Growth Revenue Officer

Concordville, PA

11 - 15 years experience  •  Building Materials

$156K - $240K ($130K - $200K base + 20%)
Posted on 07/22/17 by Dennis Overfield
Concordville, PA
11 - 15 years experience
Building Materials
$156K - $240K
($130K - $200K base + 20%)
Posted on 07/22/17 by Dennis Overfield

Position Title: Chief Growth Officer  

Reports to:  CEO  


Responsible for all marketing & sales activity, including financial deliverables of sales growth, gross profit and contribution margin. This position will establish sales territories and quotas, manage budgets and evaluate sales performance. It will also manage and develop marketing programs and materials such as advertising, event support and online promotions.

Direct Reports Include: General Sales Managers, Business Development Lead, Product Marketer, And Online Channel Marketer.

Sales Essentials:

  • Controls 3 Ps of Sales – People, Process and Performance Management.

  • Plans, directs, or coordinates the actual distribution or movement of a product or service to the customer.

  • Coordinates sales distribution by establishing sales territories, quotas, and goals and establishes training programs for sales representatives.

  • Analyzes sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers. Drives National Account penetration and monitors National Accounts.

  • Represents the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customer’s needs and expectations are met by the company. Increases end-user demand by monitoring our strategic sales APP plan.

  • Oversees regional general managers and evaluates their performance.

  • Works with Human Resources and Director of Training Development on employee improvement performance and training plans.

  • Understands financialreporting and has the ability to analyze business needs, costs, budget, and economic earnings

  • Defines optimal sales force structure.

Marketing Essentials:

  • The candidate will have significant expertise in product development and strategic marketing.

  • Controls 4 Ps of Marketing - New Products, Pricing, Promotion and Communications.

  • Evaluates the feasibility of developing internal operational capabilities; leads the efforts in developing such capabilities, if required.

  • Ensures the ongoing effectiveness of the program based on sales targets, pricing criteria, underwriting guidelines and loss ratios.

  • Plans, directs, or coordinates marketing policies and programs, such as determining the demand for products and services offered by a firm and its competitors, and identify potential customers.

  • Develops pricing strategies with the goal of maximizing the firm's profits or share of the market, while ensuring the firm's customers are satisfied.

  • Oversees product development or monitor trends that indicate the need for new products and services.

  • Identifies, develops, or evaluates marketingstrategy, based on knowledge of establishment objectives, market characteristics, and cost and markup factors.

  • Formulates, directs, or coordinates marketing activities or policies to promote products or services, working with advertising or promotion managers.

  • Evaluates the financial aspects of product development, such as budgets, expenditures, research and development appropriations, or return-on-investment and profit-loss projections.

Distribution Services Essentials

  • Programs leadership to define the offering develops the management system and leads the implementation process.

  • Ability for customers to find/order/replenish common stock without DSM involvement.

  • Targets customers with online proficiency and preference.

  • Develops and manages the P&L for the Solutions Platform to operate as a plumbing and other specialty contractor distributor.  Solution selling will encompass the current portfolio.  All othergo-to-market aspects will be defined as necessary.

  • Manages the design and development of the e-commerce strategy and system.

  • Defines the role and skill and change management processes required for the sales organization to effectively sell the Solution Platform.

  • Identifies vertical adjacencies to leverage the PPG model with specialty contractors and existing customers.

  • Trains, develops and assesses impact of assigned e-commerce Marketing Specialist.

  • Designs and implements a call center model as needed to support the Solution Platform.

  • Influences product marketing to develop and launch products to augment the solution selling platform.

  • Champions management in willingness to change, embrace and develop technology to focus on customer-driven platforms.

  • Develops and deploys the digital marketingstrategy including internet, email, social mobile and other electronic marketing as required.

    Formal Education & Training:

  • MBADesired.

  • Ideal candidate has experience as a General Manager, Chief Operating Officer, Division President or large role VP in Sales/Marketing.

Background & Experience

  • Minimum of 15 years of sales and marketingexperience with at least seven (7) in a senior leadership role.

  • Ability to embrace change and positively respond to aggressive sales goals in a dynamic market environment.

  • Strong analytical skills, both in metrics and market, and able to identify root cause and develop appropriate solutions.

  • Strong leadership skills, to plan, lead, challenge and motivate a sales team through a breakthrough performance.

  • Demonstrated, verifiable record of delivering better than market growth through business cycles.

Special Qualifications and Requirements:

  • Previous experience with CRM software desired

  • Must be willing and able to travel frequently

  • Must possess a valid driver’s license and auto insurance.

  • Must pass background check and pre-employment drug test.

  • Must be self-directed, highly organized, detail oriented and competitive.

  • Excellent written and verbal communication skills.

  • Must be able to gain the trust and respect of customers while maintaining integrity and a strong work ethic.

Requisite Qualifications-Technical Skills.

  • Strong business acumen

  • Sales P&L (revenues, margins & expenses)

  • Strong work ethic, self -motivated

  • Intellectual and emotional intelligence (be able to connect with suppliers, customers and team)

  • Relationship building and strong team player

Physical Demands:  The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  While performing the duties of this Job, the employee is regularly required to walk, drive, stand and sit; use a computer and phone. The employee is frequently required to type, talk and hear.

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