Sales Director, CBI

MP Newton; United States; Remote; USD 126,000 - 154,000; Full time

Job summary

Terex Corporation seeks a Global Sales Director for CBI to drive growth across global markets. You will lead distributor development, refine go-to-market strategy, and align sales with marketing, product management, and aftermarket teams to maximize profitability.

The ideal candidate has 10+ years in heavy equipment or related industries, strong leadership, and a proven track record in channel expansion and strategic alliances. Domestic and international travel is required.

Qualifications

• 10+ years of progressive experience within construction equipment, material processing, forestry, recycling, or heavy equipment industries.
• Proven success managing equipment distribution networks, dealer recruitment, development, and market expansion.
• Strong commercial acumen with experience in pricing strategy, forecasting, and business development.
• Demonstrated ability to build strategic relationships with distributors, dealer principals, and leadership teams.
• Travel domestically and internationally as required.

Responsibilities

• Assess global commercial model and implement updated go-to-market strategy.
• Fill distributor territories and strengthen channel coverage in priority markets.
• Identify and activate at least three growth opportunities through new channels, markets, segments, or partnerships.
• Establish distributor performance management with territory planning and reviews.
• Improve forecasting, pipeline visibility, and revenue growth across regions.
• Lead alignment between Sales, Marketing, Product Management, and Aftermarket.

Skills

Leadership

Communication

Presentation skills

Strategic thinking

Market development

Education

Bachelor’s degree in Business, Engineering, Marketing, or related discipline

Tools

CRM tools

Microsoft Office (Excel, PowerPoint)

Job description

Job Description: Job Title: Sales Director, CBI Comp: 140k, with 50% commission plan

About Terex

Terex 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 CBI

Founded 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.

Key Challenges

The 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.

Note: Distributor development, organizational capability, market intelligence, and cross‑functional alignment have been removed because they are already explicit responsibilities and/or success measures.

What Success Looks Like in the First 12 Months

The 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 Expansion

• Complete 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 Performance

• Increase 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 Excellence

• Implement 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 Leadership

• Develop 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 Development

• 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 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 & Qualifications

Bachelor’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 Qualifications

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 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.

About Terex

Terex Corporation is a global leader in specialized equipment solutions, serving essential sectors such as emergency services, waste and recycling, utilities, and construction. Our diversified portfolio positions us in resilient, high‑demand markets with strong long‑term growth potential. We design and manufacture advanced specialty vehicles—including fire, ambulance, and recreational vehicles—alongside waste collection vehicles, materials processing machinery, mobile elevating work platforms, and equipment for the electric utility industry. Through our global dealer, parts and service network and true value‑creating digital solutions, we deliver best‑in‑class lifecycle support, helping customers maximize return on investment. With a strong manufacturing footprint in the United States and operations across Europe, India, and Asia Pacific, Terex combines global reach with local expertise to capture opportunities worldwide. Our strategy is clear: exceed customer expectations, invest in innovation, leverage our diversified portfolio, and deliver consistent, profitable growth for our shareholders. For more information, please visit www.terex.com.

We are passionate about producing equipment that helps improve the lives of people around the world and providing our team members with a rewarding career and the opportunity to make an impact. We are committed to recruiting, engaging, developing, and retaining team members at all levels of our global workforce. Our culture is defined by our Terex Way Values – Integrity, Respect, Improvement, Servant Leadership, Courage, and Citizenship. Our values are the driving force behind our commitment to maintain an inclusive, supportive, non‑discriminatory, and safe workplace for all team members. To that end, we are committed to actively foster a culture where every team member feels valued, listened to, and appreciated. We are committed to being fair and impartial in our decisions. As an Equal Opportunity Employer, employment decisions are made without regard to race, color, religion, national origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law. If you are a qualified individual with a disability, including disabled veterans, you may request a reasonable accommodation if you are unable or limited in your ability to access job openings or apply for a job on this site as a result of your disability. You can request reasonable accommodations by contacting the recruiting department (person or department) at [e-mail]. The Company offers competitive salaries, advancement opportunities, and a full range of benefits, including paid vacation, 401(k), medical, dental, and vision.