About B.Riley Farber Executive Search

B.Riley Farber is a Global diversified financial and professional services company. For over 40 years, B. Riley Farber has successfully partnered and worked with the leadership of primarily mid-market North American organizations, their boards of directors, investors, lenders, and other professionals.

With our reach across the US and internationally, and working with a highly collaborative approach, our diverse team of business-savvy professionals operate seamlessly to provide services spanning executive search, human capital & financial advisory, wealth management and restructuring.

About Our Client

Our client is one of the largest commercial roofing, waterproofing and solar contractors in the Western United States.

Founded in 1992, the company has grown to over $100M in annual revenue, with 250 employees in offices in California and Nevada. Known for supporting some of the largest roofing projects in the area - from major commercial buildings to iconic landmarks – the company is well-positioned to build on its strong reputation to accelerate growth across verticals and geographies.

As a family-run business, the company prides itself on taking a quality-led approach and seeks candidates with a similar track-record and mindset.

About the Role

B. Riley Farber has been retained to identify a Chief Revenue Officer to lead our client’s commercial operations and sales team. In this newly-created role, your focus will be on developing and executing comprehensive revenue strategies, maximizing customer value, and enhancing overall profitability.

Tactically, the CRO will lead the company’s revenue generation efforts, including personnel, processes, strategy, and technology, setting the foundation for sustainable growth across instituting rigorous, data-driven sales processes, improving training and development, and implementing efficiency-boosting tools and technologies.

In addition, the CRO will be responsible for the development and implementation of the go-to-market strategy, in coordination with the rest of the Executive team, identify new verticals and product lines to grow revenue, and harmonizing marketing, lead gen, sales, and service across the organization.

Key Competencies & Responsibilities

Revenue Strategy Development: Develop and implement a comprehensive revenue strategy that aligns with the company's overall goals and objectives. Identify new revenue streams, assess market opportunities, and create innovative approaches to maximize revenue growth.
Sales Leadership: Provide strategic direction and leadership to the sales and estimating teams team, including sales managers and representatives across various locations. Set sales targets, establish performance metrics, and implement effective sales processes to drive revenue generation and ensure customer satisfaction.
Business Development: Identify and pursue new business opportunities, partnerships, and strategic alliances to expand our client base and market reach. Collaborate with senior executives to develop and execute business development strategies that drive revenue growth and enhance the company's competitive position.
Marketing: Oversee company marketing efforts and ensure marketing and sales teams are aligned and collaborating in order to hit key targets and convert leads.
Customer Relationship Management: Foster strong relationships with key clients, understanding their needs and requirements. Collaborate with the sales team to provide exceptional customer service, ensure high client satisfaction, and identify opportunities for upselling, cross-selling, and account expansion.
Technology: Work with other management to identify and customize technology tools to help improve operations and drive revenue for the business.
Revenue Forecasting and Reporting: Develop and maintain accurate revenue forecasts, track performance against targets, and provide regular reports to the executive team. Analyze market trends, sales data, and customer feedback to identify areas for improvement and make data-driven recommendations.
Pricing and Contract Management: Collaborate with cross-functional teams to develop pricing strategies that optimize revenue generation while maintaining competitive positioning. Ensure effective contract management practices are in place to minimize risk and maximize revenue opportunities.
Team Development: Recruit, develop, and retain a high-performing revenue team. Provide coaching, mentorship, and professional development opportunities to enhance the team's skills and drive individual and collective success.
Collaboration and Communication: Foster strong collaboration and communication with internal stakeholders, including marketing, operations, finance, and executive leadership. Ensure alignment and coordination across departments to optimize revenue-generating activities and enhance overall organizational performance.

Role Location

Our client is based in the Sacramento, California area, and the role is expected to be hybrid in nature.
Local or relocation candidates are preferred, the client is also open to candidates from across the Southwestern United States.

B. Riley Farber

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Chief Revenue Officer