Chief Commercial Officer

2 days ago

Austin TX United States Human Capital Solutions, Inc. Full time

Industry: Construction - Wastewater

Work Locations acceptable: Austin, TX; Denver, CO; or other

Position Summary:

Our client, a PE-backed leading provider in the water and wastewater industry, is hiring a Chief Commercial Officer (CCO). The CCO will be responsible for framing the sales strategy, defining the sales process, designing and resourcing the sales organization, and driving elevated performance to accelerate sales and supercharge organic growth. The successful candidate will have a proven track record as a “builder of systems, process and people.” S/he will be responsible for sales, revenue growth, business development, branding, marketing, and building and managing a team of top performers. The successful candidate will leverage the organization’s product and service portfolio to penetrate target end markets and strategic accounts by implementing a thoughtful sales plan while significantly expanding the company's top and bottom line.

The ideal candidate will possess “academy experience” (a large business) on the one hand, showing an understanding of best-in-class sales systems. On the other, s/he will possess small-company and/or start-up experience to demonstrate adaptability, grit, and a builder mindset. This candidate will have successfully built a high-performing Sales and Marketing department and national sales team. Experience in selling products (CAPEX equipment) and services (including construction) in the range of $1m to $10m is critical.

Water and wastewater industry experience is a plus, but not mandatory.

Absolute Minimum Must Haves / Experience / Requirements:

  • Bachelor’s Degree in Business, Construction Management, Engineering, or related field required. MBA or post-graduate degree preferred.
  • 15+ years of experience in selling $5M+ product, equipment, or systems integration solutions within industrial end markets.
  • 5+ years of demonstrated experience building and leading a national sales & business development team.
  • 5+ years of experience leading a B2B marketing function.

Preferred Experience:

  • 5+ years of experience in water and wastewater treatment sales preferred.
  • Demonstrated success in both a large business to garner academy training and a small or start-up environment.

Core Focus Areas:

  • Revenue Forecasting: Estimating future revenue by analyzing market conditions, historical data, and pipeline progress.
  • Bid Management: Overseeing preparation and submission of bids and proposals to secure projects.
  • Revenue Optimization: Implementing methods to increase revenue across various product lines, services, customer segments, geographic markets, and end markets.
  • Sales Management, Execution, & Leadership: Effectively assessing market needs and making a plan that achieves the company’s goals, continuously refining strategies to improve methods.
  • Solution Selling: Keenly listening to customers and tailoring the company's offerings to meet their specific needs.
  • Customer Account Management & Retention: Focusing on nurturing strategic relationships with key clients to ensure satisfaction and retention.
  • Relationship Development: Regularly checking in to understand evolving needs, challenges, and goals, which helps tailor future solutions.
  • Product Marketing: Communicating the unique value proposition of the company’s products to target audiences.
  • Competitive Intelligence: Monitoring competitors to stay ahead and adjust strategies accordingly.
  • Customer Insights: Gathering and analyzing customer feedback to improve offerings and client satisfaction.
  • Market Research: Gathering and analyzing information about the market, competitors, trends, and customer needs and behavior.
  • Content Marketing: Creating and distributing valuable content to attract and engage potential buyers.
  • Recruiting, Managing & Coaching Sales Executives: Hire, train, and lead sales talent with a focus on building the sales and business development organization over the next twelve months.
  • Contributing thought leadership within the C-suite: Harness the technological & industry expertise of the organization, provide strategic and commercial leadership, and act as a thought partner to the CEO.

Primary Focus Areas:

  • Lead Generation: Implementing tactics to attract new clients and generate qualified leads.
  • Sales Operations: Streamlining sales processes, from lead generation to contract signing, to improve efficiency.
  • Prospecting: Actively reaching out to prospects via calls, emails, social media, and networking to initiate a conversation.
  • Product Development Strategy: Ensuring service offerings align with market needs and client expectations.
  • Stakeholder Engagement: Engaging with government, industry, and community stakeholders to support objectives.
  • Public Relations: Managing media relations and communication strategies to build a positive reputation and public image.
  • Strategic Planning (Marketing Leadership): Conducting market research across the industry and sector and within the business to ensure all marketing activities target the correct audiences in the right markets.
  • Data Analytics: Tracking and reporting relevant data relative to each product and the product portfolio.
  • Branding & Brand Leadership: Defining, maintaining, and enhancing the company's brand identity to ensure consistent messaging and perception across all touchpoints.
  • Advertising: Strategically promoting products or services to target audiences through various channels to drive awareness and demand.
  • Public & Media Relations: Crafting press releases, handling media inquiries, and developing communication strategies.
  • Marketing Communications: Overseeing the development of content and coordinating marketing campaigns for consistency across all communication channels.

Secondary Focus Areas:

  • Contract Management: Overseeing contract negotiations, compliance, and administration for mutually beneficial agreements.
  • Customer Relationship Management (CRM): Utilizing software, hardware, and processes to maintain connections with current customers and prospective clients.
  • Pricing: Ensuring proper margins are maintained and protected while strategically asserting pricing power to elevate margins.
  • Digital Marketing: Leveraging digital channels to promote the company's products and services.
  • Search Engine Optimization (SEO): Overseeing keyword search, content optimization, and technical SEO to drive organic traffic.
  • Direct Marketing: Targeting specific customers with personalized messages through channels like email, mail, and telemarketing.
  • Event Planning, Tradeshows, & Conferences: Managing event planning and ensuring that the company's presence effectively communicates its brand message and objectives.
  • Graphic Design & Collateral Materials: Overseeing the design and production of digital and print brochures, flyers, and other promotional materials.
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