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General Manager–Equipment Trailers

Job Function:

The General Manager, Equipment Trailers is responsible for achieving targeted business objectives for the Equipment
Trailer (ET) business unit of The Company. This includes full profit & loss (P&L) responsibility for all ET business
activities within North America, including new trailer & accessory sales, warranty claims and aftermarket parts sales.

Essential Functions:

1. Primary Responsibilities:

• Develop, implement and manage a sales and distribution strategy that achieves the business unit’s
Annual Operating Plan (AOP) targets. AOP targets include units sold, standard margins, finished goods
inventory management, year-over-year (YOY) sales growth, etc.
• Manage the sales team to properly balance time spent recruiting new ET Dealers while maintaining
targeted inventory levels and ensuring strong mutually beneficial relationships with existing distribution
partners. Identify and sell directly to Key/National Accounts as/when appropriate.
• Update and manage ET sales forecasts to optimize Production resources and Supply Chain raw material
costs and inventory levels.
• Support ET New Product Development (NPD) programs to achieve associated milestone dates (e.g.
protype build/test, open order book, field release, etc.) and sales targets for each new model.

2. Effectively manage The Company’s commercial risk exposure through execution and management of ET Dealer credit
approvals and Sales & Service Agreements. Propose updates to these agreements as circumstances warrant.

3. In collaboration with the Customer Support team and other cross-functional departments, develop and implement
business management reporting systems and processes that drive improved work-flow efficiency and productivity
throughout the entire value chain.

4. Support development of marketing and promotional materials (e.g. catalogs, brochures, social media and website
updates, advertising campaigns, etc.) in support of ongoing sales activities and trade show participation.

5. Collect, analyze and disseminate competitive and market intelligence in support of Company’s ongoing NPD
Programs and pricing strategies.

6. Achieve market share & YOY sales growth objectives by developing and implementing territory and Dealer
coverage plans.

7. Recruit and retain additional employees to the ET team as supported by the business fundamentals and related
financial metrics.

8. Perform additional duties as assigned by management or required by the position.

Qualifications/Requirements:

1. Must possess a Bachelor’s degree in related field and/or a minimum of 10-15 years’ experience in sales and related
positions of progressively increasing responsibility, including management of a sales and/or Dealer distribution
team with a minimum of $40-$50M in annual sales revenue.
2. Excellent communications skills, both verbal and written and presentation skills.
3. Must possess strong leadership skills by having a comprehensive understanding of how all relevant aspects of the
business should be conducted and ensuring that “best practices” are followed consistently.
4. Must be proficient in Microsoft Office programs, including Word, Excel, PowerPoint, Outlook, etc.
5. Must have a valid driver’s license and insurable driving record for extensive travel.

Job Function:

The General Manager, Equipment Trailers is responsible for achieving targeted business objectives for the Equipment
Trailer (ET) business unit of The Company. This includes full profit & loss (P&L) responsibility for all ET business
activities within North America, including new trailer & accessory sales, warranty claims and aftermarket parts sales.

Essential Functions:

1. Primary Responsibilities:

• Develop, implement and manage a sales and distribution strategy that achieves the business unit’s
Annual Operating Plan (AOP) targets. AOP targets include units sold, standard margins, finished goods
inventory management, year-over-year (YOY) sales growth, etc.
• Manage the sales team to properly balance time spent recruiting new ET Dealers while maintaining
targeted inventory levels and ensuring strong mutually beneficial relationships with existing distribution
partners. Identify and sell directly to Key/National Accounts as/when appropriate.
• Update and manage ET sales forecasts to optimize Production resources and Supply Chain raw material
costs and inventory levels.
• Support ET New Product Development (NPD) programs to achieve associated milestone dates (e.g.
protype build/test, open order book, field release, etc.) and sales targets for each new model.

2. Effectively manage The Company’s commercial risk exposure through execution and management of ET Dealer credit
approvals and Sales & Service Agreements. Propose updates to these agreements as circumstances warrant.

3. In collaboration with the Customer Support team and other cross-functional departments, develop and implement
business management reporting systems and processes that drive improved work-flow efficiency and productivity
throughout the entire value chain.

4. Support development of marketing and promotional materials (e.g. catalogs, brochures, social media and website
updates, advertising campaigns, etc.) in support of ongoing sales activities and trade show participation.

5. Collect, analyze and disseminate competitive and market intelligence in support of Company’s ongoing NPD
Programs and pricing strategies.

6. Achieve market share & YOY sales growth objectives by developing and implementing territory and Dealer
coverage plans.

7. Recruit and retain additional employees to the ET team as supported by the business fundamentals and related
financial metrics.

8. Perform additional duties as assigned by management or required by the position.

Qualifications/Requirements:

1. Must possess a Bachelor’s degree in related field and/or a minimum of 10-15 years’ experience in sales and related
positions of progressively increasing responsibility, including management of a sales and/or Dealer distribution
team with a minimum of $40-$50M in annual sales revenue.
2. Excellent communications skills, both verbal and written and presentation skills.
3. Must possess strong leadership skills by having a comprehensive understanding of how all relevant aspects of the
business should be conducted and ensuring that “best practices” are followed consistently.
4. Must be proficient in Microsoft Office programs, including Word, Excel, PowerPoint, Outlook, etc.
5. Must have a valid driver’s license and insurable driving record for extensive travel.

Bachelor’s