About Us Groundbreaker. Game changer. Pioneer. TRC has long set the bar for clients who require more than just engineering, combining science with the latest technology to devise innovative solutions that stand the test of time. From pipelines to power plants, roadways to reservoirs, schoolyards to security solutions, clients look to TRC for breakthrough thinking backed by the innovative follow-through of an industry leader. TRC's professionals work with a broad range of commercial, industrial and government clients and the communities they serve. We deliver breakthrough solutions that address local needs -- so our clients can better succeed in an ever-changing world. Working at TRC means tackling interesting, meaningful projects. We pride ourselves on our collaborative spirit, entrepreneurial zeal and agile corporate structure. We recognize that the expertise of our staff is our strongest asset, so we generously reward employees for successful performance and invest in their careers through training and the development of new skills and certifications. Overview TRC Companies, Inc., a pioneer in groundbreaking scientific and engineering developments since the 1960's, is a national engineering, environmental, construction consulting firm that provides integrated services to the energy, environmental and infrastructure markets. TRC serves a broad range of clients in industry and government, implementing complex projects from initial concept to delivery and operation. TRC is looking for an experienced Sales and Growth Leader for Practices in our Environment and Infrastructure Sector. Our preferred location is flexible and focused on finding the right candidate to deliver on our growth goals. This role will be within the practices with dual reporting responsibilities to both the NPL and the Chief Growth Officer. Responsibilities Growth and Bookings Ownership: Own growth and bookings for assigned practices, ensuring targeted increases in bookings and overall growth. Sales Initiatives: Lead the successful launch and execution of new sales initiatives, ensuring alignment with schedules and plans. Client Meetings and Relationship Management: Working with the NPL, Client Account Manager and other stakeholders, hold regular meetings with existing and potential customers, to build relationships, drive sales and evaluate the strength of our relationships and performance with existing customers. Sales Strategy Development: Develop and implement sales and growth strategies to meet and exceed the practice sales and booking targets, including initiatives for different geographies, aimed at growing existing client accounts, expanding the customer base and driving cross selling of all practices and sectors service lines. Customer Base Expansion: Execute strategies to grow the customer base in targeted markets and contribute to the development of proposals and marketing materials for both current and prospective customers. Sales Process Ownership: Owns the practice’s sales, ensuring the practice’s salesforce pipeline is current and updated CRM systems with sales activity, and review pipeline and backlog risk and opportunity potential with practice, sector, senior management. Sales Targets and KPIs: Achieve monthly, quarterly, and annual sales targets and KPIs, adjusting strategies as needed. Upselling and Cross-selling: Lead initiatives to upsell and cross-sell services to existing clients. Sales Metrics Tracking: Track and analyze sales metrics, adjusting strategies to optimize performance. Collaboration and Forecasting: Collaborate with the National Practice Leader and the Sector Commercial team to develop sales forecasts, target sales policies, and budgets, ensuring alignment with overall business objectives. Business Understanding: Maintain a keen understanding of the business and its needs to drive strategic decisions. Sales Forecasting and Reporting: Prepare detailed sales forecasts and performance reports for executive leadership. Pricing and Proposals: Ensure timely follow-up and create proposal presentations and RFQ responses to lead to a winning outcome. Expense Management: Control sales expenses to meet budget guidelines e.g. return on investment on pursuit. Team Collaboration: Break down silos and foster cross-functional collaboration to support company goals. Team Leadership and Development: Manage and mentor Sales and Account Managers, fostering a collaborative and high-performance culture. Market and Competitive Analysis: Prepare market analysis to determine customer needs, volume potential, and pricing strategies. Company Culture and Ethics: Support and champion TRC’s company culture, sales goals, and initiatives, adhering to all company policies, procedures, and business ethics. Qualifications Minimum Required Qualifications: Bachelor's Degree Proven Sales Experience: At least 10-12 years of experience in sales, with a strong track record of meeting or exceeding sales targets. Proficient in sales metrics, terminology and vocabulary Industry Knowledge: Familiarity with the industry or offerings, or the ability to quickly learn and adapt. Customer Relationship Management (CRM) Experience: Proficient with CRM software (e.g., Salesforce) to track leads, sales activities, and manage client relationships. Strong Communication Skills: Excellent verbal and written communication abilities to present products or services effectively and establish rapport with clients. Negotiation and Closing Skills: Demonstrated ability to negotiate terms and close deals successfully. Prospecting and Lead Generation: Experience in identifying and pursuing new business opportunities, including leveraging networks, digital tools and other lead generation strategies. Active Listening: Ability to understand customer needs and provide tailored solutions. Customer-focused Mindset: Passionate about delivering value to customers and fostering long-term relationships. Presentation Skills: Comfortable delivering compelling presentations to both individuals and groups including executive leadership and finance. Goal-Oriented and Self-Motivated: Able to set and achieve ambitious goals while maintaining high energy and focus. Resilience and Perseverance: Ability to handle rejection and setbacks with a positive attitude and continue pursuing sales goals. Problem-Solving Skills: Ability to identify and address challenges and propose practical solutions. Team Player: Willingness to collaborate with other team members to achieve company-wide sales objectives. Adaptability and Flexibility: Comfortable working in a dynamic environment and adapting to changing customer needs or market conditions. Sales Analytics: Ability to track sales metrics, analyze data, and adjust strategies to optimize performance. Microsoft Office Suite: Proficiency in Word, Excel, PowerPoint, and other relevant software Preferred Qualifications: Sales Training or Certification: Completion of relevant sales programs or certifications (e.g., Sandler Training, SPIN Selling). Industry-Specific Certifications: If applicable to the field (e.g., Certified Professional Sales Leader - CPSL, or other certifications specific to the industry). Benefits*: TRC offers a competitive benefit package consisting of: Medical, dental, vision, and disability insurance. 401k package that includes both traditional and Roth IRA options and Company match. Paid time off contingent upon full time or part time status and level of seniority (ranging from 15 to 25 days per year). All full-time employees enjoy a minimum of 8 Paid Holidays per year. TRC ensures that all employees, including those that work part-time, receive paid sick, family, and disability leave in accordance with the laws of their state of residence. *These benefits are applicable to US employees depending on their employment status (full time, part time, or temporary). TRC offers jurisdiction specific benefit packages for International and Puerto Rico employees. Compensation: In accordance with local law, the below salary range is applicable for the job and location associated with this requisition. Compensation will vary based upon experience, education, skill level, geographical location, and other compensable factors. Other Compensation: Employee may be eligible for participation in the Company’s annual Discretionary Bonus Program which is contingent on Company, Business Segment, and Individual performance against Key Performance Indicators which vary by year and employee. Disclaimers TRC is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected by applicable law. All employment decisions are made based on qualifications, merit, and business needs. We celebrate diversity and are committed to creating an inclusive environment for all employees. The complete job description and application are available on TRC’s career site. TRC accepts applications for this position on an ongoing, rolling basis and reserves the right to cancel this posting at any time. Salary Range USD $156,000.00 - USD $187,782.00 /Yr.