About this opportunity
Nws lists this CHIEF REVENUE OFFICER (CRO) opportunity in northern, Kentucky. Review the employer’s description below for duties, qualifications and application requirements.
Job description
Position Summary
The Chief Revenue Officer (CRO) is a member of the executive leadership team responsible for developing and executing the company's overall revenue strategy and delivering sustainable, profitable growth across all customer segments, sales channels, products, solutions, and geographic markets.
The CRO will lead the organization's revenue-generating functions, including direct sales, indirect/channel sales, strategic accounts, solutions sales, data center and digital infrastructure sales, business development, sales operations, and commercial strategy.
This executive will establish a high-performance revenue organization that aligns market strategy, sales execution, customer relationships, supplier partnerships, pricing, pipeline management, and operational discipline to maximize revenue, gross margin, customer retention, and market share.
The CRO will work closely with the CEO, President, CFO, COO/CAO, and other executive leaders to translate corporate strategy into measurable revenue objectives and a scalable go-to-market model.
PRIMARY RESPONSIBILITIES
Enterprise Revenue Strategy
Develop and execute the company's comprehensive multi-year revenue and go-to-market strategy.
Establish annual revenue, gross-margin, bookings, customer acquisition, retention, and profitability objectives.
Identify new markets, customer segments, technologies, products, and services capable of generating incremental revenue.
Balance short-term revenue performance with long-term strategic growth initiatives.
Establish revenue priorities across telecommunications, connectivity, wireless, fiber, data center, cloud, networking, security, and digital infrastructure markets.
Translate corporate strategy into actionable revenue plans for each business unit and sales channel.
Monitor competitive, technological, supplier, and market developments and adjust commercial strategy accordingly.
Sales Leadership
Lead and develop the company's overall sales organization, including:
Direct Sales
Indirect/Channel Sales
Strategic Accounts
Enterprise Sales
Carrier and Service Provider Sales
Data Center Sales
Digital Infrastructure Sales
Solutions Sales
Business Development
Partner/Reseller Sales
Sales Operations and Administration
Establish clear organizational accountability, sales territories, quotas, compensation structures, reporting relationships, and performance expectations.
Develop a disciplined sales culture focused on:
Revenue growth
Gross-margin expansion
New customer acquisition
Customer retention
Cross-selling and upselling
Pipeline generation
Forecast accuracy
Strategic account development
Supplier and partner expansion
Direct Sales
Develop and execute the direct-sales strategy across enterprise, carrier, data center, infrastructure, and strategic accounts.
Establish account segmentation and customer-specific growth strategies.
Build executive relationships with key customers and strategic accounts.
Develop large-account and national-account strategies.
Ensure sales teams effectively position the company's products, services, technical capabilities, and value proposition.
Establish sales methodologies, qualification standards, opportunity-management processes, and closing disciplines.
Drive expansion within existing accounts while continuously developing new business.
Indirect and Channel Sales
Develop the company's indirect-channel strategy encompassing distributors, resellers, dealers, agents, integrators, contractors, VARs, MSPs, and other channel partners.
Recruit, enable, manage, and grow strategic channel relationships.
Establish channel segmentation, partner tiers, incentives, rebates, and performance standards.
Develop programs designed to increase partner loyalty, wallet share, and recurring revenue.
Establish channel conflict-management policies between direct and indirect sales.
Create joint business plans with strategic partners and suppliers.
Measure partner productivity, revenue contribution, profitability, retention, and growth.
Telecommunications & Digital Infrastructure Solutions
Drive commercial growth across relevant infrastructure markets, including:
Fiber optic infrastructure
Broadband
Wireless infrastructure
5G infrastructure
Data centers
Edge computing
Structured cabling
Networking
Connectivity
Cloud infrastructure
Network security
Power and electrical infrastructure
Outside plant infrastructure
Enterprise communications
Digital infrastructure solutions
Partner with technical and operational leadership to develop solutions that address evolving customer requirements.
Supplier and Manufacturer Relationships
Develop executive-level relationships with key manufacturers, suppliers, technology providers, and strategic partners.
Negotiate commercial programs that improve revenue opportunities and gross-margin performance.
Establish joint go-to-market initiatives with strategic suppliers.
Develop preferred-supplier strategies based on market demand, product availability, pricing, technology, and customer requirements.
Collaborate with suppliers on new product introductions and emerging technologies.
Monitor supplier performance and address commercial or service issues affecting customers.
Revenue Operations & Forecasting
Establish a rigorous revenue-management discipline across the organization.
Responsibilities include:
Pipeline management
Sales forecasting
CRM discipline
Opportunity management
Territory management
Quota allocation
Sales productivity
Revenue analytics
Customer segmentation
Pricing analytics
Sales compensation
Win/loss analysis
Forecast accuracy
Establish standardized dashboards and executive reporting that provide visibility into:
Revenue
Gross margin
Bookings
Pipeline
Pipeline coverage
Forecast
New customers
Customer retention
Average customer value
Sales productivity
Channel performance
Supplier performance
Pricing, Margin & Commercial Management
Establish pricing strategy in partnership with the CFO and executive leadership.
Protect and improve gross-margin performance.
Establish pricing governance and approval thresholds.
Monitor market pricing and competitive pressures.
Develop discounting policies and approval procedures.
Identify opportunities for margin expansion through product mix, supplier negotiations, services, and value-added offerings.
Ensure sales incentives align with profitable revenue rather than revenue volume alone.
Customer Strategy & Executive Relationships
Establish a customer-centric revenue strategy.
Maintain executive relationships with the company's largest and most strategic customers.
Develop key-account plans and executive sponsorship programs.
Establish customer-retention and expansion strategies.
Monitor customer satisfaction, service issues, churn, and competitive threats.
Work with operations and customer service leadership to resolve issues affecting strategic accounts.
Business Development & Strategic Growth
Identify and develop new revenue opportunities through:
New geographic markets
New customer segments
New product categories
Strategic partnerships
Supplier relationships
Acquisitions
Joint ventures
Technology partnerships
New distribution models
Value-added services
Recurring-revenue opportunities
Evaluate emerging telecommunications and digital infrastructure markets and translate market trends into actionable commercial opportunities.
Executive Leadership
Serve as a principal member of the executive leadership team and provide the CEO and Board with clear visibility into revenue performance and market opportunities.
The CRO will:
Participate in corporate strategy development.
Establish revenue priorities.
Present revenue performance to executive leadership and the Board.
Collaborate with Finance on revenue and profitability planning.
Collaborate with Operations on inventory, fulfillment, service levels, and customer requirements.
Collaborate with Marketing on demand generation and market positioning.
Collaborate with Human Resources on organizational development and sales compensation.
Support M&A and strategic-investment initiatives.
Organizational Leadership & Talent Development
Build a scalable, high-performance revenue organization.
Recruit, develop, coach, and retain high-performing sales executives and leaders.
Establish clear career paths and succession plans.
Create performance-management standards for the sales organization.
Develop sales leadership capabilities throughout the organization.
Establish a culture of accountability, collaboration, ethical conduct, and continuous improvement.
KEY PERFORMANCE INDICATORS (KPIs)
The CRO will be accountable for measurable performance across the following areas:
Revenue
Total revenue growth
Organic revenue growth
New customer revenue
Existing customer expansion
Recurring revenue growth
Profitability
Gross margin
Gross-margin dollars
Contribution margin
Margin by customer/channel/product
Pricing realization
Sales Performance
Bookings
Pipeline value
Pipeline coverage
Win rate
Average deal size
Sales-cycle duration
Quota attainment
Forecast accuracy
Customer
Customer retention
Customer churn
Net customer growth
Strategic-account growth
Customer concentration
Channel
Channel revenue
Active partners
Partner productivity
Partner retention
Revenue per partner
Channel gross margin
Strategic Growth
New markets launched
New supplier relationships
New product/category revenue
Strategic partnerships
M&A/business-development opportunities
Organizational
Sales productivity
Employee retention
Leadership succession
Time-to-productivity for new sales hires
Sales compensation effectiveness
AUTHORITY & DECISION-MAKING
The CRO will have executive authority within Board-approved and CEO-approved parameters to oversee:
Revenue strategy
Sales organization structure
Sales territories
Sales quotas
Channel strategy
Customer segmentation
Sales compensation recommendations
Pricing strategy
Strategic account strategy
Revenue partnerships
Sales hiring and organizational development
Commercial programs
Material pricing exceptions, capital expenditures, acquisitions, strategic contracts, and financial commitments remain subject to applicable company approval policies.
REPORTING RELATIONSHIP
Reports To: Chief Executive Officer
Executive Peer Relationships:
President
Chief Financial Officer
Chief Operating Officer / Chief Administrative Officer
Chief Technology Officer / Chief Information Officer
Chief Marketing Officer
General Counsel
Direct Reports May Include:
Executive Vice President / Senior Vice President – Direct Sales
Senior Vice President – Indirect & Channel Sales
Senior Vice President – Solutions & Digital Infrastructure
Vice President – Data Center Sales
Vice President – Sales Operations & Administration
Vice President – Business Development
Vice President – Strategic Accounts
Revenue Operations / Sales Analytics Leadership
QUALIFICATIONS
Required
Bachelor's degree in Business, Marketing, Telecommunications, Technology, Engineering, or related discipline.
15+ years of progressive sales and commercial leadership experience.
8+ years of senior executive sales leadership experience.
Demonstrated experience leading complex B2B sales organizations.
Experience in telecommunications, technology distribution, digital infrastructure, networking, data center, connectivity, or related industries.
Demonstrated experience managing direct and indirect sales channels.
Experience managing revenue, gross margin, forecasting, pricing, and sales operations.
Proven experience building and scaling sales organizations.
Strong executive-level customer and supplier relationship skills.
Preferred
Master's degree or MBA.
Experience with telecommunications distribution.
Experience with data center and digital infrastructure markets.
Experience managing national or multi-regional sales organizations.
Experience with private-equity-backed or high-growth organizations.
Experience with M&A integration and commercial transformation.
Experience developing channel-partner ecosystems.
CORE COMPETENCIES
Enterprise Revenue Strategy
Strategic Sales Leadership
Telecommunications Industry Knowledge
Digital Infrastructure Expertise
Channel Management
Strategic Account Management
Business Development
Commercial Strategy
Pricing & Margin Management
Revenue Operations
Forecasting & Analytics
Executive Leadership
Supplier Negotiation
Customer Relationship Management
Organizational Development
Change Management
Financial Acumen
Negotiation
Communication
Strategic Planning
LEADERSHIP EXPECTATIONS
The CRO is expected to operate as an enterprise executive rather than solely as the head of sales. The position requires the ability to connect market opportunity, customer demand, supplier strategy, sales execution, operational capacity, financial performance, and organizational capability into a unified revenue strategy.
The successful executive will create a disciplined revenue-management system that provides leadership with clear visibility into where revenue is being generated, where growth opportunities exist, where margins are being created or eroded, and what resources are required to achieve the company's strategic objectives.
EXECUTIVE SUCCESS PROFILE
Success in this position will be demonstrated by the CRO's ability to:
Deliver sustainable and profitable revenue growth.
Build a scalable and accountable sales organization.
Increase customer acquisition, retention, and wallet share.
Expand the company's indirect and strategic channel ecosystem.
Increase participation in telecommunications and digital infrastructure growth markets.
Improve forecast accuracy and sales execution.
Strengthen strategic supplier relationships.
Improve gross-margin performance.
Establish consistent revenue-management processes and KPIs.
Develop a strong pipeline of future revenue opportunities and sales leadership talent.
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Who can apply
Review the original listing for work authorization, qualifications and employer requirements.