Sales Director, CBI

Terex Corporation•US-NH Home, NH

About The Position

The Sales Director, CBI will lead commercial growth for Continental Biomass Industries (CBI), a Terex Corporation business that manufactures equipment for forestry, wood processing, biomass, recycling, and land-clearing applications. The position is responsible for accelerating growth in a competitive global market by strengthening commercial strategy, expanding market coverage, improving dealer effectiveness, and delivering profitable results. The role balances near-term revenue objectives with long-term channel development, product adoption, customer loyalty, and market expansion. In the first 12 months, the successful candidate is expected to assess and update CBI’s global go-to-market strategy; fill critical distributor territories; activate at least three high-potential growth opportunities; and establish distributor performance management practices. Targets include increasing annual revenue from approximately $40 million to $50 million, growing global market share by five percentage points in core markets, improving forecast accuracy and pipeline visibility, and maintaining pricing discipline and margins. The Director will also strengthen commercial performance standards and cross-functional alignment, develop a competitive growth strategy and formal voice-of-customer process, and build a high-performing sales organization with succession and talent development plans. The role requires extensive domestic and international travel. Terex describes its culture as guided by integrity, respect, improvement, servant leadership, courage, and citizenship, and offers competitive salaries, advancement opportunities, and a range of benefits.

Requirements

Bachelor’s degree in Business, Engineering, Marketing, or a related discipline, or equivalent industry experience.
10+ years of progressive experience in construction equipment, material processing, forestry, recycling, wood processing, or heavy equipment industries.
Demonstrated success working with, managing, or leading equipment distribution networks, including dealer recruitment, development, performance management, and market expansion.
Experience developing and executing distribution channel strategies that grow market share and improve customer coverage across multiple territories or regions.
Strong understanding of equipment dealer business models, including sales operations, aftermarket support, parts, service, rental, and customer lifecycle management.
Experience evaluating dealer performance and implementing improvement plans to increase revenue, profitability, customer satisfaction, and market penetration.
Ability to build strategic relationships with distributors, dealer principals, executive leadership teams, and key customers.
Commercial acumen in market analysis, territory planning, competitive positioning, pricing strategy, and business development.
Working knowledge of equipment financing, leasing solutions, and capital equipment purchasing processes.
Experience negotiating commercial agreements, distributor contracts, and annual business plans.
Ability to identify new market opportunities and develop dealer coverage in underserved or emerging markets.
Leadership, communication, and presentation skills, with the ability to influence stakeholders at all organizational levels.
Analytical and problem-solving skills, including the ability to translate market intelligence into actionable growth strategies.
Ability to work independently and collaborate with product management, marketing, engineering, operations, and aftermarket teams.
Territory management, prioritization, and organizational skills.
Proficiency with Microsoft Office Suite, including Excel, PowerPoint, and Outlook, and CRM tools.
Willingness and ability to travel extensively, domestically and internationally, as required.

Nice To Haves

Previous experience working for an OEM managing independent distribution channels or working within a leading construction, aggregate, recycling, forestry, or material processing equipment dealership.
Experience leading multi-country or global distributor networks.
Experience driving aftermarket growth initiatives, dealer service capability improvements, and parts sales performance.
Knowledge of wood processing, environmental processing, recycling, or material handling equipment markets.
Track record of transforming underperforming territories, dealers, or distribution networks into high-growth regions.

Responsibilities

Assess CBI’s global commercial model and implement an updated go-to-market strategy.
Accelerate revenue growth and increase market share in core markets while maintaining pricing discipline and margin performance.
Fill open distributor territories and strengthen channel coverage in priority markets.
Identify and activate growth opportunities through new channels, markets, segments, or strategic partnerships.
Establish distributor performance management practices, including territory planning, annual business reviews, and growth objectives.
Improve sales forecast accuracy and pipeline visibility across regions.
Implement performance metrics and accountability standards for Regional Sales Managers and distributors.
Improve distributor effectiveness through structured training, development, and joint customer engagement.
Align Sales, Marketing, Product Management, and Aftermarket teams to support growth initiatives.
Develop and execute a competitive growth strategy targeting key competitors.
Increase engagement with strategic customers, dealers, and industry stakeholders.
Create a formal voice-of-customer process to inform product roadmap, innovation priorities, and commercial investments.
Build a high-performing sales organization with clear expectations, succession planning, and talent development strategies.
Strengthen leadership capability across the commercial team and establish a scalable framework for future growth.
Travel extensively, domestically and internationally, as required.