Chief Revenue Officer

Stout Groep•Atlanta, GA

19h•Onsite

About The Position

The Chief Revenue Officer (CRO) will report to the head of client service and serve as a business partner to the executive leadership team and, at times, interact with the board. The CRO will be the senior-most Go to Market (GtM) leader, responsible for strategic direction and management of sales and business development activities. The CRO will drive and support Stout’s achievement of revenue goals and acceleration of market share growth through new business development, key account management processes, brand and marketing, sales enablement and effectiveness, and cross selling. The CRO will be broadly responsible for leading the GtM organization as well as serving as the senior-most relationship manager to a selection of key clients. He/she will provide all operational guidance, performance management, systems and process infrastructure and technology, professional development, talent acquisition, and retention to ensure optimal geographic sales coverage and account penetration while maximizing revenue growth. In addition, the CRO will have accountability for supervising the design and delivery of monthly, quarterly, and annual reports across all services lines, managing daily operational activities of the BD organization as well as relationship management, new business development, and sales enablement and effectiveness. This professional will bring analytical rigor and operational discipline to monitoring all transactions through the sales cycle, including client interface and consultation, proposals, structuring, pricing, contract administration, and supporting back office activities. This sales leader will have comprehensive responsibility for the complete administration and management of the BD organization, personally focusing on training, coaching, mentoring, and retaining BD personnel as well as developing BD skills across the broader client service groups. Importantly, the CRO will personally serve as a senior commercial face to the external industry and will personally invest time and energy in building presence and brand across the sector. As an active industry participant, the CRO will position himself/herself to advise the executive team and board on industry trends, market intelligence, competitor environment and intelligence, sector performance, specific client dynamics, and the effect of these issues on broader GtM strategies.

Requirements

An undergraduate degree is required
Experience as the CRO or Senior Sales or Business Development Executive of a high-quality professional services business
Experience in a firm with a strong sales culture with sophisticated use of technology and data and analytics in solving both strategic issues and tactical problems
Demonstrated change management ability
Demonstrable record of building a team and delivering sales results through the team with robust sales processes, effective communication, and meaningful performance metrics
Strong presence and client orientation with proven experience of successfully influencing those critical to a group’s success, such as clients, Board, CEO, senior leadership, and industry participants
Ability to sense new markets and anticipate industry trends as well as quantify and analyze their potential impacts
Decisive team leader who sets high standards, drives performance, and who is capable of creating a best-in-class GtM organization through strong recruitment, development, and retention of staff and the implementation of best-fit processes and systems
Personally proven as a successful “closer” in combination with a proven track record implementing, teaching, and utilizing best practice sales tools and processes, particularly in sales planning, to improve overall sales effectiveness and drive top-line growth
A mature, self-aware, dynamic, and resilient executive, adept at translating ideas into action and utilizing a consultative, fact-based style to lead, coach, and develop his/her teams to identify and quantify client needs and develop innovative client solutions
High-energy executive, able to personally contribute as well as lead; less dependent on a large staff and resources to achieve objectives. A self-starter with a “roll up the sleeves” style capable of working collaboratively in a decentralized, fast-paced, goal-oriented, data-driven environment
Strategic, innovative, and adaptive, this leader possesses the external awareness to understand the nuances of selling in the target marketplace as well as teach, mentor, and coach teams to consistently deliver operational excellence and over-achieving outcomes
Must demonstrate a sense of urgency coupled with the relentless drive, persistence, and relationship-building skills to effect critical change
Ability to work effectively in an operationally-intense company environment; providing guidance and leadership where required, but also able to gauge when to focus on detail and add direct support to accomplish objectives
Outstanding analytical skills and the ability to add rigor and discipline to Stout’s BD processes and market development activities
The ability to proactively problem solve, design actionable steps, and measure progress is critical
Must be forward-thinking and anticipatory in mindset and an enabler of strategy and action
Possesses a brand of humble confidence, allowing for effective delegation and empowerment across his/her entire team
Excellent interpersonal and communication skills; ability to build and foster relationships externally with clients and internally across management and key stakeholders is imperative; able and willing to have hard conversations and address conflicts when needed
Ability to instill a “can do” attitude and to motivate teams to produce short-term results and simultaneously inspire and support several longer-term strategic projects and initiatives
Demonstrated track record of the highest personal integrity and ethical compliance

Nice To Haves

MBA or an advanced business degree is highly desired
A former professional services practitioner, with excellence in sales and/or business development, and who has sold and delivered work is highly desired
Experience or exposure to brand, communications, and marketing initiatives as well as marketplace partner alliances

Responsibilities

Build a strong working relationship with the Chief Client Service Officer, Business Line Presidents, and entire management team
Exert sophisticated, analytical, and data-focused rigor across all sales and BD processes to help further evolve all areas of the Stout platform
Establish and drive a disciplined sales, cross selling, and account management framework and process, including market segmentation, ideal client profile (ICP) development, quarterly and annual sales planning, and pipeline and funnel management
Ensure the annual sales plan is supported by data and aligned with the broader organizational strategy and quantitative key business objectives
Maintain vigilant and perpetual market intelligence, including the monitoring of competition, their market presence, strategies, price points, and successes/failures
Support/partner with the Business Line Presidents in the identification of new/ancillary markets and develop market plans to effectively enter and profitably compete
Support the entire BD and client service teams and their continual professional development and improvement
Implement and execute BD programs and best practices across all of Stout’s client service and BD professionals
Drive organizational development, recruitment, and retention of members of the GtM organization
Onboard, train, and mentor new GtM colleagues
Partnering with CFO and Chief Client Service Officer, develop and deploy effective compensation programs
Ensure communications are synchronized and coordinated, and enable sales plan objectives while meeting organizational expenditure requirements