TerraSource - Director, Market Vertical - Coal

Description

• Prepare sales and market forecasts and budgets; including quarterly rolling sales forecasts. This will require engaging various resources within the TerraSource organization to gather data.
• Works directly with the Marketing engine of the Company to create a clear communication framework for branding the Company as an innovator and differentiator within the target market.
• Creates and organizes communication and planning tools that integrate with Company reporting practices.
• Shall be responsible for proving training to organizational team members relative to the nuances and critical success factors associated with their assigned market vertical.
• Work with internal and external resources to elevate all client relations to the strategic partnership level (vs. simply a tactical, reactive relationship). Develop and maintain favorable relationships with all customers and ensure that high level, personalized customer service is provided at all times.
• Operate as the “go-to” resource associated with their assigned market vertical.
• Provide quarterly reporting to the Executive Management Team highlighting progress made within the respective market vertical relative to growth in the opportunity pipeline, sales conversion rates, respective gross margins associated with the products sold within their respective market vertical, outstanding challenges, last quarter accomplishments, and planned initiative for the coming quarter.
• Recommend short and long-term sales goals; and be responsible for preparation of the annual sales plan.
• Provide feedback to the Director of Marketing to identify, select, and manage trade shows within the limits of the company’s annual budget for the assigned market vertical.
• Provides direct leadership to assigned direct reporting parties within the respective market vertical. In addition, further guidance and support to be provided to ensure alignment of all parties engaged within the market vertical.
• Shall work with the Company’s executive leadership in defining resource needs to ensure sales growth and improvements in the Company’s brand position relative to their assigned market vertical.
• Provide market feedback relative to the development of the company’s target market technology vision, strategies, and plans aligned with business financial objectives.
• Implement and achieve rapid and sustainable growth in target market sales. This will require the development of sales and marketing strategies, that ensure both immediate and long-term results. While short-term initiatives are important, they must not compromise our long-term goals.
• Provide executive oversight of commercial opportunities to increase the Company’s conversion rate from Opportunity to Sale.
• Direct sales planning activities to include an analysis of competitive products and selling techniques, market research, marketing legislation, and sales budgets and quotas. Responsible for the collection of competitor pricing, to define strategic pricing practices, and competing product features and benefits, to ensure differentiation.
• Provide leadership to the entire commercial team, both domestically and internationally, to ensure continuity in the organization’s strategic commercial efforts. This may include the development of “Rules of Engagement” relative to partners and internal customers.
• Develop and execute a strong selling strategy for their assigned market with the goal of identifying additional means to introduce Company products to potential customers.
• Shall have the ability to assess various geographic market opportunities to prioritize market engagement relative to their respective market vertical.
• Collaborates as required to identify and develop technologies that exceed market expectations.
• Shall be the ultimate accountability for oversight and management of the Company’s CRM to ensure that opportunities are being properly managed.
• Ultimately responsible for driven sales activity within their defined market vertical to ensure year-over-year growth.
• Represents the Company in target market vertical conferences, and events, fostering relationships with market communities, and staying updated on industry trends. Help prioritize industry events to ensure proper market exposure by the Company.
• Integrates with the other Company departments to provide resources and tools to enhance the Company’s message with the objective of establishing technological pre-eminence, market credibility and leadership in the target market vertical.
• Collaborating with other stakeholders, and departments, and the complementing Market Vertical Directors to align target market vertical sales and business development initiatives with the overall company strategy.

Requirements

• Experience: 10+ years of related experience.
• Process Optimization: Familiar with yield improvement, ash reduction, and moisture control strategies.
• Experience in using financial controls, sales/territory development and management, and product applications systems with the ability to relate and use these functions effectively to achieve sales and/or marketing objectives.
• Safety & Compliance: Knowledge of MSHA regulations, PPE protocols, and hazard mitigation in high-dust environments
• Maintenance & Troubleshooting: Hands-on experience with pump systems, conveyors, vibrating screens, and centrifuge maintenance.
• Excellent written and verbal communication and presentation skills.
• Coal Handling & Processing: Skilled in raw coal receiving, crushing, screening, and washing operations.
• Applicable process knowledge and sales experience to include calling upon procurement agents, distributors, end-users, and service providers of Company-related products.
• Plant Equipment Operation: Experience with heavy machinery such as screenbowl centrifuges, dense medium cyclones, flotation cells, and dewatering screens.
• Bachelor’s Degree preferred.
• Water Treatment: Familiarity with slurry management, thickener operation, and effluent discharge compliance.
• Ability to develop spheres of influence and strategic partnerships with procurement agents, distributors, end-users, and service providers associated with Company-related products.
• Experience: Worked in surface or underground coal operations. Experience with thermal coal for power generation or coking coal for steel production
• Frequent overnight travel required.
• Ability to support customers and Company operations with a flexible work schedule.
• Excellent understanding of SalesForce.com systems and the ability to interpret, manage and report on collected data.
• Instrumentation & Controls: Understanding of PLC systems, flow meters, belt scales, and automated sampling systems.
• Experience in dealing with senior level management of customers; with ability to relate to all levels of the customer’s organization from mechanic to executive.
• Excellent PC and keyboarding skills
• Must possess a valid driver’s license in state or country of residence and be insurable under company’s motor vehicle insurance policy.
• The ability to participate effectively in sales and business planning, and to arrive at sound decisions designed to produce effective results.
• The ability to analyze and define current and future sales and marketing problems inherent in the industry and suggest effective changes.
• Mathematical Skills: Strong mathematical skills with the ability to engage concepts such as return on investment, conversion rates and margins.
• Reasoning Ability: Use of judgment to plan, perform and make decisions as to the sequence of set-ups, operations and processes within the limitations of recognized or standard methods and procedures as they relate to market and sales development efforts.
• Language Skills: Ability to read, analyze and interpret general business periodicals, professional journals, engineering design outputs, technical drawings, engineering submittals, tenders, customer bid specifications, technical procedures or governmental regulations. Ability to write reports and business correspondence. Ability to effectively present information and respond to questions from groups of managers, sales managers, inside sales professionals, clients, customers, and the general public.
• Operational Experience: Shift Supervision or Control Room Operation, Production Reporting & KPI Tracking, Coal Blending & Stockpile Management, Startup, Shutdown, and Emergency Procedures.
• Proficient in Microsoft Excel, Word, PowerPoint and Teams.
• Quality Control: Proficient in sampling protocols, lab analysis, and maintaining product specs for thermal or metallurgical coal.

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance