Job Details

Tide Rock is committed to investing in the continued growth of our recent acquisition, AirSupply. We are looking for a Chief Executive Officer (CEO) to lead all aspects of the business. The ideal candidate will have experience selling through distribution (and through government contracting vehicles) and know how to drive sales in that ecosystem. Experience with key distribution channel partners (e.g. Grainger, Uline, HD Supply, etc.), familiarity with inventory management (key item dependencies), and an understanding of government spend programs will help this individual drive organic growth.

The CEO will be responsible for all aspects of AirSupply, including sales and marketing, logistics, operations, and supporting functions. The ideal candidate will spike in Go-To-Market excellence, having measurable success developing a cohesive channel and customer strategy to drive top-line sales, while doing so in a way that allows AirSupply to profitably deliver high levels of service to its customers. The ideal candidate will have experience scaling a business that required professionalization of people, processes, and systems in a growing environment, and will serve as a motivational, aspirational leader to AirSupply's current and future workforce as the Company transitions from a successful but immature founder-run business into an Enterprise-quality firm.

DUTIES + RESPONSIBILITIES

• Deliver continued profitable growth that accelerates AirSupply's market share.
• Lead and inspire AirSupply's team of professionals, technicians, and contractors.
• Consistently grow revenue, EBITDA, and cash flow each year.
• Develop and execute a cohesive commercial / channel strategy across AirSupply's current and potential market segments and distribution channels.
• Develop and execute a process-and-metrics-driven new logo sales approach.
• Strengthen relationships with existing customers to grow share of wallet and long-term sales agreements.
• Oversee all operations and new service offerings that underpin commercial growth.
• Cultivate culture, developing a high-performance management team and driving employee engagement as the business expands.

SKILLS + EXPERIENCE REQUIRED

• Prior experience as a CEO, President, GM, or full P&L leader within a comparable manufacturing / distribution space.
• An intimate understanding of key distribution partners and how to best position products / services as an attractive sell-through to end customers.
• Experience with selling into government / military and knowledge of the intricacies of that process (e.g. how to get on preferred vendors lists).
• An understanding of how to sell custom or semi-custom products or solutions, versus a set SKU list.
• Experience implementing a successful GTM playbook: Well-defined channels, targets within each channel, value propositions for each target, KPIs, etc.
• Experience with change management; the CEO will likely need to add, refine, or replace processes to enable continued growth.
• Heavy external business development focus and experience developing, deploying, and managing sales processes, metrics, and tools (e.g., CRM) to accelerate revenue growth.
• Proven success optimizing relationships with customers to grow revenue, margin, and market share.
• Ability to make agile and data-driven decisions that impact the success of the team. A track record of acquiring new large / key customers in current or adjacent target markets.
• Experience developing and executing growth strategies, both organic and inorganic (M&A) as needed.
• Exceptional leadership skills and a proven ability to attract, develop, and retain high-performing team members.

SKILLS + EXPERIENCE REQUIRED (CONTINUED)

• Strong understanding of corporate finance and performance management principles.
• Entrepreneurial mindset with outstanding organizational and leadership skills.
• Exemplary organizational skills, detail-oriented, with the ability to prioritize multiple projects and meet deadlines in a fast-paced environment.
• Exceptional communication and presentation skills, and an ability to engage with all levels of an organization, from the C-suite to the warehouse floor.
• Intellectual horsepower and agility, with the ability to easily move from big-picture strategy to day-to-day activities.
• A demonstrated commitment to the highest levels of ethics and integrity.
• Ability to partner with investment sponsors to take a business to / through a successful transaction.

MANAGEMENT STYLE + BEHAVIORAL TRAITS

• Leading by Example: Demonstrating and fostering, by example, a sense of urgency, strong commitment / accountability, and sound decision-making to achieve goals.
• Sales Driven: Customer-driven culture with the CEO creating and closing the largest opportunities with new and existing customers.
• Business Acumen: Knowledge of the competitive landscape and current and emerging practices within the industry.
• Vision and Purpose: Embracing and communicating FCE's vision and its goals while reflecting a dedication to success which inspires and motivates.
• Motivational and Inspirational: Energetic with a "get-it-done" attitude while keeping the team enthusiastic about the business and the goals set ahead.
• Leadership and Conflict Resolution: Empathetic and humble leader with a high "EQ." Ability to work through controversy while looking through the lens of consensus.
• Ethics and Values: Adhere to a code of conduct with a moral compass focused on the highest level of integrity and ethics.

Education Requirements

• Bachelor's degree in business, engineering, or a related field.
• MBA or other relevant master's degree preferred.

Seniority level: Executive

Employment type: Full-time

Job function: Business Development and Sales