Sales Director, CBI

Sales Director, CBIComp: 140k, with 50% commission planAbout TerexTerex Corporation is a $4.5 billion, publicly traded global manufacturer of lifting and material processing products and services. The company is passionate about producing equipment that improves the lives of people around the world. Terex operations are global, yet each office or factory is a close-knit community. Terex provides team members with a rewarding career and the opportunity to make an impact. The company values diversity and inclusion, safety, integrity, respect, servant leadership, courage and citizenship. It encourages continuous improvement and offers free courses available through Terex University. It's an exciting time to be part of the expanding manufacturing sector. Terex is a place where you can work and grow. Come talk to us!About CBIFounded in 1988 in New Hampshire, Continental Biomass Industries (CBI) has earned a reputation as one of the world's leading manufacturers of high-performance equipment for forestry, wood processing, biomass, recycling, and land-clearing applications. From its inception, CBI has been driven by a commitment to innovation, durability, and customer productivity, developing industry-leading technologies that have helped redefine material processing across global markets.Over the past three decades, CBI has introduced numerous breakthrough solutions, including its renowned Magnum Force® horizontal grinder platform, which established new standards for throughput, reliability, and operating efficiency. The company's portfolio has expanded to include industrial woodchippers, grinders, shredders, flail debarkers, stationary systems, and attachments serving customers in forestry, biomass energy, recycling, composting, and waste management industries worldwide.Today, as part of Terex Corporation, CBI combines the agility and innovation of a specialized equipment manufacturer with the global reach, resources, and dealer network of a world-class industrial organization. Headquarters in Newton, New Hampshire, CBI continues to design and manufacture equipment built to handle the most demanding applications while helping customers improve productivity, profitability, and sustainability.CBI's success has been built on a culture of engineering excellence, deep customer partnerships, and a relentless focus on solving real-world challenges. As demand for sustainable land management, recycling, biomass utilization, and waste reduction continues to grow globally, CBI remains committed to its mission of delivering innovative solutions that help customers Outproduce. Outperform. Outlast.This role offers the opportunity to join a respected global brand with a proud entrepreneurial heritage and play a key role in shaping the next chapter of CBI's growth and market leadership.Key Challenges This Role Will FaceThe Global Sales Director will be responsible for accelerating growth in a highly competitive global market where dealer effectiveness, customer loyalty, and product differentiation are critical to success. Key challenges include:Growing market share against established competitors with larger installed bases and well-developed distribution networks.Creating consistent commercial execution across regions with varying market maturity, customer requirements, and economic conditions.Balancing short-term revenue delivery with long-term channel development and strategic market expansion.Driving adoption of new products and technologies while maintaining a strong focus on customer ROI and sales channel engagement.Protecting pricing discipline and profitability in increasingly competitive markets.Responding to evolving customer demands, environmental regulations, and technological advancements that impact purchasing decisions.Building a high-performance sales culture that fosters accountability, collaboration, and growth across a global team.What Success Looks Like in the First 12 MonthsThe successful candidate will establish a foundation for sustainable growth by strengthening CBI's commercial strategy, expanding market coverage, and delivering measurable business results.Strategic Growth & Market ExpansionComplete a comprehensive assessment of CBI's global commercial model and implement an updated go-to-market strategy.Fill critical open distributor territories and strengthen channel coverage in priority markets.Identify and activate at least three high-potential growth opportunities through new channels, markets, segments, or strategic partnerships.Establish a disciplined distributor performance management process including territory planning, annual business reviews, and growth objectives.Revenue & Market Share PerformanceIncrease annual revenue from approximately $40M to $50M.Increase global market share by 5 percentage points in core markets.Improve sales forecast accuracy and pipeline visibility across all regions.Deliver profitable growth while maintaining pricing discipline and margin performance.Commercial ExcellenceImplement consistent performance metrics and accountability standards for Regional Sales Managers and distributors.Improve distributor effectiveness through structured training, development, and joint customer engagement.Strengthen alignment between Sales, Marketing, Product Management, and Aftermarket teams to support strategic growth initiatives.Market LeadershipDevelop and execute a competitive growth strategy targeted at key market competitors.Increase engagement with strategic customers, dealers, and industry stakeholders.Create a formal voice-of-customer process that informs product roadmap, innovation priorities, and commercial investments.Organizational DevelopmentBuild 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 to support future growth.Success will ultimately be measured by the delivery of sustainable revenue growth, expanded market share, a stronger global distribution network, improved commercial execution, and the implementation of a clear strategy to accelerate CBI's long-term growth trajectory.Experience & QualificationsBachelor's degree in Business, Engineering, Marketing, or a related discipline, or equivalent industry experience.10+ years of progressive experience within the 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.Proven experience developing and executing distribution channel strategies that drive market share growth 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 that increase revenue, profitability, customer satisfaction, and market penetration.Demonstrated ability to build strategic relationships with distributors, dealer principals, executive leadership teams, and key customers.Strong commercial acumen with experience 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.Proven ability to identify new market opportunities and successfully develop dealer coverage in underserved or emerging markets.Excellent leadership, communication, and presentation skills with the ability to influence stakeholders across all levels of an organization.Strong analytical and problem-solving skills with the ability to translate market intelligence into actionable growth strategies.Ability to work independently while effectively collaborating with product management, marketing, engineering, operations, and aftermarket teams.Exceptional territory management, prioritization, and organizational skills.Proficiency with Microsoft Office Suite, including Excel, PowerPoint, Outlook, and CRM tools.Willingness and ability to travel extensively, both domestically and internationally, as required.Preferred QualificationsPrevious 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 successfully transforming underperforming territories, dealers, or distribution networks into high-growth regions.We are an equal opportunity employer, and appointments are based on merit. We value diversity and welcome applications from all sections of our community.If you are interested in an open position but feel you may not meet all the listed qualifications, we still encourage you to apply.