Commercial Director, North America

Description

The Commercial Director, North America is a charismatic and energetic senior leader who will lead sales and marketing of Greenlane’s biogas desulfurization and upgrading products in the United States and Canada, driving profitable revenue growth, market presence, and customer engagement. This role provides cohesion and leadership on all commercial matters — sales, marketing, business development, and customer/partner relationships having responsibility for pricing and gross margin performance for Greenlane’s North American Systems business.

• Drive regional marketing initiatives, participate in industry trade shows and conferences, and seek speaking opportunities to strengthen Greenlane’s brand.
• Promote the unique and compelling benefits of RNG as a solution for two of the most difficult to decarbonize sectors – commercial transportation and the natural gas distribution network.
• Collaborate closely with Greenlane’s engineering, service, operations, and project execution teams to ensure a seamless transition from prospecting through quoting, contract signing, and into project execution and parts and service.
• Build and maintain strong relationships with customers, developers, utilities, EPC partners, investors, regulators, and industry associations.
• Pursue sales opportunities that maximize profitability and long-term strategic value for Greenlane and its customers.
• Partner with Finance to develop and manage annual budgets, rolling forecasts, and long-range commercial plans for the region.
• Work with field service team to build new business opportunities through contacts with existing clients.
• Maintain strong relationships with existing customers and implement a structured key account strategy to ensure long-term customer success.
• Provide regional leadership and cohesion for the North American commercial team, ensuring alignment with global functions including sales, product management, service, and finance.
• Articulate Greenlane’s unique selling points and value proposition to customers, developers, channel partners, and stakeholders.
• Advocate in favour of RNG. Educate stakeholders.
• Develop multi-level communication interconnection points and relationships between Greenlane and our customers and prospective customers.
• Maintain weekly and monthly reporting of sales activities, pipeline, and forecast accuracy.
• Manage commercial proposals, budgets, and tender processes where applicable.
• Act as Greenlane’s senior commercial representative in industry associations, conferences, and regulatory forums throughout North America.
• Use CRM effectively to manage pipeline activity, maintain sales plans, and drive opportunities through the full sales funnel.
• Lead commercial negotiations, contracts, and strategic partnerships.
• Proactively identify, develop, and close sales opportunities across North America, expanding Greenlane’s leadership position in the RNG market.

Requirements

• Understand the client’s desired outcome and decision-making process.
• Ability to think creatively and innovatively.
• Ability to quantify and commutate a value proposition using financial analysis considering all influencing factors such as CAPEX, OPEX, incentives, tax credits, etc.
• Excellent communication and team player skills.
• Extensive existing network of relationships in the RNG industry is a plus.
• Familiarity with the latest trend and technologies in the biogas upgrading business.
• Deep knowledge of North American renewable energy markets, regulations, and government incentive structures (e.g., LCFS, RINs, tax credits). Ability to work both individually and within the framework of a team to win business profitably.
• Track record of establishing positive customer relationships and sales success in the United States.
• Post-secondary degree, preferably in Business or Engineering is considered an asset.
• Proficiency in planning and coordination of complex activities throughout the sales cycle, bringing creativity and ability to think on your feet.
• Strong understanding of traditional and emerging sales channels.
• A minimum of 10+ years of experience as a Sales Leader in the biogas upgrading, CHP or renewable energy industry with a proven track record of generating strong revenue.
• Understand market drivers and customer requirements and effectively communicate these internally to Product Management and executive leadership to drive innovation and maintain market leadership.
• Extensive travel required within North America.
• Strong presentation skills in front of individuals and groups in both informal and corporate settings.

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance