Chief Revenue Officer

Quintegra Solutions - Knoxville, TN

Full-time - Executive

Knoxville, TN

Professional, Scientific, and Technical Services

About the position

The Chief Revenue Officer (CRO) will be responsible for the development and execution of annual and long-term strategic objectives to grow sales and profits. The CRO will be expected to recommend new programs and other key changes to the sales and marketing approach to grow the business in varied market segments. In addition, the CRO will be responsible for developing and managing a national sales and marketing team, Blue Chip dealer network, and the creation and management of the annual sales and marketing plans.

Responsibilities

• Act as a brand champion
• Understand and communicate the market drivers for the attachments in the skid steer and tractor equipment business segments
• Understand and communicate market drivers for all new market segments entered through organic or acquisitive growth
• Analyze key trends, opportunities, threats, and implications related to our external environment for current and potential competitors
• Develop strategies to maximize account and market penetration
• Create a collaborative environment between Operations and Sales to capitalize on emergent and tangential opportunities
• Develop and implement Key Account strategy for all markets
• Recruit and develop the sales talent necessary to exceed corporate revenue and profit goals
• Develop and implement an annual compensation system that provides appropriate incentive for the sales team
• Develop and implement full sales coverage plan in all target markets
• Develop overarching marketing strategy to cover the four Ps of marketing (product, price, place, and promotion)
• Recruit and develop the internal and external marketing talent necessary to implement the marketing strategy
• Develop and implement an annual compensation system that provides appropriate incentive for direct marketing employees
• Champion the Salesforce.com CRM system
• Liaison with Operations and Product Management to develop strategies to improve the long-term value of customer relationships
• Identify and attend events designed to promote higher-level customer relationships
• Manage the Product Support team for optimal customer outcomes
• Monitor KPIs relative to warranty claims and socialize within the organization for continuous improvements to the product
• Develop annual Sales and Marketing Plan
• Provide quotas and sales objectives to the members of the sales team and hold them accountable to the goals
• Develop actionable Key Performance Indicators to monitor the attainment of goals and objectives
• Report to the COO
• Ensure that all work is done in accordance with Federal, State, and Local requirements, customer specifications, and company policy
• Keep COO aware of all progress and problems
• Train to maintain top standards for delivering excellent performance

Requirements

• Technical bachelor's degree from an accredited university; MBA preferred
• Revenue responsibility for $250MM
• Minimum of 10 years of experience in a Business-to-Business (B2B) sales leadership role
• Minimum of 10 years of experience managing an extensive national Dealer Distributor network for heavy equipment and attachments
• CRM experience required; Salesforce experience preferred
• Strong leadership, people management skills
• Strong accountability, manager
• Takes ownership of the role and responsibilities
• Self-starter, entrepreneurial, and creative thinking ability
• A business builder, not a maintainer
• Proven experience with change management
• Knowledge of digital marketing communications tools, techniques, and related developments, including social media
• Ability to create and manage budgets and negotiate business deals
• Strong analytic and strategic thinking ability; Must be a problem solver, self-motivated, and be a team player
• Advanced skills with Microsoft Office programs, Analytics, and familiar with Data Modeling tools
• Strong project management experience delivering results across functional boundaries
• Ability to travel overnight when needed