R. MATTHEW FERGUSON
St Louis,United States
Summary
Dynamic Vice President with a proven track record at CORE NATURAL RESOURCES, driving $718m in metallurgical sales. Expert in sales strategy and customer relationship management, leading a global team to optimize market performance. Passionate about delivering results and enhancing value through innovative approaches and strategic negotiations.
Overview
34
34
years of professional experience
Work History
Vice President – Metallurgical / International Thermal Coal Sales
CORE NATURAL RESOURCES
St Louis, United States
02.2012 - Current
- Accountable for the sales of all metallurgical and exported thermal coal production from 6 operations in the US via 5 ports: ~7.7mt of met and ~3mt of exported thermal in 2024.
- Total EBITDA contribution from metallurgical sales in 2023 was $718m (~85% of the Group total) across a customer base with multiple products being delivered to 17 countries.
- Develop customer relationships and coordinate sales with utilities, industrials and steel producers; 27 metallurgical coal and 11 international thermal coal buyers sold to in 2024.
- Lead and manage 3 direct reports in the US, Europe and Asia, with leadership responsibility within the wider marketing team of 23.
- Prepare annual sales volume, revenue and price budgets, and present proposal to CEO for approval.
- Formulated and now execute the Metallurgical Coal Strategy 'Steely Resolve', articulating the way in which Core will gain a competitive advantage and maximize value for the met coal franchise.
- Merger of Arch Rsc & Consol Energy (2025 Market Cap. $4.2b)
General Manager Marketing, Energy Coal
BHP BILLITON
The Hague
01.2006 - 09.2011
- Responsibility for the sale of all thermal coal production and physical trading/agency globally from 4 groups of assets located in RSA, US, Australia and Indonesia. > 90 million tons pa marketed.
- Led and managed a globally dispersed team of 22 front office marketers (10 direct reports located in 9 countries, mostly Asian based) and leadership responsibility for a broader team of 75.
- Coordinated production volumes and qualities with mine personnel to ensure production is matched to demand, and provide market analysis to support mining projects and acquisitions.
- Realised average incremental marketing added value of $70m annually over 5 years by selling at prices above index, agency fees, trading and strategically optimizing the supply chain and qualities.
- (2011 Market Cap. $245 billion, world’s largest mining company)
Originator, Petroleum Trading and Marketing
BHP BILLITON
The Hague
08.2004 - 12.2005
- Created a Sulphur Trading and Marketing business which encompassed an integrated strategy of supply contracts from Canada, Saudi Arabia, Qatar, UAE and Kazakhstan, freight transport and deliveries to BHP’s nickel operations, as well as to third-party sulphur end-users.
- Accountable for the commercial due diligence efforts with respect to Marketing on all new asset purchases and upstream projects in Algeria, Iran, Russia and Libya.
Manager, European Energy Marketing and Trading
BHP BILLITON
The Hague
07.2002 - 07.2004
- One of the original members of a team recruited to build an energy marketing and trading division. Group tasks included: recruitment of new members, systems integration, acquisition of trading and transportation licenses, negotiation of master agreements, restructure of legacy contracts, etc.
- Orchestrated BHP Billiton’s first gas storage agreement through the novation of an existing Rough capacity contract and 35 million therms in store from a UK trader. NPV of £1.1 million.
- Originated, negotiated and closed two long term Gas Purchase Agreements with one of the largest North Sea gas producers and a small private company. Total cost in excess of £500 million.
Manager, UK Gas Origination
ENRON EUROPE LIMITED
London
06.2000 - 06.2002
- Led deal teams in structuring, negotiating and closing two Gas Purchase Contracts with North Sea natural gas producers. Total cost in excess of £225 million.
- Created, marketed and auctioned a ‘Virtual Entry Capacity’ product, EnCap, to help Beach gas owners manage the price volatility of long term entry capacity on to the NTS in the UK.
- Sold 37 financial European put options to a North Sea producer to help manage the risk of a fall in gas prices while the company was purchasing offshore assets. Total premium of £1.5 million.
- Worked with PricewaterhouseCoopers (administrator) for 6 months post bankruptcy in preserving the value of assets. Primary focus was to co-ordinate the marketing efforts for the divestment of Enron’s largest European gas purchase contract and the related transport & processing companies.
- (2001 Market Cap. $67 billion)
Analyst & Associate, Physical Energy Risk Management
ENRON EUROPE LIMITED
London
05.1999 - 05.2000
- Negotiated and closed a five year, evergreen Liquids Supply Contract for the sale of over 1500 tonnes of liquefied petroleum gas per day. Total revenues of $550 million.
- Developed a model using linear programming that determines the optimum gas flow pattern through the Teesside Gas Plant which maximises the profit margins of natural gas and LPG products.
- Performed the commercial role on the ‘Liquids Crossover Project’, by valuing the expected returns, securing legal consents from investors and obtaining authorisation from the CEO. IRR of 400%.
Business Analyst
TEXACO GLOBAL GAS AND POWER
London
01.1997 - 01.1999
- Evaluated investment opportunities for natural gas and power projects in Central Asia, Middle East, West Africa and Europe in terms of strategic fit, economic returns and potential risk.
- Responsible for designing a valuation model of Texaco Natural Gas’ assets that accurately compared 23 non-conforming bids for the entity. A recommendation report was presented to and accepted by Sr Management before authorising the sale to Shell Gas Direct. Sale price of £7.5m.
- (1999 Market Cap. $31 billion)
National Catastrophe Claim Representative
STATE FARM INSURANCE
United States
01.1995 - 01.1996
- Travelled nation-wide with a team of adjusters whose primary responsibility was to interpret policies, settle claims with clients and negotiate contractor bids at disaster sites.
- (1995 Turnover $42.5 billion, largest US domestic insurer)
Drilling Services Engineer
BAROID CORPORATION
UAE, Oman, Iran, Nigeria, United States
01.1992 - 01.1994
- Performed cross-functional roles in regional office sales/negotiating and field engineering.
- Conducted chemical analysis tests on the drilling fluid at exploration sites in order to ascertain qualities and make adjustments as necessary to ensure that specifications were met.
- (1993 Market Cap. $4.5 billion, Dresser Industries)
Education
Master of Business Administration - International Business and Export Management
BAYES BUSINESS SCHOOL - City St George’s, University of London
London01.1997
Bachelor of Business Administration - Marketing
UNIVERSITY OF OKLAHOMA
Norman, Oklahoma01.1992
Skills
- Sales strategy
- Customer relationship management
- Market analysis
- Financial modeling
- Contract negotiation
- Team leadership
Relevant Information
- Passed the UK’s Securities and Futures Authority General Representative exam in 2000
- Member of the Marketing Committee at Mary Institute and St Louis Country Day School
- Member of the oldest St Louis civic organization
- Dual citizenship: American and British
Timeline
Vice President – Metallurgical / International Thermal Coal Sales
CORE NATURAL RESOURCES
02.2012 - Current
General Manager Marketing, Energy Coal
BHP BILLITON
01.2006 - 09.2011
Originator, Petroleum Trading and Marketing
BHP BILLITON
08.2004 - 12.2005
Manager, European Energy Marketing and Trading
BHP BILLITON
07.2002 - 07.2004
Manager, UK Gas Origination
ENRON EUROPE LIMITED
06.2000 - 06.2002
Analyst & Associate, Physical Energy Risk Management
ENRON EUROPE LIMITED
05.1999 - 05.2000
Business Analyst
TEXACO GLOBAL GAS AND POWER
01.1997 - 01.1999
National Catastrophe Claim Representative
STATE FARM INSURANCE
01.1995 - 01.1996
Drilling Services Engineer
BAROID CORPORATION
01.1992 - 01.1994
Master of Business Administration - International Business and Export Management
BAYES BUSINESS SCHOOL - City St George’s, University of London
Bachelor of Business Administration - Marketing
UNIVERSITY OF OKLAHOMA