide companies peace of mind knowing their day-to-day operations will not be affected by winter weather. And as a year-round partner in managing our clients’ facilities, we enhance their landscape beauty from spring to fall through professional lawn, landscaping, and parking lot maintenance as well. Our business is growing quickly, and we’re looking for a Sales and Marketing Manager to join our team and play a key role in our continued growth.

This is a special opportunity for a special person. Each of our team members is unique -- we don’t need you to be a robot or be a cookie cutter. We work as a team persistently pursuing perfection together, and we love recognizing and celebrating achievement. We aspire to be “intentional” -- we value conviction over simple convenience. We are people who have an attitude of gratitude, seek opportunities to be generous, are happy to step in and help each other, and who hold each other accountable. We work hard and have high expectations, but at the end of the day we are a family that sticks together and fights for each other.

As our Sales and Marketing Manager, you’ll be a key member of our senior leadership team. You’ll build on our proven systems as an ever-tinkering, engaging, and goal-focused servant leader, modeling our values day-in and day-out. We are long-term focused and values and ethics driven, and our dedicated professionals take pride in their work and having the knowledge to get the job “Done Right, the First Time, Every Time.”

PRIMARY FOCUS: Responsible for achieving the company’s top-line revenue. Lead and oversee our sales systems to maximize deal conversion and velocity. Recruit, hire, train and lead sales people as needed to hit performance targets. Oversee financials related to business development and achieve profitability targets. Collaborate with operations and service partner colleagues to ensure services are delivered as promised.

JOB RESPONSIBILITIES:

• Manages sales efforts, including activities of sales representatives, negotiation and sales functions, and monitoring of contracts.

• Develops and supervises the preparation, issuance, and delivery of sales materials, exhibits, and promotion programs; prepares for and attends conferences, meetings, and other local, regional, and national promotional opportunities.

• Supervises personnel which typically includes: recommendations for hiring, firing, performance evaluation, training, work allocation, and problem resolution.

• Sells to and maintains contact with major accounts; promotes positive relations Service Partners and customers

• Participates in the development of operating goals and objectives for the unit; recommends, implements, and administers methods and procedures to enhance operations.

• Analyzes and appraises the effectiveness of sales, methods, costs, and results.

• Responds to inquiries and researches and resolves problems related to transactions handled by the unit; serves as liaison with other constituencies in the resolution of day-to-day administrative and operational issues.

• Maintains and monitors records and reports to ensure timely customer services.

• Designs, implements, and manages sales forecasting, planning, and budgeting processes. Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales organization. Ensures planning, forecasting and budgeting efforts are appropriately integrated with other planning processes employed within the firm.

• Provides leadership to the sales organization, and counsel to the CEO, in implementing sales organization objectives that appropriately reflect the firm’s business goals.

• Responsible for equitably assigning salesforce quotas and ensuring the firm’s financial objectives are optimally allocated to all sales channels and resources through the quota program.

• Accountable for the timely assignment of all sales organization objectives.

• Partners with senior leadership to identify opportunities for sales process improvement. Facilitates successful implementation of new programs through the sales organization by ensuring a well defined, efficient sales process is in place for launch. Fosters an organization of continuous process improvement.

• Supports account manager/account executive teams to achieve internal sales objectives including selling add-on services.

• Work closely with the executive management team (including the CEO and CFO) to provide regular forecasts and reporting on sales activities, plans/objectives, challenges and accomplishments across the various sales teams.

• Make process and organizational recommendations on how to best align the various sales teams in order to maximize cross-sell opportunities.

• Provides constant feedback to Marketing, Finance, Data, and Operations management on ideas that can contribute to the overall sales success of the organization.

• Prioritizes investments in enabling technologies in support of sales organization productivity. Works closely with the CEO to understand firm sales and technology strategy. Recommends changes and enhancements to the company Customer Relationship Management technology platform.

• Responsible for the optimal deployment of sales personnel. Makes recommendations for changing sales roles, coverage models, or team configurations in order to maximize sales productivity. Leads a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models.

• Works closely with senior sales leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success. Aligns reporting, training, and incentive programs with these performance management priorities.

• Ensures sales reports and other internal intelligence is provided to the sales organization and CFO. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives.

• Working closely with sales leadership and Human Resources, establishes a sales force training plan focused on developing and reinforcing critical sales competencies. Prioritizes training objectives for selling, sales management, and sales support roles. Oversees the delivery of field and HQ training to sales, sales management, and sales support personnel.

• Working with Human Resources and senior sales leadership, designs sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives.

• Directs and supports the consistent implementation of company initiatives.

• Performs miscellaneous job-related duties as assigned.

ACCOUNTABILITIES AND PERFORMANCE MEASURES:

• Achievement of firm sales, profit, and strategic objectives.

• Accountable for the on-time implementation of sales organization quotas and performance objectives.

• Accountable for the thorough implementation of sales organization-impacting initiatives including recruiting and supporting initiatives to shape the company culture.

• Responsible for the efficient allocation of technology, support, and training resources impacting the sales organization.

• Accountable for accurate and on-time reporting essential for sales organization effectiveness.

• Achievement of strategic objectives defined by company management.

ORGANIZATIONAL ALIGNMENT:

• Reports to the CEO.

• Directs the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed, coordinating with the appropriate management resources.

• Fosters close, cooperative relationships with peer leaders and other senior executives.

EXPERIENCE AND QUALIFICATIONS:

• At least 3-4 years of sales or sales management experience in a business-to-business sales environment.

• At least 3-4 years in a sales operations, business planning, or sales support management role.

• At least 3-4 years of experience managing marketing functions (including strong online marketing experience like email, search, social, analytics, mobile, media).

• Experience successfully managing analytically rigorous corporate initiatives.

• Experience utilizing marketing SaaS applications

• Experience with execution side of marketing strategy, analytics and technology

• Measurable experience in managing and growing profitable satisfied accounts and/or relevant client side experience.

• Responsive and proactive communication

• Issue resolution/conflict management

• Proven success in identifying and qualifying business within new and existing accounts.

• Demonstrated ability to analyze complex situations, defines key objectives, and develops strategies, action plans and the ability to lead a cross functional team to the key objectives

• Broad understanding of business, marketing, cloud-based sales/marketing applications, and organizational decision-making.

• Strong negotiation skills.

• Strong written and verbal communication skills.

• Demonstrated ability to assess and analyze issues/data and develop or implement appropriate plans to resolve.

• Proven ability to engage and interact with internal and external teams to drive required business objectives.

• Excellent planning, management and reporting capabilities.

• Ability to create and give presentations to small and large groups of people.

• Ability to elicit cooperation from a wide variety of sources, including upper management, clients, and other departments.

• Hubspot CRM usage and reporting

• Persuasive, encouraging, and motivating.

• Strong interpersonal skills.

• Ability to drive accountability within teams.

• Ability to recruit, develop and retain outstanding team personnel as well as staff contract personnel as needed.

• Strong willingness to be a team player and do whatever is needed to achieve required objectives.

WHAT YOU’LL GET IN RETURN:

• The fun and collaborative culture of a fast-growing, dynamic startup with the stability of a seasoned organization. You will help us build something that we aspire to have make a difference in our industry, in our communities, and in the lives of our team members.

• A values-first work environment including:

• A “family” feel and the ability to build a strong network of relationships

• Respect and recognition for your contributions

• A friendly, supportive, cooperative atmosphere

• Flexible work model

• Medical, dental, and vision insurance

• 401k with employer contributions

• Generous PTO and holiday schedule

• Relatively casual dress, adjustable standing desks, and other work-place perks

• We are open to this role being fully-remote (like most of our sales team), but we would love to have you work with us in our office in Green Bay, Wisconsin as well.

• Salary that is commensurate with experience and incentive compensation in line with performance, but all through the lens of our core value of “Fair and Generous”

Job Type: Full-time

Pay: From $125,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Flexible schedule
• Health insurance
• Health savings account
• Paid time off
• Vision insurance

Schedule:

• Monday to Friday

Supplemental pay types:

• Bonus pay

COVID-19 considerations:
Earth Development adheres to all local regulations and requirements, reflecting our commitment to helping our team stay healthy and safe and in line with our core value of "People at the Core".

Experience:

• B2B sales: 3 years (Preferred)
• Sales management: 3 years (Preferred)

Work Location: Remote

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