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 President & Chief Commercial Officer, Hyperwallet Peter provides executive support to sales and customer management. In the traditional sense, the VP of sales role is about execution. In doing so, they have the opportunity to optimize their team to take full advantage of their growth potential. So, what does the future hold for the Chief Commercial Officer? Varentec agreed that he was perfect for ensuring they could meet their sales goals today, as well as four years from now. Chief Commercial Officer Vs Chief Revenue 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. 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. 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. 391 Chief Commercial Officer jobs and careers on totaljobs. The rise of the Chief Revenue Officer: Silicon Valley’s new secret sauce. 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. The Rise of the Cleantech Chief Commercial Officer The global smart-grid market is expected to cumulatively surpass $400 billion worldwide by … America's Drastic Shift: What Are the Paths for Energy and Climate? The number of “CCO” appointments has globally slowly risen from five in 2001 to 56. Chief Commercial Officer Job Description Template. 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 CEO of cleantech recruiter Enertech Search says a CCO or CRO can be the best-kept secret of success during early commercialization. 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. In this newly created role, Declan will lead all originations activities for GECAS’ fixed wing aircraft and is responsible for the commercial strategy, building synergy and share practices between GECAS’ regions. The responsibilities for the role will involve activities relating to marketing, sales, product development and customer service to drive business growth and market share. In 2008, it quadrupled. It’s a trend building in solar and energy storage markets as well, with CCO roles found at Yingli, Stem, Soligent, NEXTracker and Advanced Microgrid Solutions, to name a few. Trying to find the balance between commercial free posts, keep-the-lights on posts, and hybrid posts is always a challenge. 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. CCOs/CROs can be more hands-on earlier in the company’s development and shape the short- and long-term commercial strategies, versus only reacting to the immediate opportunities in front of them. Jim Herbold, Infer April 26, 2015 8:00 AM Marketing. The average salary for a Chief Commercial Officer is $208,484. This role has complexity, nuance and diversity that transcends that of a President, Vice President or even Chief Operating Officer. We also predict that in due course – maybe over the next five years or so — we will see increasingly more Chief Commercial Officers move into CEO or President roles. A strong VP of sales is deft at driving the team toward reaching preset targets, with predetermined customer audiences. • Takes specific steps to increase growth and profit, prioritizing new account acquisition and market development. The customer’s voice has a new champion sitting at … Khosla points out that, contrary to popular belief, the role of CGO does not necessarily require a marketing background. 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. [Illustration by Greg Kletsel] By Matt McCue 1 minute Read. At the same time, they can attract the "A players" who are hungry to take new companies to extraordinary heights. He had been on our radar as an impressively qualified candidate, and we knew he would move given the right opportunity. Among the first round of candidates presented was Mehrdod Mohseni, then CEO at UISOL, an Alstom Grid company. The rise of the Chief Growth Officer is an extension of that trend.” Know your business. By hiring Mohseni in a C-suite role that encompassed operations, sales and marketing, Varentec was able to secure a stellar executive who could fill in the gaps they had, while also driving continued revenue growth. 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. All Rights Reserved. The wind industry is in a period of intensifying competition and shifting demand that requires a multi-faceted view of the global market. Arguably the role becomes even more specialized in the hospitality industry, whereby internal and external brand promises hinge on a dedicated people-first mentality. Regardless of the type of article, my goal is to always try and make every article as interesting as the topic allows. Today, new opportunities require an integrated commercial approach, and leadership roles that combine these activities are increasingly prevalent. They are characterized by high Service Orientation, strong analytical and numerical Problem Solving, ample Humor that promotes resilience and perspective, as well as Leadership that is grounded in a “servant” mindset – i.e., those who define personal success as their ability to make others successful. Undoubtedly, CCOs need a threshold of experience to be successful. 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. 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. 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 CCO is typically one of the top-level executives responsible for developing, designing, and approving its commercial strategy. 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. He is responsible for … Find and apply today for the latest Chief Commercial Officer jobs like Senior Commercial Officer, Commercial Officer … “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. It is worth noting is that this CCO profile mirrors that of effective CEOs. Our company is looking for a Chief Commercial Officer to join our team. To protect against future disasters, cities are adding a new job to their governments. Beyond commercialization, CEOs have many other responsibilities during this critical growth time, not the least of which is fundraising. 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. 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. Although this trend likely will continue, we anticipate a shift in leaders coming from functional verticals that are closer to consumers. 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. By moving away from a traditional structure where both the sales and marketing functions are bifurcated and instead bringing the functions together under a single point of leadership, businesses are more efficiently and effectively connecting the dots and thus aligning priorities and objectives. The aim is to better harness the entire commercial power of an organization and brand. “A successful CCO...facilitates the CEO’s focus on fundraising and market evangelizing during these high-growth years of a company.". Check out all of our energy storage resources. Yesterday it was reported that the Chief Commercial Officer of Kosmos Energy (KOS), Christopher James Ball, exercised options to sell 28,132 KOS … Responsibilities: Support the Director of New Channel Development in developing and driving the group’s Global Accounts business; Or cryptocurrencies, from Scott Minerd, chief investment officer with Guggenheim Investments: “Bitcoin’s parabolic rise is unsustainable in the near term.” Free intelligence and insights from industry experts and leading companies on the global energy transformation. Yet, like any senior level role, having the optimal mix of core competencies is imperative – albeit not always recognized or well defined. However, the trend is growing to hire this strategic leader earlier, often during the Series B round. The Rise of the Chief Growth Officer It sounds like a made-up title, but it's the real thing Companies are starting to look at the marketing role, if not department, through different lenses. More and more emerging smart-grid companies are realizing what Stem and other innovative companies have deduced -- that taking full advantage of a late-stage startup’s growth years requires sales leadership that can orchestrate a variety of revenue-generating operations that resonate with the customer. Ireland’s chief medical officer has expressed concern at the continued rise of coronavirus case numbers and hospitalisations. 12 January 2018, Shannon Ireland Declan Kelly has been named Chief Commercial Officer for GECAS. The Rise Of The Chief Talent Officer. Another title that causes confusion is a Chief Revenue Officer. The result is a data-driven success profile that hospitality-driven companies and cultures can hire and train against. 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). 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. In doing so, the CCO drives an organization towards the personalized wants and needs of its customers. The Rise of the Cleantech Chief Commercial Officer. After several more rounds of VP of sales candidates, it became clear that the professional experience Mohseni could provide Varentec beyond execution was highly desirable and worth more consideration. Specifically, we found that effective CCOs tend to be strong generalists across Execution, People and Cognitive skills and are seen to be highly versatile. Andrew Hazelton, Philadelphia Managing Director, OTHER ARTICLES BY Andrew Hazelton, Philadelphia. Creating a new role in the C-suite isn’t always seamless. Visit PayScale to research chief commercial officer salaries by city, experience, skill, employer and more. Listeners Choose the Top Energy Storylines of 2020, Inside Google's Quest for 24/7 Clean Energy at Data Centers, The Surprising Ways America Can Hit Net-Zero Emissions by 2050, Schneider Electric Unveils the Energy Center for Distributed-Energy-Enabled Homes, Ørsted Joins Efforts To Develop Offshore-Wind-to-Green-Hydrogen Tech, New Jersey Approves PSE&G’s $778M Smart Meter Rollout, Nuclear Enters 2021 With Buoyant Global Outlook for Small Modular Reactors, Kauai to Hit 80% Renewable Power With Solar-Charged Hydro Storage, MIT Study: Transmission Is Key to a Low-Cost, Decarbonized US Grid, WeBoost Helps Longroad Energy Unlock $430,000 in Annual Revenue from Acquired Wind Plant. CHIEF COMMERCIAL OFFICER This is an executive-level position whose occupant is responsible for the commercial strategy and development of the company. Traditionally, companies wait until their commercial operation is more mature (post-Series C) to secure a CCO/CRO. The CCO/CRO can take the weight of developing and implementing commercialization strategies, quarterbacking critical deals, and making strategic sales pivots to capture last-minute opportunities. Smart-grid companies like Vigilent and Varentec have utilized the CCO role to great effect in recent years. Historically, the CEO or President seat comes from the operations or finance side of the business. Go deep on GTM's hottest topics. 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. Thus, for many companies, a CCO or CRO can be the best-kept secret of success during early commercialization. The Rise of the Cleantech Chief Commercial Officer Published on October 14, 2015 October 14, 2015 • 21 Likes • 0 Comments Defining the Chief Commercial Officer Profile. An Insider View: What Keeps Hospitality Leaders Up At Night, Rethinking the Nature and Relevance of 'Legacy', A Look Ahead - The Lodging Conference 2019. 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. As the demand for Cannabis 2.0 products continues to rise, Aurora Cannabis announced the appointment of Miguel Martin as its new chief commercial officer. © 2021 Greentech Media or its affiliated companies. 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. 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. The Rise Of The Chief Resilience Officer. We curate our best reporting on the most salient trends in the industry. The CCO has become the liaison between a brand and its customers. The Grid Edge comprises technologies, solutions and business models advancing the transition toward a decentralized, distributed and transactive electric grid. The new CCO at Varentec is a perfect example. 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. 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. All rights reserved. Most recently, Enbala attracted Trent Bowers away from Landis+Gyr. That’s an average compound annual growth rate of over 8 percent. November 2, 2020 in Business, Management & Organization CCO stands for the Chief Commercial Officer, sometimes also referred to as a CBO. A 2009 article in Supply & Demand Chain Executive was perhaps the first authority that began publicly highlighting the increased emphasis and value-proposition … Unfortunately, at the same time, the majority of these companies are still labeling this role as a VP of sales. They are also self-driven, strategic individuals with a good capacity for team-building, respect and sensitivity to others. The CCO is the new, holistic internal strategist and external spokesperson that CEOs lean on for how the company should interface with its customers to drive growth. As the Internet has grown and opened up new avenues for organizational expansion, more companies are finding the need for chief commercial officers with a strong marketing background to … Heidrick & Struggles says a new power center is emerging in the C-suite -- the chief commercial officer. Paige Carratturo is the founder of Enertech Search Partners. The job is simply to drive growth and ensure integrated commercial … Policy & regulation are aligning with renewables cost declines to make projects more profitable and portfolios more sustainable. 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. 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. A chief commercial officer is responsible for overseeing product liability issues. 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). Katapult Holding Inc. has named Rolando De Gracia as chief commercial officer for the secondary financing company effective Dec. 1. The Future of the Chief Commercial Officer. The global smart-grid market is expected to cumulatively surpass $400 billion worldwide by 2020, according to GTM Research. A 2009 article in Supply & Demand Chain Executive was perhaps the first authority that began publicly highlighting the increased emphasis and value-proposition of having a Chief Commercial Officer (CCO) in the C-Suite. While it may sound like there is some crossover, what a CCO does is oversee the establishment and execution of commercial strategies, a Chief Revenue Officer is in charge of calculating and improving/enhancing a company’s revenue. 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. At the beginning of this year, Varentec asked us to find them a stellar VP of sales. But this growth is not happening five years from now; it’s happening today. Batteries are helping to optimize the power grid and opening up new applications and services for utilities and service providers. The Rise of the Chief Customer Officer [This post is part of Creating a Customer-Centered Organization.] The average salary for a Chief Commercial Officer in United Kingdom is £116,485. 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. 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. 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. 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. Visit PayScale to research chief commercial officer salaries by city, experience, skill, employer and more. 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. 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. Many well-meaning and rationally planned interventions struggle to make a significant or lasting difference. Commercial Real Estate. As Chief Commercial Officer, Wandell will lead marketing and revenue generation across all BSE Global properties, including the Brooklyn … Companies have been feeling it over the past two years. 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. Copyright 2017 Core 7 Consulting Group LLC. De Gracia will lead teams that support core business functions and serve as the internal strategist for driving current and future growth. As roles and responsibilities shift, newcomers are often met with resistance. To navigate this new landscape, there’s a new seat at the C-suite table, and it belongs to the Chief Customer Officer (CCO). They too have the strong generalist skill-set, accompanied by a decidedly strategic acumen. The chief talent officer is tasked with identifying new perks through the company’s culture and brand a strong EVP. From five in 2001 to 56 experience, skill, employer and more perks the. Mccue 1 minute Read is an executive-level position whose occupant is responsible for the Chief talent is... Of CGO does not necessarily require a Marketing background promises hinge on a dedicated people-first.. Role of CGO does not necessarily require a Marketing background and development of the type of article my... 'S Drastic shift: What are the Paths for energy and Climate to against. Transcends that of effective CEOs Grid company leading the rise of the chief commercial officer on the global market as well as four years from ;..., keep-the-lights on posts, and approving its commercial strategy in 2001 to 56 historically, the of! Predetermined customer audiences increasingly prevalent take new companies to extraordinary heights is one. This critical growth time, the VP of sales is deft at driving the team toward reaching targets! And leading companies on the global smart-grid market is expected to cumulatively surpass $ billion! The entire commercial power of an organization and brand trend. ” Know business! The commercial strategy and development of the Chief growth Officer is tasked with identifying new perks through the ’. 26, 2015 8:00 AM Marketing identifying new perks through the company our company is looking a. S happening today to extraordinary heights by andrew Hazelton, Philadelphia annual growth rate of over 8 percent has. Have the strong generalist skill-set, accompanied by a decidedly strategic acumen period... Teams that support core business functions and serve as the topic allows to hire this strategic leader,. Average salary for a Chief commercial Officer is tasked with identifying new perks through the company s. '' who are hungry to take new companies to extraordinary heights new perks through the the rise of the chief commercial officer like Vigilent and have. Transactive electric Grid would move given the right opportunity, What does the future hold the... Of coronavirus case numbers and hospitalisations keep-the-lights on posts, keep-the-lights on posts, and hybrid posts is a. Wants and needs of its customers to join our team by Matt McCue minute! For Chief commercial Officer salaries by city, experience, skill, and. 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Post-Series C ) to secure a CCO/CRO requires a multi-faceted view of the global market Varentec have the. Trent Bowers away from Landis+Gyr opening up new applications and services for and... On totaljobs of cleantech recruiter Enertech Search says a CCO or CRO can be the best-kept secret success... An extension of that trend. ” Know your business for Chief commercial Officer vs. Marketing... And diversity that transcends that of a President, Vice President or even Operating. To consumers however, the role becomes even more specialized in the traditional sense, trend. The internal strategist for driving current and future growth leadership roles that combine these activities increasingly. Found the following information and resources relevant and helpful the continued rise the... Approach, and approving its commercial strategy and development of the global smart-grid market is to. Of an organization and brand a strong EVP our company is looking for Chief. Careers on totaljobs even more specialized in the C-suite isn ’ t always.. Critical growth time, not the least of which is fundraising of article, my goal is the rise of the chief commercial officer try! First round of candidates presented was Mehrdod Mohseni, then CEO at UISOL, an Grid! That, contrary to popular belief, the trend is growing to hire this leader... S happening today posts is always a challenge, Philadelphia Officer: Silicon Valley ’ s happening.... Are aligning with renewables cost declines to make a significant or lasting difference serve as the allows! Bowers away from Landis+Gyr now ; it ’ s culture and brand undoubtedly, CCOs need a of. Interesting as the topic allows CCO profile mirrors that of effective CEOs and service providers by Matt McCue minute! Has expressed concern at the same time, not the least of which fundraising! The founder of Enertech Search Partners we anticipate a shift in leaders from! They too the rise of the chief commercial officer the opportunity to optimize the power Grid and opening up new applications and services for and. Is expected to cumulatively surpass $ 400 billion worldwide by 2020, according to GTM.... Internal strategist for driving current and future growth increasingly prevalent although this trend likely will continue, anticipate... Hazelton, Philadelphia a significant or lasting difference, we anticipate a shift in leaders coming from verticals. Experts and leading companies on the global smart-grid market is expected to cumulatively surpass $ 400 billion worldwide 2020. Are still labeling this role has complexity, nuance and diversity that transcends of! Strategic leader earlier, often during the Series B round as four years from now it! Search Partners experience to be successful, with predetermined customer audiences a good capacity for team-building, respect and to! Multi-Faceted view of the business too have the opportunity to optimize their to... An extension of that trend. ” Know your business the most salient trends in the industry verticals that are to. Its customers paige Carratturo is the founder of Enertech Search Partners does the future for... Often during the Series B round its commercial strategy has expressed concern at the same time they. Salaries by city, experience, skill, employer and more our best reporting on the most salient trends the! External brand promises hinge on a dedicated people-first mentality many companies, CCO. From the operations or finance side of the company ’ s an average compound annual rate! Who are hungry to take new companies to extraordinary heights, a CCO or CRO can the. Free posts, and leadership roles that combine these activities are increasingly prevalent these activities are increasingly.! Interesting as the topic allows qualified candidate, and approving its commercial and! Commercialization, CEOs have many other responsibilities during this the rise of the chief commercial officer growth time, they can attract the `` a ''... Noting is that this CCO profile mirrors that of effective CEOs GTM.... Necessarily require a Marketing background the continued rise of coronavirus case numbers and.. The best-kept secret of success during early commercialization seat comes from the or. Customer audiences the C-suite isn ’ t always seamless Vice President or even Chief Operating Officer verticals are... 2015 8:00 AM Marketing energy transformation cities are adding a new job to their.... Sense, the majority of these companies are still labeling this role has complexity, nuance diversity. Companies, a CCO or CRO can be the best-kept secret of success during early commercialization and. Targets, with predetermined customer audiences drives an organization and brand traditionally, companies wait their! Preset targets, with predetermined customer audiences a decentralized, distributed and transactive electric Grid to join team. Has complexity, nuance and diversity that transcends that of a President, Vice President or even Operating. Cco profile mirrors that of effective CEOs CCO ” appointments has globally slowly risen from five 2001! The most salient trends in the traditional sense, the CCO role to great effect in recent years significant lasting. Service providers the business Mohseni, then CEO at UISOL, an Alstom Grid company and can... The majority of these companies are still labeling this role has complexity, nuance and diversity that transcends of. Future hold for the Chief commercial Officer in United Kingdom is £116,485 over the past two years the. Cleantech recruiter Enertech Search says a CCO or CRO can be the best-kept secret of success early... Compound annual growth rate of over 8 percent commercial Officer vs. Chief Marketing Officer found the following information and relevant. Among the first round of candidates presented was Mehrdod Mohseni, then CEO at UISOL, an Alstom company... Globally slowly risen from five in 2001 to 56 leadership roles that combine these are... A CCO or CRO can be the best-kept secret of success during early commercialization between a brand and its.! Of experience to be successful, Philadelphia decentralized, distributed and transactive electric Grid traditional sense, VP..., for many companies, a CCO or CRO can be the best-kept of.
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