C-4 Analytics – Chief Revenue Officer

ABOUT

C-4 Analytics is an award-winning automotive digital marketing services firm that has a demonstrated record
of helping dealers win more market share and improve their marketing ROI Backed by a staff of certified
marketing experts and an industry-leading client to employee ratio, C 4 Analytics can deliver custom strategies
and solutions for every dealer in every market Our data-driven solutions are hyper-targeted, customized for
every dealer and measurable in real-time, adding unparalleled accountability to our marketing campaigns Auto
dealerships gain a true partner when they work with C 4 Analytics The company measures its success by
generating more leads and sales

C-4 Analytics provides a fully integrated suite of digital marketing solutions to its customer base. They include:

Data and
Analytics Brand
Management
Business
Intelligence Local Search
Audience
Targeting Email
Marketing
Search Engine
Optimization Compliance
Management
Search Engine
Marketing Competitor Targeting
Conversion
Optimization Digital Campaign
Creation
Social Media
Management Behavioral
Targeting

STATS

• Leader in data driven digital marketing solutions to automotive vertical
• Privately held, backed by reputable PE Fund (BV Investments), HQ in Boston
• Over 200 employees in 3 cities (Boston, Ann Arbor and Chicago)
• Serve Tier 1, 2 and 3 automotive companies nationally
• Strong focus on the Tier 3 automotive dealership space
• Partners with Microsoft, Google, Oracle, Amazon, Facebook
• Web site: www.c 4analytics.com

THE POSITION

The Chief Revenue Officer is responsible for delivering leadership and predictable revenue performance by driving strategy, system, and programs The CRO will be a “player/ helping the team to succeed and adding his/her expertise and connections in the areas of digital marketing solutions and client direct selling The ideal candidate will have executive level relationships in automotive sector, focused on Tier 3 sales, but also have experience selling to both Tier 1 OEM players and Tier 2 regional associations He/she will also have superior knowledge of and experience in selling integrated digital marketing solutions powered by data, measurement, and analytics This leadership role will be 60 sales and 40 business development and will require proven strengths in gaining sales team ownership of company goals with performance at and above desired quota objectives The ideal candidate will build and manage a geographically dispersed team and manage its performance in a disciplined, metric focused environment This position reports to Managing Partner based in Boston He/she will be a strategic thought leader who will 1 grow the Tier 3 client base, 2 create new and expand existing Tier 1 and Tier 2 relationships and 3 evangelize relationships with existing clients to capitalize on the expansion of existing relationships Talent development that can act as a catalyst beyond tactical partnerships will be a vital component of this role The ideal candidate will be based in the Boston area or be willing to relocate to the Boston area

REQUIREMENTS

  • Minimum of 15 years of sales experience with a focus on digital in the automotive industry,
    specifically at the Tier 3 level. Experience managing relationships at Tier 1 and Tier 2 levels is
    important as well. Experience selling into dealer groups is a must.
  • Minimum of 10 years of experience interacting with executive level relationships at the automotive vertical. Bonus for the healthcare vertical
  • Senior sales executive/ CRO leadership experience growing a recurring revenue business
    from $50M to $100M+ revenue
  • Thought leadership in designing, evangelizing, and selling integrated digital marketing
    solutions to target verticals for measurable consumer engagements
  • AdTech and MarTech experience in Programmatic and RTB platforms highly desirable
  • Ability to effectively navigate and operate within an internal and external client matrix
    environment with keen focus on C 4 Analytics competitive benefits and advantages
  • Ability to identify growth and new business opportunities within target verticals of auto,
    healthcare, and retail
  • Ability to manage and grow a field sales team that is responsible for selling to automotive
    dealerships
  • Ability to manage an internal BDR team
  • Ability to identify and quickly establish trust and credibility with key stakeholders within target
    markets and C 4 Analytics internally
  • Ability to translate deep knowledge and understanding of target client product needs and to build
    a strategic roadmap for deliverables
  • Quick learner who can rapidly embrace culture, a new organization, and responsibilities
  • Astute and articulate with regards to client needs, client and prospect engagement, sales
    negotiations and sales best practices
  • Complex reasoning capabilities and ability to define problems, collect data, establish facts, draw
    valid conclusions and implement solutions
  • Outstanding oral and written communication skills
  • Track record of a “roll up your sleeves, get it done” leader: Outstanding organizational
    skills, strong multitasking skills and the ability to prioritize and take initiative

DUTIES & RESPONSIBILITIES

  • Expand and lead all aspects of expanding our revenue, including the sales team, expansion
    team, and OEM teams
  • Establish sales goals in collaboration with Managing Partner
  • Successful achievement of annual revenue budget established by Board with a longer term
    view of annual growth by 40 50 % over next three years (FY20 22)
  • Proactive exploration of potential opportunities to secure, protect and expand C 4’s
    market position as a key provider against external competition
  • Drive new business development by aligning the strategic roadmap for target sales channels
    with their product acquisition and development plans (current & future) as well as
    identifying internal C 4 opportunities where existing product synergies exist
  • Drive business development activity by effectively establishing strong credible
    relationships with critical executive level stakeholders at target channels and acquiring a
    deep knowledge/insight of their digital ecosystems, processes, strategic priorities and
    product strategy to inform C 4’s future product priorities/roadmap
  • Support the team with driving the negotiation of contracts to close
  • Engage a culture of ongoing account analysis, cross selling and cross functional
    team collaboration to create client wins
  • Responsible for the budgeting and forecasting for the sales team
  • Ensure the utilization of the Sales Effectiveness and Sales Share & Innovation tools
  • Regularly provide performance feedback to direct reports and complete a formal review
    for each employee at the middle and end of the fiscal year
  • Continuously provide development opportunities to your team
  • Lead in accordance to C 4 Analytics Leadership Standards

NON-DISCRIMINATION
Our client and Buffkin / Baker firmly support the principle and philosophy of equal opportunity for all individuals, regardless of age, race, gender, creed,
national origin, disability, or veteran status of any other protected category pursuant to applicable federal, state or local law.

CONTACT

Buffkin/Baker

420 Lexington Ave. Ste. 820
New York, NY 10170
Phone: (929) 463-0920

Raj Das, Global Head of Digital Practice
Cell: (917) 279-7960
Email: raj@buffkinbaker.com

Kimberly Melcer, Senior Associate
Cell: (917) 301-6371
Email: kimberly@buffkinbaker.com


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