THE PORTFOLIO COMPANY

Founded in 1990, a global company serves over 800 customers and operates around the clock, every day of the year. Recently acquired by a larger organization as part of its strategic expansion into the European market, this company is experiencing rapid growth fueled by significant investments in inventory and e-commerce. It has moved to a much larger facility to support its growth, with revenue targets set at $82 million for 2025, $95 million for 2026, and $110 million for 2027. The parent company, with $250 million in revenue and an ambitious goal of $750 million by 2027, emphasizes both organic growth and acquisitions. The integration is expected to streamline back-office operations and capitalize on product synergies, enhancing expansion efforts in the aerospace and defense sectors.

THE PRIVATE EQUITY FIRM

A Private Equity firm based in Boston manages $19 billion in assets under management and focuses on sectors such as business services, consumer products, financial services, healthcare, industrial services and technologies, as well as software and technology. Established in 1999, this firm typically employs a "buy and build" strategy, targeting companies with EBITDA between $5 million and $80 million. With a portfolio of over 170 companies, the firm prioritizes scalable growth and operational enhancements.

THE CULTURE

The company fosters a culture centered on improvement and process flows, emphasizing an entrepreneurial spirit of delegation and empowerment that mirrors its parent organization. While currently resisting a corporate structure, this approach may evolve as the company grows. Employees are encouraged to experiment and innovate, as seen in initiatives like AI implementation and website enhancements. The environment is inclusive and diverse, prioritizing professional growth and making individuals feel valued. Hybrid working options are available, and the company maintains transparency with clear communication, ensuring that decision-making is driven by data.

VISION

• Developing the company’s contract business, increasing structured agreements with key accounts to improve revenue predictability.
• Winning business with target accounts.
• Expanding product offerings from 1,200 to 1,500 to meet broader market needs.
• Building a global sales team with Regional Sales Managers in EMEA, APAC, and the Americas to drive international growth.

THE ROLE

The day-to-day role for this position will include the following tasks:

• Cultivating long-term relationships with airlines and MROs, converting them to structured contracts.
• Traveling extensively to meet with clients, attend industry events, and strengthen brand presence.
• Collaborating with marketing to build brand awareness through targeted trade shows and exhibitions.
• Working closely with the inside sales team to develop proposals for large RFPs, as well as leading negotiations on major contracts.
• Establishing just-in-time and consignment contracts with customers.
• Providing monthly sales reports and data analysis to the management team.

KEY SELLING POINTS OF THE ROLE

• Opportunity to build a dedicated sales team as the company transitions from shared sales resources to a structured sales force.
• A strong growth trajectory backed by an ambitious private equity firm, with plans to grow from $330M to $750M in revenue over the next three years.
• Exposure to a variety of high-growth markets, including expansion into Dubai, APAC, and other international regions.
• An entrepreneurial, empowerment-focused culture with an openness to experimentation, including initiatives like AI and a recently launched e-commerce platform.
• A strategic position in a company that values innovation, inclusivity, and employee development.
• Over 1500 customers, built up without an external facing sales force.

KEY CHALLENGES FOR THE ROLE

• Building a proactive outside sales team as opposed to the current model reliant on sister company PDQ for lead generation.
• Transitioning ad hoc transactions (currently 7% of business at $4M) into contractual agreements, with a goal of increasing contract-based revenue to approximately 25%.
• Developing a go-to-market strategy that aligns with strategic acquisitions and market expansion.
• Leveraging existing APAC, North and South American network and customer base to drive new business in the region.
• Managing a significant travel schedule to foster client relationships and support sales efforts globally.

YOUR BACKGROUND

The successful individual will be able to demonstrate experience in the following:

• Experience in the aviation aftermarket with established contacts among airlines and repair shops
• Background in distribution, ideally in chemical products
• Strong connections within Tier 2 airlines
• UK-based preferred (flexible)
• Skilled at building and nurturing client relationships, converting them into formal contracts
• Proven success in securing contracts with airlines and MROs
• Comfortable with international sales, including client engagement and hospitality

YOUR CHARACTERISTICS

The successful individual will display the following characteristics:

• Proactive
• High energy
• High drive
• Passionate
• Go getter
• Strong commercial acumen
• Extroverted
• Accurate in high pressure situations

COMPENSATION PACKAGE

Basic Salary: £120,000 - £150,000

Bonus Package: 30%

Equity: Yes

Raw Selectionis an executive search firm working exclusively with Private Equity firms and their portfolio companies across Europe & North America.

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