Director of Sales

August Mack Environmental, Inc. • Indianapolis, IN

6d

About The Position

The Director of Sales leads August Mack’s Sales function and is responsible for driving disciplined, sustainable revenue growth aligned with the company’s strategic direction and operational capacity. This role oversees all Sales personnel and ensures consistent execution of the firm’s enterprise sales framework, including implementation of the MAP (Meet, Align, Partner) process, CRM integrity, pipeline quality, and forecast accuracy. The Director leads and manages the sales team to ensure consistent performance, collaboration, and effective client engagement, while coordinating closely with service areas and internal teams to align resources, pursue opportunities, and deliver integrated solutions. The role also manages key client accounts, strengthens client relationships, and identifies opportunities for growth driven by client needs, regulatory changes, and industry trends. Working in close partnership with the Director of Marketing, the Director of Sales aligns sales strategy with market positioning, lead generation, and client engagement efforts, translating growth objectives into measurable execution across offices and service lines. Through strong leadership, cross-office coordination, disciplined sales processes, and market insight, this role drives consistent companywide growth and strengthens August Mack’s competitive position.

Requirements

• Strong understanding and ability inbusiness development, client qualification, opportunity management, and consultative selling.
• Expertisein pipeline management, forecasting, and CRM systems (VantagePoint preferred).
• Ability to lead, coach, and develop high‑performing teams.
• Strong communicationand collaboration skills across Sales, Marketing, and Technical functions.
• Ability to manage multiple priorities and drive structured execution.
• Requires a bachelor’s degree in business, marketing, environmental science, geology, engineering, other related sciences, or management.
• 10+ years of business development, sales management, or client development experience within environmental consulting, engineering, or technical industries.
• Strong leadership, communication, forecasting discipline, and organizational planning.
• Must have a valid driver’s license, acceptable driving record, and be physically capable of operating vehicles safely.

Responsibilities

• Ensure the company achieves its annual sales goals through disciplined execution of the sales process, active opportunity management, and direct engagement with prospects and clients to advance and close opportunities.
• Enforce consistent execution of the MAP process, including qualification, scoping, proposal strategy, leading sales meetings with prospects and clients, next-step documentation, and post-pursuit review.
• Maintain accountability for pipeline health, opportunity qualification standards, CRM integrity, and forecast accuracy, while regularly reviewing opportunities with staff through internal sales meetings and coaching to ensure progress toward closing.
• Coordinate cross-office and multi-service pursuit strategies by aligning business development and technical staff and partnering with technical leaders to position solutions and close work.
• Represent the firm in targeted conferences, associations, and strategic prospecting efforts to generate high-value opportunities and schedule follow-up meetings with prospective clients to advance and secure new work.
• Lead, coach, and manage Sales personnel to ensure consistent activity levels, professional development, and performance accountability.
• Oversee onboarding and training of Sales staff while developing bench strength and identifying future leaders.
• Develop and execute enterprise account strategies for top-tier clients, including managing key client relationships, leading client meetings, coordinating internal teams, and expanding multi-service engagement through proactive account planning.
• Identifyand expand growth opportunities across markets and service areas by monitoring regulatory changes, competitive dynamics, and client needs.
• Align Sales strategies with service capabilities and regulatory drivers to ensure sustainable, executable growth.
• Lead cross-functional opportunity strategy discussions with Marketing and Technical staff to maximize lead conversion and strengthen market positioning.
• Strategize with technical staff to develop proposals and pursue strategies that clearly position the firm’s strengths, address client needs, and increase the probability of winning work.
• Oversee sales planning, tracking, and structured reporting to ensure alignment with annual revenue targets.
• Ensure accurate tracking and tagging of Marketing-sourced opportunities within CRM.
• Provide regular revenue insights and forward-looking performance updates to support informed decision-making.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager