Chief Revenue Officer

SUMMARY:
Group Chief Executive Officer

POSITION INFO:

Our Client based in Johannesburg seeks to employ a Chief Revenue Officer (CRO) to join their Organisation.

Working closely with the Organisation Executive Leadership Team, EXCO, MANCO and the Group Chief Executive Officer.

1. Mission/ Core purpose of the Job

The CRO is an integral part of the Organisation Africa II Group revenue enhancing strategy and business development process. The incumbent will be responsible for sales and marketing, drive revenue generation and understand a Matrix managed structure. The CRO will oversee all aspects of the business development process and ensure close coordination and collaboration with the EXCO, Provincial Managers and Operational teams.

The CRO will need to combine creative thinking with factual analysis to develop appropriate strategies to ensure marketing campaigns reach target audiences (new and existing clients) as efficiently as possible. Develop a client and stakeholder ecosystem and maintain and manage these relationships interpersonally (client-centricity) and via a CRM. The role directs and manages the full media ecosystem (i.e. traditional and digital), conduct relevant consumer surveys and analytics that will be presented to EXCO on market insights (patterns and trends) and has oversight and steering of operating company sales and media budgets.

The role will drive the development of new business, the media strategies and framework, and support alignment to the Group strategy in order to grow the Company ITs brand value. To optimise media spend in order to drive a positive return on investment and increase the client base.

3. Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA''s)

The Chief Revenue Officer (CRO) will be accountable to achieve the following objectives:

- Develop and maintain new business partners/clients

- Provide management and support for new business pipeline development

- Provide input into bid/no-bid decisions and updates and maintain the pipeline tracker for the various assignments

- Provide management, quality assurance and compliance with the client requirements on bid/capture efforts, across sectors, in the region

- Responsible for coordination with technical/portfolio teams in all aspects of capture and proposal processes

- Grow the Organisation’s revenue year on year

- Expand the Organisation''s footprint in south Africa and on the continent

- Position the Organisation to become a key global technology partner

- Establish the Organisation as a platinum partner with key technology service providers

- Partner with media agencies to develop effective media strategies and implement media plans to deliver efficient advertising ROI (exposure, timing, placement etc.).

- Collaborate with operating companies and other internal stakeholders to appropriately allocate their media and advertising budgets (working budgets) by medium.

- Integrate with operating companies and other internal stakeholders to appropriately manage the budgets to maximise the impact of media spend.

- Adjust strategies and media plans in line with forecasted growth revenue figures and performance metrics

- Application of communication platforms and media management to identify the most appropriate medium to build brand equity

- Conduct stakeholder perception surveys for informed decision making

- Provide guidance and decisions on the best forms of media for specific campaigns and clients.

- Conduct long-term and short-term strategic research that informs the growth strategy of the Organisation

- Identify, analyse and interpret research to understand characteristics, behaviors and technology habits of target audiences and reduce to insight reports.

- Manage a database (CRM) of partners, setting up meetings and facilitating relationships

- Maintain new business files, resources, tools

- Support training programme to build the capacity of business development across the division

- Develop and cultivate relationships with technical specialists, subject-matter experts, and professionals to contribute to technical solution designs, reviews, and analysis of proposals and business development strategy within the Organisation

- Work closely with various portfolios (practice area’s) to deepen the Organisation’s network of potential personnel and better understand client staffing needs

- Analyse data and deliver monthly, quarterly and annual reports on key performance areas and metrics to the various business divisions.

- Develop and present revenue enhancement proposals and cost schedules to EXCO.

- Manage stakeholder relationships to build respect and trust in the Organisation as a key technology partner.

- Maintain detailed records.

- Provide and maintain good contacts with media owners.

- Collaboratively partner with colleagues and other stakeholders, internal and externally.

- Conduct robust post-media campaign reviews to distil learnings to inform future actions.

Role Dependencies

- Understanding of the Organisation business model and strategy

- Understanding of the operating marketing context

- corporate policies and procedures

- Media Landscape

- Relationships with industry players and channel partners

4. Job Requirements (Education, Experience and Competencies)

- Minimum of 5-year tertiary Business/Commercial/Marketing Degree

- MBA or Masters in relevant field of study (Preferred)

Experience:

- 10 – 12 years of relevant work experience in similar or relevant role

- At least 5-7 years as New Business Executive and or marketing in Africa

- Executive management track record of 5 years

- Comprehensive knowledge of operating environment in Africa.

- Experience in the implementation of best practices

- Experience in Consumer Experience leading practices and trends

Competencies:

- Driven to succeed and achieve the Organisation strategy

- Outstanding presentation skills (writing and oral).

- Proficient in Microsoft Office, CRM, and BI.

- Self-starter, analytical, collaborator, decision maker with strong leadership bias.

- Design thinking and process orientation focused on delivery and outcomes.

- Business Acumen, Problem Solving, Information processing, Influencing others

- Data interpretation, Judgment, Continuous improvement, Reporting

- Get it done attitude, Communication, Innovative, Agile, Accountable

- Sales and Media best practices and trends in the ICT industries

- Dealing with complexity, Global awareness, Negotiation

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