The new CCO at Varentec is a perfect example. Additionally, in our view, Mohseni’s background as a divisional CEO provided the company with a leader who could fill in the operational gaps that would normally fall under a COO as needed in the short term. America's Drastic Shift: What Are the Paths for Energy and Climate? Placing a CCO/CRO at the Series B stage can be a bold move, and it’s one that pays dividends for the forward-thinking companies willing to be leaders in the market. The CEO of cleantech recruiter Enertech Search says a CCO or CRO can be the best-kept secret of success during early commercialization. All rights reserved. At the beginning of this year, Varentec asked us to find them a stellar VP of sales. They too have the strong generalist skill-set, accompanied by a decidedly strategic acumen. Later, other positions, such as the VP of sales, can be filled to assist the CCO/CRO in building out the strategy and implementing it as the company scales. Beyond commercialization, CEOs have many other responsibilities during this critical growth time, not the least of which is fundraising. The New Leaders of Innovation in Health Overwhelmed by lifestyle- and age-driven burdens and suffering from diminishing resources, many health systems, care institutions, structures and practices are straining to even maintain let alone improve outcomes. These highly qualified men and women know how to manage effective sales teams, support them with execution tactics, and step in at key points in the sales process to ensure that deals close. It is worth noting is that this CCO profile mirrors that of effective CEOs. November 2, 2020 in Business, Management & Organization CCO stands for the Chief Commercial Officer, sometimes also referred to as a CBO. This doesn’t necessarily mean we will see every company adopt the CCO role, but we believe that a greater number of organizations will move in this direction to establish a true keeper and strategist for commercial functions. Our company is looking for a Chief Commercial Officer to join our team. The Rise of the Chief Customer Officer [This post is part of Creating a Customer-Centered Organization.] Establishing the CCO/CRO position early (in lieu of filling a VP of sales) can set up Series B companies for greater success in the long run. This has them being passed over by candidates perfect for the job, but who are looking for something larger than just another VP of sales role, and attracting those who just don’t measure up to the expanded requirements. Thus, the typical VP of sales position is starting to take a backseat to the rise of the smart grid chief commercial officer (CCO) and chief revenue officer (CRO). Many well-meaning and rationally planned interventions struggle to make a significant or lasting difference. Responsibilities: Support the Director of New Channel Development in developing and driving the group’s Global Accounts business; Heidrick & Struggles says a new power center is emerging in the C-suite -- the chief commercial officer. Chief Commercial Officer Vs Chief Revenue Officer. As roles and responsibilities shift, newcomers are often met with resistance. President & Chief Commercial Officer, Hyperwallet Peter provides executive support to sales and customer management. In cleantech commercialization, from solar to grid edge, companies need to expand their lens to encompass a chief commercial or chief revenue officer early on. The average salary for a Chief Commercial Officer is $208,484. Although this trend likely will continue, we anticipate a shift in leaders coming from functional verticals that are closer to consumers. Organizations are increasingly handing their CCO’s global responsibility for four major verticals – global sales, revenue and distribution, e-commerce, as well as brand and marketing communications. 391 Chief Commercial Officer jobs and careers on totaljobs. CEOs can and do perform both responsibilities, but dividing their attention between overseeing commercialization strategies and closing funding rounds can slow a company’s ability to grab market share before it reaches the end of the runway. Varentec agreed that he was perfect for ensuring they could meet their sales goals today, as well as four years from now. Jim Herbold, Infer April 26, 2015 8:00 AM Marketing. This role has complexity, nuance and diversity that transcends that of a President, Vice President or even Chief Operating Officer. At the same time, they can attract the "A players" who are hungry to take new companies to extraordinary heights. Arguably the role becomes even more specialized in the hospitality industry, whereby internal and external brand promises hinge on a dedicated people-first mentality. The job is simply to drive growth and ensure integrated commercial … Go deep on GTM's hottest topics. To protect against future disasters, cities are adding a new job to their governments. BILLUND, December 21, 2020: The LEGO Group today announced the appointment of Colette Burke as Executive Vice President and Chief Commercial Officer effective January 1, 2021.. Colette joins the LEGO Group from consumer electronics company, Bose Corporation, where she was Vice President Global Sales. “Transforming into a high-functioning commercial organization requires a strategic vision for how sales, marketing, policy and product management come together in complete alignment with the voice of the customer,” said Stem CCO Karen Butterfield. Traditionally, companies wait until their commercial operation is more mature (post-Series C) to secure a CCO/CRO. Smart-grid companies like Vigilent and Varentec have utilized the CCO role to great effect in recent years. The aim is to better harness the entire commercial power of an organization and brand. [Illustration by Greg Kletsel] By Matt McCue 1 minute Read. The Rise of the Cleantech Chief Commercial Officer. Additionally, our analysis indicates that CCOs readily have the overall skill-set and DNA to transition to the top role – assuming they are proactively groomed to handle the many subtleties, pressures and issues of executive presence that come with the CEO title. He is responsible for … Policy & regulation are aligning with renewables cost declines to make projects more profitable and portfolios more sustainable. The Rise Of The Chief Talent Officer. Defining the Chief Commercial Officer Profile. New Power Center Seen Emerging in C-level Suite with Rise of Chief Commercial Officer Organizations looking for single executive leader at right hand of CEO whose sole job is to drive growth and ensure integrated commercial success, Heidrick & Struggles reports July 29, 2009 Companies have been feeling it over the past two years. Leveraging AETHOS’ proprietary psychometric assessment – 20|20 Skills – we can gain insights beyond traditional and outdated personality testing to measure ten core competencies that predict executive-level success. Redefining the VP of sales function into a CCO role can make the position more attractive to the "A players" with the combination of product, sales, commercial, and regulatory experience, and those who’ve also already held VP of sales roles. Creating a new role in the C-suite isn’t always seamless. He had been on our radar as an impressively qualified candidate, and we knew he would move given the right opportunity. Khosla points out that, contrary to popular belief, the role of CGO does not necessarily require a marketing background. However, the VP of sales position, as it was defined, was too small to take advantage of all the operation and leadership expertise Mohseni could bring to the company, so Varentec kept looking. A strong VP of sales is deft at driving the team toward reaching preset targets, with predetermined customer audiences. The rise of the Chief Growth Officer is an extension of that trend.” Know your business. Among the first round of candidates presented was Mehrdod Mohseni, then CEO at UISOL, an Alstom Grid company. Commercial Real Estate. They ideally are well-versed in all facets of the commercial side of our business and have the business acumen to develop and execute strategic initiatives across multiple disciplines and layered stakeholders. Yesterday it was reported that the Chief Commercial Officer of Kosmos Energy (KOS), Christopher James Ball, exercised options to sell 28,132 KOS … The wind industry is in a period of intensifying competition and shifting demand that requires a multi-faceted view of the global market. The CCO has become the liaison between a brand and its customers. It also gives CEOs another informed voice to help shape an organization ‘big picture,’ as well as a new right-hand leader for all the company’s consumer-facing activities that stem from the strategic vision. In the traditional sense, the VP of sales role is about execution. Trying to find the balance between commercial free posts, keep-the-lights on posts, and hybrid posts is always a challenge. Specifically, we found that effective CCOs tend to be strong generalists across Execution, People and Cognitive skills and are seen to be highly versatile. Over the last decade, the introduction of the Chief Commercial Officer (CCO) for companies both small and large has resulted from the need to help businesses harness the entire commercial power of the organization. Students who searched for Chief Commercial Officer vs. Chief Marketing Officer found the following information and resources relevant and helpful. One of the latest CxO titles that came up is the Chief Commercial Officer (CCO). In a way, they are a bridge between the CEO’s commercialization vision and its execution in real-world situations, particularly in the absence of a COO. In the market today, we are seeing smart grid CCO and CRO salaries ranging from $230,000 to the high $285,000, with signing bonuses from $50,000 to over $150,000. The Grid Edge comprises technologies, solutions and business models advancing the transition toward a decentralized, distributed and transactive electric grid. So, what does the future hold for the Chief Commercial Officer? Commercial Execution: As the Chief Commercial Officer of a company with tremendous growth potential, the CCO: • Acts to beat revenue goals, seizing opportunities to push the envelope and take on new commercial options. The Rise Of The Chief Resilience Officer. For any technology, the market is constantly shifting to match the source of demand and gain a competitive edge, and hiring strategies are no different. Or cryptocurrencies, from Scott Minerd, chief investment officer with Guggenheim Investments: “Bitcoin’s parabolic rise is unsustainable in the near term.” The chief commercial officer (CCO) (sometime referred to as the chief business officer) is an executive-level role, with the holder being responsible for the commercial strategy and the development of an organization.It typically involves activities relating to marketing, sales, product development and customer service to drive business growth and market share. The rise of the Chief Revenue Officer: Silicon Valley’s new secret sauce. Undoubtedly, CCOs need a threshold of experience to be successful. Copyright 2017 Core 7 Consulting Group LLC. The number of “CCO” appointments has globally slowly risen from five in 2001 to 56. The average salary for a Chief Commercial Officer in United Kingdom is £116,485. In simple principle, this means being responsible for aligning commercial strategy and the development of an organization, but in practice it entails a myriad of competencies and activities tied to marketing, sales, product development and customer service, which when properly integrated, drive business growth and market share. De Gracia will lead teams that support core business functions and serve as the internal strategist for driving current and future growth. The result is a data-driven success profile that hospitality-driven companies and cultures can hire and train against. The chief talent officer is tasked with identifying new perks through the company’s culture and brand a strong EVP. Ireland’s chief medical officer has expressed concern at the continued rise of coronavirus case numbers and hospitalisations. We curate our best reporting on the most salient trends in the industry. An Insider View: What Keeps Hospitality Leaders Up At Night, Rethinking the Nature and Relevance of 'Legacy', A Look Ahead - The Lodging Conference 2019. In doing so, the CCO drives an organization towards the personalized wants and needs of its customers. However, the trend is growing to hire this strategic leader earlier, often during the Series B round. Along with this growth, this industry, like other technology-driven sectors, is starting to see the lines between marketing and sales blur as firms try to stay one step ahead of market shifts and fierce competitors. In its white paper, 'The Rise of the Chief Commercial Officer,' the executive search firm says it has seen a 'dramatic increase' in organizations looking for a single executive leader at the right hand of the CEO. As Chief Commercial Officer, Wandell will lead marketing and revenue generation across all BSE Global properties, including the Brooklyn … More and more, CEOs need a single point of contact on the commercial side: someone who can manage innovation, product development, marketing and sales -- on a large scale, across all platforms, in both the digital and bricks-and-mortar realms. Yet in an early-stage company, even the top talent in this field must often still depend on the CEO to design and define the go-to-market strategy to begin with. The role can be notoriously difficult to fill with a “superstar” because it demands a professional with domain knowledge of the relevant field combined with strong marketing, financial, business development and technology skills. Chief Commercial Officer Job Description Template. Regardless of the type of article, my goal is to always try and make every article as interesting as the topic allows. In doing so, they have the opportunity to optimize their team to take full advantage of their growth potential. In particular, these ten competencies, attitudes and knowledge areas define three high-level dimensions of performance: We calculated the aggregate 20|20 Skills profile for an elite sample of “superstar” CCOs for which AETHOS had first-hand knowledge of outcomes. Batteries are helping to optimize the power grid and opening up new applications and services for utilities and service providers. The Future of the Chief Commercial Officer. As hospitality organizations pivot and hone their overall commercial strategy in this ever-changing and consumer-driven industry, the CCO must ensure that the organization likewise follows suit to build and sustain an organizational and culture that adapts to these market forces. Another title that causes confusion is a Chief Revenue Officer. Today, new opportunities require an integrated commercial approach, and leadership roles that combine these activities are increasingly prevalent. Additionally, companies can sweeten the deal and secure in-demand candidates quickly by offering equity, and additional bonuses to protect candidates from pending commissions they may lose by switching companies. Most recently, Enbala attracted Trent Bowers away from Landis+Gyr. A chief commercial officer is responsible for overseeing product liability issues. 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