The Company
American Trailer World (ATW) is a diversified manufacturer and leading retailer and distributor of professional and consumer-grade trailers, parts, and accessories in North America. ATW formed in January 2016 when American Trailer Works was merged with Big Tex Trailers through a deal led by Bain Capital, one of the world’s largest private equity investors. The combined company created a stand-out market leader which owned ~30% of the manufacturing and retail assets in North America in an otherwise fragmented industry. Today, ATW has approximately $2 billion in annual revenue, 6500 employees, and is headquartered in Addison, TX.
The Role
Today, ATW is seeking a new President to lead the next chapter of growth for its $1.1B Pro Grade division, consisting of 10 manufacturing plants and 2500 employees. The business unit has grown rapidly through acquisition over the years and now contains three brands, serving a large, complex network of independent dealers. The charter of the role is two-fold: a) grow revenue with new and existing dealer partners by optimizing the product, pricing, and positioning of Pro Grade products and b) create long-term competitive advantage for Pro Grade with dealers and customers alike by accelerating the pace of product innovation.
The new President will be responsible for creating a comprehensive, integrated go-to-market approach for the Pro Grade business including: brand alignment; customer segmentation; commercial organization structure; sales process and value proposition; sales force resourcing, training, and deployment; ongoing sales management and operations, including KPIs, systems and tools, pipeline, and management cadence.
Experience & Requirements
15+ years of experience leading a consumer and/or B2B business, including full P&L responsibility for >$500m in revenue
• Experience developing commercial strategy and deployment in a multi-channel environment
• Strong analytical and scientific approach to ongoing sales management and sales operations; a clearly defined sales process, pipeline management, territory planning, compensation design, and management cadence.
• Formal product innovation process and roadmap; ability to use consumer insights and data analytics to support decisions; experience consolidating/simplifying product lines and marketing to a customer base.
• Superior customer orientation with a clear ability to translate customer needs into short-term and long-range operating plans
• Able to achieve or exceed performance results through effective team and individual performance, setting clear goals and managing accountability; strong growth orientation
• Exceptional financial management skills; leads strategic planning and budgeting processes; interprets financial data for effective decision making; anticipates potential issues and implement plans for corrective action
• Experience and training in continuous improvement systems and principles; LEAN, TPS, Six Sigma etc.
• Polished communication skills, including written, verbal and presentation skills; comfortable and credible with both internal stakeholders, customers and external audiences
• Strong orientation to leadership, teamwork, and positive communication; a flexible, dynamic, self?demanding and proactive individual, able to motivate him/herself and others
