Chief Revenue Officer

RHH202408

Automotive

THE COMPANY

Founded in 1923, our client is a 4^th generation family-owned promotional marketing and manufacturers’ representative company in Southeast Michigan. Focused primarily, but not exclusively, in the automotive industry, the company manufactures its own products and represents other manufacturers. They are dedicated to their employees and committed to providing excellent service to their principles and customers. Our client honors their history and legacy while continuing to grow the company.

THE OPPORTUNITY

The Chief Revenue Officer will be responsible for overseeing all revenue generation. Acting as a partner to the owner, they will create and implement strategies to drive the company’s revenue growth, increase market share, streamline operations, set precise goals, refine key performance indicators (KPIs), and establish accountability throughout the organization. They will play a key part in setting the company’s strategic direction and ensuring that all revenue-related activities are optimized and aligned. The CRO will play a pivotal role in leading efforts to achieve sustainable and scalable growth and strengthening the company’s culture. This position is ideal for a visionary leader passionate about making a significant impact, enjoys working in a collaborative environment, and is motivated by the challenge of achieving ambitious goals. This position reports to the owner and has 11 direct reports.

JOB DEFINITION

The CRO’s primary goals will be to strengthen customer relationships and grow existing business, develop new business, assess and improve the existing sales team, and optimize systems, processes, and procedures. This role calls for a “hunter,” “farmer,” and leader. The successful candidate will be an accomplished salesperson and sales leadership professional experienced in strategic planning and cross-functional collaboration.

SKILLS

The CRO will help lead and grow the company and develop and implement a comprehensive revenue strategy encompassing all customer journey stages, from acquisition to retention and expansion.

Drive and close sales.
Foster strong relationships with existing customers, ensuring customer retention and satisfaction.
Evaluate existing client mix and account profitability.
Identify and pursue new business opportunities, channels, and commodities that can contribute to revenue growth.
Gain access to large target organizations and develop “C” suite relationships.
Analyze market trends and customer needs to identify new business opportunities.
Stay informed about new products, services, industry trends, and competitor activities to execute sales strategies effectively.
Establish legitimate sales targets personally and for the divisions.
Work with the owner to develop and manage budgets related to revenue generation, including sales and marketing expenditures.
Provide the owner with regular updates on sales performance, market conditions, and progress toward revenue goals.
Ensure collaboration and alignment between different departments, including the sales, business development, product development, finance, and manufacturing teams, to create a cohesive approach to revenue generation.
Forecast revenue generation, plan strategies accordingly, and monitor all revenue streams to make necessary adjustments.
Analyze sales data and provide insights on market trends, customer preferences, and the competitive landscape.
Use data and analytics to track revenue performance, identify trends, and make data-driven decisions. Regularly report on revenue metrics.
Focus on sales metrics such as pipeline growth, conversion rates, and sales targets.
Develop pricing strategies and sales models to maximize profitability.
Perform risk analysis to identify potential challenges to the company’s profitability. Address and manage crises that may impact revenue or the company’s reputation.
Write/respond to RFP/RFQs and facilitate and improve processes.
Direct marketing and the development of marketing materials.

Leadership and Management:

Foster a high-performance sales culture that encourages growth and innovation.
Lead and manage the sales teams, set sales goals, develop sales plans, establish clear expectations and accountability, and ensure the teams meet or exceed targets.
Lead bi-weekly team meetings to inform, align, and motivate the teams.
Ensure the teams build and maintain long-term business relationships with customers.
Recruit, train, and coach new employees.
Conduct employee performance evaluations, review meetings, set performance goals, and implement corrective actions and improvements based on performance analysis.
Develop a compensation structure.

BACKGROUND EXPERIENCE

A minimum of five years in sales and business development leadership positions.
Demonstrated success in driving revenue growth and achieving sales targets.
Strong leadership and management skills with the ability to motivate and inspire teams.
Experience marketing and selling to the automotive industry.
Knowledge of chrome plating, injection molding, electroforming, liquid coatings, castings, thermoforming, NVH, in mold structural electronics, and/or in mold decorating is a plus.
Experience managing manufacturers’ representatives.

Education:

Bachelor’s degree in business administration, marketing, or related field (MBA preferred).

If you have these qualifications and are looking for a challenging career, please submit your Resume using the button below.

Todd Hohauser

CEO & Lead Consultant

Kate Scott

Director, Executive Recruitment