Job Details

Position Summary

A Market Vertical Director will aggressively develop and execute a sales/marketing strategy for their defined global market vertical with the fundamental objective to increase sales and increase profitability of sales via direct and indirect (i.e. Sales Representatives, Channel Partners, Distributors, etc.) sales relationships with customers within a defined vertical market / industry segment. He/she will be called upon to further penetrate target markets and/or identify new target markets in which Company products could compete. He/she will provide functional leadership in the development of the Company's near term and longer-term target market vertical sales plans, forecast and budget; and will be an active participant in overall business planning.

Core Competencies

• Coal Handling & Processing: Skilled in raw coal receiving, crushing, screening, and washing operations.
• Plant Equipment Operation: Experience with heavy machinery such as screenbowl centrifuges, dense medium cyclones, flotation cells, and dewatering screens.
• Process Optimization: Familiar with yield improvement, ash reduction, and moisture control strategies.
• Quality Control: Proficient in sampling protocols, lab analysis, and maintaining product specs for thermal or metallurgical coal.
• Safety & Compliance: Knowledge of MSHA regulations, PPE protocols, and hazard mitigation in high-dust environments
• Instrumentation & Controls: Understanding of PLC systems, flow meters, belt scales, and automated sampling systems.

• Maintenance & Troubleshooting: Hands-on experience with pump systems, conveyors, vibrating screens, and centrifuge maintenance.
• Water Treatment: Familiarity with slurry management, thickener operation, and effluent discharge compliance.
• Operational Experience: Shift Supervision or Control Room Operation, Production Reporting & KPI Tracking, Coal Blending & Stockpile Management, Startup, Shutdown, and Emergency Procedures.

• Experience: Worked in surface or underground coal operations. Experience with thermal coal for power generation or coking coal for steel production

Essential Duties and Responsibilities; include the following:

1. Sales and Business Development Strategy:
   1. 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.
   2. 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.
   3. Recommend short and long-term sales goals; and be responsible for preparation of the annual sales plan.
   4. Provide market feedback relative to the development of the company's target market technology vision, strategies, and plans aligned with business financial objectives.
   5. Shall be the ultimate accountability for oversight and management of the Company's CRM to ensure that opportunities are being properly managed.
   6. Provide executive oversight of commercial opportunities to increase the Company's conversion rate from Opportunity to Sale.
   7. Ultimately responsible for driven sales activity within their defined market vertical to ensure year-over-year growth.
   8. Shall have the ability to assess various geographic market opportunities to prioritize market engagement relative to their respective market vertical.

1. Leadership:
   1. 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.
   2. 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.
   3. Implement and achieve rapid and sustainable growth in target market 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.
   4. 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.
   5. 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.
   6. 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.
   7. 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.
   8. Operate as the "go-to" resource associated with their assigned market vertical.

1. Collaboration:
   1. 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.
   2. Creates and organizes communication and planning tools that integrate with Company reporting practices.
   3. Collaborates as required to identify and develop technologies that exceed market expectations.
   4. 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.
   5. 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.
   6. 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.

1. Brand Evangelist / Marketing:
   1. 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.
   2. Shall be responsible for proving training to organizational team members relative to the nuances and critical success factors associated with their assigned market vertical.

Education

• Bachelor's Degree preferred.

Skills/Experience

1. Experience: 10+ years of related experience.
2. 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.
3. Mathematical Skills: Strong mathematical skills with the ability to engage concepts such as return on investment, conversion rates and margins.
4. 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.

Other Skills and Abilities

• Excellent PC and keyboarding skills
• Proficient in Microsoft Excel, Word, PowerPoint and Teams
• Overnight travel required.
• Must possess a valid driver's license in state or country of residence and be insurable under company's motor vehicle insurance policy
• Ability to support customers and Company operations with a flexible work schedule.
• Applicable process knowledge and sales experience to include calling upon procurement agents, distributors, end-users, and service providers of Company-related products.

• Ability to develop spheres of influence and strategic partnerships with procurement agents, distributors, end-users, and service providers associated with Company-related products.
• Excellent understanding of SalesForce.com systems and the ability to interpret, manage and report on collected data.
• Excellent written and verbal communication and presentation skills.
• 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.
• The ability to participate effectively in sales and business planning, and to arrive at sound decisions designed to produce effective results.
• 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.
• The ability to analyze and define current and future sales and marketing problems inherent in the industry and suggest effective changes.

Travel

Employee must be able to travel up to 50% of the time.

Physical Demands

To perform this job successfully, the physical demands listed are representative of those that must be met by an employee. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit, stand, walk, use hands to handle and feel, reach with hands and arms, talk and hear. The employee may occasionally be required to crouch. The employee may occasionally lift items as heavy as 20-lbs. Specific vision abilities may include the employee's ability to see near and far distances.

DISCLAIMER

The above information on this job description has been designed to indicate the general nature and level of work performed by the employee within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of any employee assigned to this job. Nothing in this job description restricts management's right to assign duties and responsibilities to this job at any time.