Chief Revenue Officer (CRO)

· Yardley, Pennsylvania
Employment Type Full-Time

As the CRO, you will be responsible for all activities that generate revenue for RN. This includes demonstrating strong leadership skills and being accountable for plan achievement and rigorous management of sales activities. A successful CRO will deliver growth through acquisition of new business in the life sciences space and by providing strategic direction to RN’s global sales personnel. As a senior leader of the executive team, you will lead a team of 10+ reports at a variety of levels accountable for selling a suite of solutions and services to enterprise, mid, and specialty markets. This team will be comprised of various titles including Sales Executives and Sales Operations. You will also develop and implement a strategic business plan and direct sales forecasting activities, manage budget and staffing, and report financial metrics to the senior executive team and Board of Directors.


Your Responsibilities


  • Deliver profitable growth in line with the strategic direction of a growing business.
  • Diversify revenue streams by winning significant new business within our global footprint.
  • Develop and implement a strategic sales plan to continually achieve or exceed targeted business objectives, including capturing the cross-selling potential of RN’s Commercial and R&D businesses. 
  • Drive aggressive “new sales” revenue growth in both the existing and prospective customer bases.
  • Establish a culture within the team that encourages and motivates members to achieve their maximum potential.
  • Present customer, market, and business issues back to executive team.
  • Monitor and evaluate the activities and products of the competition.
  • Analyze and control expenditures to conform to budgetary requirements.
  • Collaborate with marketing to help develop strategies that supply targeted vertical markets with appropriate programs, materials, and awareness tactics.
  • Build and develop the sales capability of the business; focus sales teams on winning new business in existing countries that are profitable.
  • Build and gain support for a comprehensive direct sales plan that focuses on lines of business that are expanding.
  • Provide strong leadership and direction to the business.
  • Recommend sales processes based on experience, ensuring they are effective, cost-efficient, and capable of supporting future growth.
  • Continue to grow customer acquisition, improve customer retention rates, and exploit opportunities across the business.
  • Mentor/coach the team to ensure succession planning is in place; recruit and hire talent on a continuous basis.
  • Track and report team sales performance via RN’s CRM and revenue reporting processes. 
  • Define goals and metrics for the successful execution of marketing strategy. 
  • Lead ongoing management of websites, product/service demos, and other sales support resources. 
  • Drive and implement engaging marketing and communications campaigns that build awareness of products and services. 
  • Gather meaningful data and use results to inform decisions that will provide continued value for core audiences


Leading and Developing People


  • Lead and continue to build diverse and highly functional teams and team leaders across RN.
  • Provide clear individual and team goals that ensure each team member understands their role in the success of RN; make changes when necessary and proactively address performance issues.
  • Coach and inspire staff with the goal of ongoing individual improvement and retention.
  • Invest in the success of the team and create a meaningful experience for your team.


Requirements


  • Bachelor’s degree, master’s degree preferred, and prior work-related experience in life sciences. 
  • 20+ years of relevant sales experience in the life sciences industry (with global experience) and 10+ years of leading people and strategic teams.
  • Past experience working with and presenting to Board of Directors. 
  • Experience working in a fast-growing company focused on revenue-based goals.
  • Proven leadership ability in the consultative sales arena and the ongoing desire to win in a fiercely competitive market.
  • Proven track record of running teams in complex sales environments; ideally experience managing remote sales teams and different business lines. 
  • Track record in a dynamic, high growth, entrepreneurial environment experiencing rapid change, and the confidence to drive the business forward on an element of instinct.
  • Possess a high degree of financial acumen, with demonstrated understanding that revenue generated must return a profit.
  • Experience managing a multi-tiered sales force (i.e., by geography or by vertical market) preferred.
  • Strong drive toward team and methodology development with strategic selling, formal training, or understanding of best practice models.
  • Strong business management skills and a track record of understanding a sales consulting methodology.
  • Comprehensive knowledge of RN’s competition, their possible competitive advantages, and why opportunities are won or lost.
  • Ability to simultaneously manage multiple projects with tight deadlines.
  • Strong leadership and consensus building skills; strategic planning experience; a proven track record in developing and leading successful sales teams.
  • Ability to effectively influence others based on your credibility, confidence, and shared respect.
  • Quantitative analytical skills, including KPIs, pipeline management, and forecasting.
  • Significant experience with one or more vertical industry markets and experience in positioning products and services to match client needs.
  • Excellent verbal and written communication skills and presentation skills, and a commitment to collaborate with people.
  • Experience engaging with people across a variety of levels with diverse backgrounds.

Thank You

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  • Location
    Yardley, Pennsylvania
  • Employment Type
    Full-Time