Regional Director, Latin America

The U.S. Green Building Council (USGBC) is a global, nonprofit organization based in Washington, D.C., working to improve human health, sustainability, and resilience in the built environment through its programs and standards including LEED, the most widely used green building rating system in the world. Today, people in over 180 countries and territories live, work, and learn in LEED certified buildings, communities and cities that protect our climate, health, and natural resources and enhance quality of life. 

Green Business Certification Inc. (GBCI) is the premier certification body responsible for global delivery and quality oversight of green building and green business sustainability standards. Its integrated team of technical experts and market specialists administers credentials and certifications for the U.S. Green Building Council (LEED), the International WELL Building Institute (WELL Building Standard), International Finance Corporation (EDGE), PEER, SITES, TRUE Zero Waste, and IREE.  

The Regional Director will oversee market development efforts for Latin America, vital to advancing the green building industry and combatting climate change. This role requires establishing and executing a regional market development strategy for driving the adoption of USGBC/GBCI programs and products across Latin America. The Regional Director must manage and motivate a distributed, results-oriented team responsible for identifying and pursuing business opportunities with new and existing customers and building and strengthening customer relationships. The Regional Director must monitor industry trends and customer needs across Latin America, and position USGBC and GBCI effectively to meet them. An ideal candidate is a proven sales team leader who is entrepreneurial, collaborative, resourceful, and committed to increasing LEED adoption and green business practices across the region. This role will involve building the team’s capacity by coaching and empowering staff achievements and growth and delivering solid sales and client management skills. The role's impact is measured by market adoption, revenue generation, and relationship quality for USGBC/GBCI programs across all regional markets. 

Specific Responsibilities Include:

• Define and implement the USGBC/GBCI market development and growth strategy for the Latin America region under the direction of the Chief Growth Officer and in collaboration with market development leads for other global regions
• Lead, manage and support regional market development team members working across Latin America 
• Coordinate market development and engagement functions, budget and workplan development, performance tracking and reporting 
• Build a pipeline of sales opportunities for current customers, target new accounts against prescribed criteria, and track results against established goals while promoting mission achievement
• Regularly present LEED and other USGBC/GBCI products to current and prospective customers and represent USGBC/GBCI programs at targeted industry and customer events that advance business development strategy and metrics
• Develop thorough understanding of USGBC/GBCI products, programs and offerings, and curate localized strategies to ensure success and growth within the region
• Assess regional market needs and requirements to inform product offerings and value proposition through market and performance data, trusted industry sources and close relationships with customers
• Monitor and facilitate successful business interactions with customers throughout the sales cycle including pricing, closing, and contracting
• Serve as focal point and assume accountability to customers for all business function activities
• Ensure financial viability of GBCI in Latin America and provide regular updates to leadership and finance team
• Work in close partnership with the other growth-focused teams at USGBC, including membership, marketing and communications, advocacy and policy and client solutions, while supporting cross-functional coordination organization-wide

Education and Training Requirements/Preferences:

• Bachelor’s degree in business administration, marketing, sustainability, or a related field, Masters preferred
• Professional sales/market development training preferred

Experience Requirements:

• Minimum fifteen years of professional experience in market development/sales role with increasing levels of management and budgetary responsibility
• Demonstrated ability to meet sales targets/performance goals
• Direct staff management and team leadership experience 
• Demonstrated ability to responsibly manage multiple projects simultaneously and deliver expected outcomes within deadlines
• Professional experience in building industry/real estate sector, preferred  

Other Required Skills & Qualifications: 

• Strong written and verbal communications skills, including effective presentation skills, in English and Spanish. Portuguese language skills desired
• Exceptional interpersonal skills including high level of professionalism, empathy and respect for others, active listening, and building effective working relationships
• Excellent analytical, problem-solving, and decision-making skills 
• Attention to detail and ability to synthesize complex information
• Deep sense of personal responsibility and accountability for delivering high-quality work 
• Eager, self-motivated, adaptive to change, receptive to feedback, and able to deal with ambiguity
• Passion and commitment to USGBC/GBCI mission
• Proficient in the use of an office computer and Microsoft Word, Excel and PowerPoint required

Metrics for Success:

• Delivery and successful implementation of market development strategy and annual plans
• Progress against regional sales targets at team and individual level
• Growth of sales opportunity pipeline in Latin America
• Follow through and closure on sales opportunities
• Recruitment of new clients
• Establishment of strategic partner relationships to position USGBC/GBCI to accelerate market transformation in Latin America
• Staff performance, development, and engagement

 Details:

• Full-Time, permanent, salaried position
• Location: Remote in Latin America
• Travel: 25% estimated annual travel. Actual amount of travel required will be dependent on the market development strategy developed by this position and approved by the CGO

 Employee Supervision:

• Manage and supervise a current team of 3 staff