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We are headquartered in Knoxville, TN. With a 25-year legacy of excellence, we have become a trusted name in the attachments industry. We've grown to span over 250,000 square feet of manufacturing space, and our products reach over half of the U.S. population within 2-3 days – often sooner.
We embrace the concept of hard work, working smart, and providing support to a network of over 1,400 dealers nationwide. Focusing on education and providing high quality products has been the cornerstone of our success.
Purpose
The Chief Revenue Officer (CRO) will be responsible for the development and execution of annual and long-term strategic objectives to grow sales and profits. The CRO will be expected to recommend new programs and other key changes to the sales and marketing approach to grow the business in varied market segments. In addition, the CRO will be responsible for developing and managing a national sales and marketing team, Blue Chip dealer network, and the creation and management of the annual sales and marketing plans.
Essential Functions
Market Expert
- Act as a brand champion.
- Understand and communicate the market drivers for the attachments in the skid-steer and tractor equipment business segments.
- Understand and communicate market drivers for all new market segments entered through organic or acquisitive growth.
Strategic Selling
Analyze key trends, opportunities, threats and implications related to our external environment, for current and potential competitors.Develop strategies to maximize account and market penetration.Create a collaborative environment between Operations and Sales to capitalize on emergent and tangential opportunities.Develop and implement Key Account strategy for all markets.Recruit and develop the sales talent necessary to exceed corporate revenue and profit goals.Develop and implement an annual compensation system that provides appropriate incentive for the sales team.Develop and implement full sales coverage plan in all target markets.Marketing
Develop overarching marketing strategy to cover the four Ps of marketing : product, price, place, and promotion.Recruit and develop the internal and external marketing talent necessary to implement the marketing strategy.Develop and implement an annual compensation system that provides appropriate incentive for direct marketing employees.Customer Relationship Management
Be the champion of Salesforce.com CRM system.Liaison with Operations and Product Management to develop strategies to improve the long-term value of customer relationships.Identify and attend events designed to promote higher level customer relationships.Product Support / Warranty
Manage the Product Support team for optimal customer outcomes.Monitor KPIs relative to warranty claims and socialize within the organization for continuous improvements to the product.Administration
Develop annual Sales and Marketing Plan.Provide quotas / sales objectives to the members of the sales team and hold them accountable to the goals.Develop actionable Key Performance Indicators to monitor the attainment of goals and objectives.Performs other duties as assigned.
Accountability
Reports to the COO. Ensures that all work is done in accordance with Federal, State and Local requirements, customer specifications, and company policy. Keeps COO aware of all progress and problems.
Training / Cross Training / Progression
Trains to maintain top standards for delivering excellent performance.
Qualifications
Technical bachelor’s degree from an accredited university; MBA preferred.Revenue responsibility for >250MM.
Minimum of 10 years of experience in a Business to Business (“B2B”) sales leadership role.Minimum of 10 years of experience managing an extensive, national Dealer / Distributor network for heavy equipment and attachments.CRM Experience required. Salesforce experience preferred.Strong leadership and people management skills; strong accountability manager. Takes ownership of the role and responsibilities.Self-starter with entrepreneurial and creative thinking ability; a business builder – not maintainer.Proven experience with change management.Knowledge of (digital) marketing communications tools, techniques, and related developments including social media.Ability to create and manage budgets, and negotiate business deals.Strong analytic and strategic thinking ability; must be a problem solver, self-motivated, and a team player.Advanced skills with Microsoft Office programs, Analytics, and familiarity with Data Modeling tools.Ability to travel overnight when needed
