What are the responsibilities and job description for the Vice President of Sales position at Stircor?
REPORTS TO
Chief of Staff (Office of the CEO)
LOCATION
Remote — with regular travel to territories, client sites, and Chattanooga
DIRECT REPORTS
Regional Representatives (7 territories) · Private Market Sales
POSITION SUMMARY
The Vice President of Sales owns revenue growth across municipal and private markets and is accountable for expanding Stircor’s portfolio of long-term biosolids service agreements. Stircor designs, builds, owns, and operates thermal drying and gasification facilities under take-or-pay contracts, so every sale is a 15-to-20-year commitment won through trust with utilities, consulting engineers, and municipal decision-makers.
This executive builds and runs the commercial engine: the pipeline, the forecast, the regional rep team, and the pursuit discipline that converts a national market of wastewater utilities into signed service agreements.
KEY RESPONSIBILITIES
Revenue & Pipeline
• Own the company-wide pipeline, forecast, and revenue targets across all regions and market segments.
• Establish pursuit discipline and pipeline hygiene (Software/CRM data standards, price-per-ton and volume data captured before every prospect meeting).
• Report pipeline health and forecast accuracy to leadership on a regular cadence.
Municipal Pursuits
• Lead municipal RFP/RFQ pursuit and response, including design-build-operate procurements.
• Negotiate service agreements in partnership with leadership and counsel.
• Build relationships with utilities, consulting engineering firms, and regional stakeholders that generate qualified opportunities ahead of formal procurement.
Team Leadership
• Recruit, manage, and coach the regional representative team (7 territories) and Private Market Sales.
• Set territory plans, quotas, and activity standards; run structured check-ins with each rep.
• Own onboarding and ramp plans for new reps as territories come online.
Commercial Partnership
• Partner with Operations and Engineering on scoping, pricing, feasibility, and delivery commitments so the company signs contracts it can perform.
• Coordinate with Plant Development on siting and interconnection realities that shape deal structure.
QUALIFICATIONS
• 10 years of sales leadership in water/wastewater, environmental services, or municipal infrastructure, with direct experience selling to utilities and municipalities.
• Track record closing long-cycle, high-value contracts (service agreements, DBO/P3 procurements, or equivalent).
• Experience building and managing a geographically distributed sales team.
• Fluency with municipal procurement, consulting-engineer influence networks, and public-sector decision cycles.
• Strong commercial and financial literacy; comfortable shaping price-per-ton economics and contract terms.
SUCCESS IN THE FIRST 12-18 MONTHS
• Pipeline coverage and forecast discipline in place across all seven territories, with data standards enforced.
• At least one new municipal service agreement signed and additional pursuits in late stage.
• Regional rep team hired, ramped, and performing against territory plans (Q1 2027 rep class onboarded).
• Private-market segment showing a qualified, advancing pipeline.