Chief Sales & Revenue Officer - Media

Chief Sales and Revenue Officer

CSRO - Chief Sales & Revenue Officer

ROLES & RESPONSIBILITY :

Analysis and recommendations:

- Lead revenue forecasting by analyzing business tactics, performance analysis, pricing and sales strategies, market research.

- Monitor the marketplace and analyze opportunities and provide competitive analysis

- Convert the analysis into reports and presentations that can be conveyed to stakeholders along with strategy recommendations.

Strategy and planning:

- Overseeing the execution and planning of driving revenue growth and sales strategy by using analysis to forecast sales performance, set sales targets, determining the effectiveness of current sales initiatives against key metrics and implement change if necessary.

- Collaborate with finance, product management, and marketing on messaging, pricing strategies, and business models to achieve revenue goals

- Forecasting revenue generation and the strategies required and planning accordingly.

- Develop growth strategies with the executive team and board of directors

- Establish both short-term results and long-term strategy, including revenue forecasting

- Monitor the strategies and processes across the revenue cycle from customer acquisition to engagement to success

- Planning and executing revenue growth strategies by using analysis to forecast sales performance set sales targets, and determine the success of current sales campaigns in order to drive revenue growth.

- Make strategy to develop a wide direct-sales client network with a focus on enabling late entrants

- Forging strategic partnerships in digital space, marketing campaign execution, identifying opportunities for Business Development, working closely with agencies etc.

Hiring and retention:

- Hiring personnel, like sales representatives, and having the responsibility of developing and retaining them. A Chief Sales Officer is responsible for developing a comprehensive talent management process that attracts, onboards, mentors and retains the best sales talent to reach sales goals for the company.

- Hone the existing and hire top sales talent.

- Relationship and collaboration.

- Working cross-functionally with other leadership and executive officer team members, like the product lead and the chief marketing officer, to foster collaboration, faster revenue growth and higher profitability.

- Maintaining communication and relationships across organizational functions in order to work with different departments and manage the revenue generation through those departments.

- Coordination across the leadership team will be fostered by working cross-functionally.

- To foster cross-functional collaboration, faster revenue growth, and higher profitability with other members of the leadership team, like product and marketing.

Customer advocacy:

- Driving customer acquisition strategy for your company by providing a positive and efficient purchasing experience for buyers from initial engagement through purchase completion. The ultimate goal of the Chief Sales Officer should be to orient the sales process around the buyer's journey rather than forcing a buyer through a complex process with only the sales rep in mind.

- Stay well-connected with customers to ensure broad market needs are being incorporated into the product development and enhancement cycle

- Unifying processes to offer the customer the best experience possible, which keeps them coming back.

- Prospect and close relationships with key target clients

- Providing an efficient and positive purchasing experience from the initial engagement phase until the buyer completes the purchase helps you develop a customer acquisition strategy. The Chief Sales Officer should strive to design sales processes that are oriented toward the buyer's journey rather than forcing buyers through a complex sales process with just the representative in mind.

Assist, Lead and supervise:

- Helping the sales team work more efficiently by having a sound organizational structure and a well-designed territory and account management plan that allows sales reps to achieve their quotas.

- Create a standardized outreach for current and future clients and coordinate its implementation across sales channels, client management, and marketing and communications

- Create accountability within the company by developing appropriate metrics and coordinating compensation and promotions with these metrics

- By helping sales reps achieve their quotas by being organized and having a good plan for territory and account management, the sales team can work more efficiently.

Revenue Management:

- Setting up the process of generating revenue.

- Monitoring all the revenue streams and adjust as necessary.

- Managing all revenue channel development and introducing new sales channels and partners.

- aim is to sell each product to generate the most revenue possible to the most relevant audience.

- Monitor the revenue pipeline and leads, adjusting as necessary to create sustainable growth

Marketing & Pricing:

- This includes managing marketing-related business development goals, the company's marketing strategy, product development, partnerships, marketing communication, digital marketing initiatives and social media management.

- Developing and communicating growth strategies with CEO, COO, and board of directors.

- Identify and resolve issues across the marketing/sales and account management functions

- Integrating sales and marketing, as well as any other process that maximizes the returns on marketing investment.

- Clearly identifying micro-markets and creating specific products targeting those markets.

- Creating a pricing strategy to target those micro-markets so that the highest possible return is generated.

- Their main They must maximize the effectiveness of marketing and advertising investments.

- They must also maximize the effectiveness of distribution.

Sales:

- Develop and implement robust sales management processes - pipeline, account planning, and proposals

- Fill management gaps by building and training individuals and teams in Sales and Account Management

- Oversee all Channel/Partner Development - adding new sales channels and 3rd party resellers and partners

- Drive a "lean start-up" style environment of constant experimentation and learning

- Leverage customer research (quantity and quality) to provide strategic leadership for brand architecture and positioning

- Reports on progress toward revenue targets

- Manages the organization's sales strategy aimed at generating better revenue.

- Plans and implements sales strategies to acquire customers.

- Organizes their sales team to work more efficiently by implementing sales enablement strategies. Ad, Events and Content Sales ownership of OTN Digital products- taking responsibility of Ad Sales Revenues and achieving revenue growth projections

- Aligning Sales activities with larger business and product goals of OTN Digital. Building strategic revenue plan for the company, taking buy-ins of stakeholders and chase it

- Having a basic understanding of what ad products that can gradually become prominent as third-party-cookies die

- Making pre-sales analysis/proposals and after-sales reports/analysis

SKILLS :

- Analytical Skills

This skill is a must for any Chief Sales Officer. They must be capable of conducting research and analysing raw information from various data sources. Candidates should also be technologically savvy and aware of how to maintain digital security and data security. While cybersecurity will primarily fall to the Chief Information Security Officer (CISO), the CSO should have a general understanding of how to ensure that sales team activities don't leave the business vulnerable to security risk.

- Communication Skills

As the head of the sales department, the Chief Sales Officer must be able to effectively and clearly communicate with their team. This will be necessary to not only determine their performance internally, but also to determine their ability to maintain and establish business relationships externally.

The Chief Sales Officer must be able to communicate with key stakeholders and the chief executive officer (CEO) concerning the sales department in the form of reports, proposals and presentations and provide instructional materials to junior level sales personnel. Therefore, their communication in materials must be concise, clear and convincing.

- Leadership Skills

A Chief Sales Officer should be able to lead a team of professionals in a single direction with a common objective and vision. They should be personable and able to make meaningful and strong connections with others.

- Interpersonal Skills

A Chief Sales Officer should be a consumer-oriented, people person with a commitment to delivering excellence to customers. They should be dedicated to quality, capable of working independently or with others, be highly motivated, capable of multi-tasking and work well under pressure.

- Being results-oriented, especially in the long-term.

- Being acutely tuned in to the market.

- Having strong leadership skills and communication skills.

- Being data-driven.

- Self-Starter - ability to execute and implement change

- Passion - for the company's mission

- Highly energetic personality - a motivator

- Critical Thinking - strategic and highly analytical

- Leadership - easily move others to action by planning, motivating, organising and controlling work being done

- Goal Oriented - naturally motivated to reach goals

- Interpersonal/Communication Skills - an innate ability to channel different points of view; Able to establish and maintain excellent relationships and credibility quickly; Create team atmosphere with internal staff while achieving key objectives; Excellent consulting skills as well as technical writing and public speaking

- Maturity - provide a good balance of risk taking and judgment; Is aggressive and confident; Able to operate independently of a large staff

- Professional - unquestionable integrity, credibility, and character; Who has demonstrated high moral and ethical behavior

- The CSO will need to interact a lot with people from different walks of life. It is, therefore, of prime importance that they possess top-notch communication skills.

EXPERIENCE :

A Chief Sales Officer should have a minimum of 10 years of experience in high-level sales, working in a fast-paced, dynamic business environment. They should also have a successful track record of achieving and exceeding goals in leadership positions while growing a sales organization for businesses.

A Chief Sales Officer should also have a proven track record of developing innovative sales strategies that have helped put the companies they worked for ahead of the competition. A good candidate should also have experience working in strategic financial planning and the ability to deliver management-level analyses and opinions to senior executives, the c-suite and board members.

- Customer-intensive

In any sales organization, the customer should be the top priority, and the Chief Sales Officer should ensure that the customer relationship management is at its best. Successful candidates should have led sales teams using a customer-centric approach.

- Adaptive to Changes

The leaders and CSOs of your company will need to be adaptable and comfortable as the company grows and expands. During these changes, they need to guide the teams and encourage their best performance.

- Ability to Solve Problems

Listening to customer woes and handling various other challenges, a CSO must effectively bring solutions to the table. Apart from that, with their competent business acumen, they are expected to showcase an exceptionally professional side of theirs.

- Training and Mentoring

For bringing up an outstanding sales team, the CSOs will need to foster and retain top talent by providing exceptional coaching and mentoring.

- Analytical Capabilities

Your CSO will be responsible for developing your company's sales strategy. In order to do so, they must be capable of understanding and analyzing relevant data to drive data-informed strategies.

EDUCATION/QUALIFICATION :

- 10+ years in diversified leadership roles, driving and implementing revenue growth

- Proven track record of growing revenue through new product development, marketing, branding, and partnerships

- Proven experience developing and executing business strategy

- Significant general management and P&L experience

- Ability to craft and execute a business strategy

- History of decision-making based on business metrics

- Inspirational leadership style and hands-on approach

- Strong technical experience with Salesforce and other commercial tools

- MBA-or equivalent advanced degree

- A Chief Sales & Revenue Officer should have at the very least a bachelor's degree or an advanced degree or master's degree in Sales, Advertising, Marketing, Finance, or another business-related field. If you lack the degrees, an equivalent of the same in working experience is also acceptable for the position.

OBJECTIVES :

- Partner with other members of the executive team to execute the current corporate strategic plan, and develop future plans

- Ensure performance, strategy, and alignment of the organization's revenue-generating departments

- Manage a global sales team that can drive business growth across all customer segments and profiles, and share accountability with the marketing function for improving the individual customer experience and strategy

- Help maximize reach and efficiency by adding new, scalable partners in a strategic way

- Build and foster creative teams committed to continuing our culture of innovation

- Monitor the revenue pipeline and leads, adjusting as necessary to create sustainable growth

- Entrepreneurial and creative.

- Innovation and creativity are key to being a good Chief Sales Officer, along with the ability to grow sales rapidly while maintaining business continuity.

- Effective at teamwork.

A good Chief Sales Officer must be able to handle teams well, be good at cross-functional collaboration and be able to align their team's performance with your company's sales goals.

- Problem solver.

A skilled Chief Sales Officer should be able to identify challenges and hinderances both internally and externally, along with sales opportunities, and be able to use their keen problem-solving skills to resolve them.

- Agent of change.

A Chief Sales Officer should be able to work within a dynamic environment and lead strategic change.

- Customer advocate.

Chief Sales officers should be able to tune into the needs of customers and be able to efficiently and effectively interact with them.

- As the customer buying experience continues to evolve with e-commerce, so has the role of the Chief Sales Officer. According to leadership consultants, Spencer Stuart:

- "As the role of the sales leader continues to evolve, key capabilities-such as the development and execution of sales strategy, account coverage and deployment, and management of cross-functional go-to market systems-remain vital."

- They go on to explain that when hiring a Chief Sales Officer, "Organization's must consider the full spectrum of sales officer expertise, including e-commerce, as well as their overall sales strategy when assessing their current sales leadership capabilities and needs."

Additional Criteria :

- 5+ years experience in Digital Ad sales preferably in Digital Media Organizations, with proof of achievement of significant revenue growth

- Demonstrated experience in relationship/stakeholder management- both internal and external

- Strong communication and negotiating skills

- Strong knowledge of Audience selling, Programmatic deals and Programmatic platforms

- Hands-on knowledge of ad trafficking on different SSPs

- Good digital media product understanding, sensitive to product requirements and limitations

- Good team player, not territorial in nature, both delegates and shares responsibilities

- Having great planning skill

- Strong analytical and reporting skills