Chief Revenue Officer
New York City, NY, USA | McGraw Hill Financial
Job Description:55 people have viewed this job
The CRO will align all revenue-generating departments and manage a first-class sales organization globally that can drive business growth across all customer segments and profiles.The CRO will work in partnership with the Marketing and Product leadership to establish clear, customer-oriented value propositions for the entire suite of our business’ products and services.
The CRO assumes a long-term, integrated perspective while also striving to drive quarterly revenue results – he or she commits to short-term results, forecasts future revenue, and takes accountability for both short-term success and longer-term strategy.
Identify opportunities to drive top line/revenue growth of the business by leveraging existing products and integrating customer feedback/information into new product development and product marketing efforts.Drive better capitalization of cross-sell opportunities across the globe in close collaboration with the Regional Heads and other Divisional sales leads (Americas, Europe, APAC and Developing Markets. Platts, Ratings, Indices).
Share accountabilities with the marketing function for improving the individual customer experience and strategy that will enable MI to achieve the sales revenue targets.
Stay well-connected with customers and the market to ensure that broad market needs are being incorporated into the product development and enhancement cycle. Create, manage and report on the annual financial plan including revenues, expenses and variances for each.
Develop and align sales organizations talent to meet commercial strategy and targets.Create a sense of ownership within the teams building on trust and a common understanding.
Enhance commercial staff effectiveness by fostering a learning environment dedicated to developing individuals with tailored programs, we ensure there is time dedicated to self-improvement. Incorporate succession planning and bench-building into overall staff development strategy.
Define monthly operational metrics, and review financial and activity reports to determine progress and status in attaining objectives and revise objectives and plans in accordance with current conditions.
Collaborate with colleagues across MI in Product, Data, and technology and communicate frequently to ensure the needs of MI customers and related issues are understood and addressed.
Enhance and promote cross divisional collaboration with other S&P Divisions.
Promote MI as a leader in the industry to customers and potential partners by presenting a visible leadership role. Actively participate in industry conferences and events, engage with influencers and thought leaders, and act as the MI brand ambassador.
Aligns sales strategy with that of S&P Global’s most important client base.
Must be able to see and clearly communicate the company vision and the revenue strategy across all relevant functions and ensure the right goals are defined and met.
Proven track record building high performing teams, leading successful global transformations, and solid understanding of the financial services landscape.
Proven experience in managing large complex sales teams and ability to effectively work in a large organization.
15-20 years diversified leadership experiences driving and implementing revenue growth initiatives and experiences in leading transformation.
Understands how to collect and leverage customer, market and competitive intelligence.
Experience managing in a global matrix environment a must.
Ability to communicate and translate diverse global customer needs into product and service requirements, and the leadership to create and execute the sales and support strategy to capitalize on those needs.
Well-balanced strategic and operational mindset. Strong discipline around long-term planning as well as near-term pipeline tools and reporting.
Ability to make difficult decisions and set priorities based on imperfect information.
Strong technical experience with Sales Force and other commercial tools
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