A chief revenue officer (also referred to as CRO) is a specialist who is in charge of everything that brings a company revenue, which includes all sales, pricing, marketing, customer support, corporate development, and revenue management functions. As a rule, a CRO is a part of the organization’s top management team. In a nutshell, the key role of a chief revenue officer is to ensure better alignment and integration of all processes and strategies that generate revenue for a company. The ultimate goal of a CRO is to ensure the company and its shareholders get a maximum return.
Typically, a chief revenue officer job description implies the following duties:
- Delineating a company’s ideal buyer persona
- Defining the most suitable markets and market segments
- Managing and coordinating all company’s activities that generate revenue
- Supervising existing sales channels and partnerships, and adding new ones
- Developing and improving the company’s propositions
- Participating in strategic and business unit planning and prospecting
- Developing comprehensive revenue projections
- Participating in contract negotiations
A CRO is quite an all-around position that directly affects the future success of a company. Therefore, a CRO plays a critical role in any organization and the demands for these specialists are very high as well. A great chief revenue officer must have vast experience in scaling revenues, be able to manage large sales teams, be well-versed in cross-channel marketing and advertising, and have excellent communication skills.