Company Overview
Excelligence Learning Corporation, a leading developer, manufacturer, global distributor and multi-channel retailer of innovative, high-quality, and grade-appropriate educational products and teaching solutions, is looking for a Chief Revenue Officer (CRO) to join our Team, which is comprised of several well-known businesses: Discount School Supply, Really Good Stuff, Steve Spangler Science, Children's Factory, EPI, and Frog Street.
The CRO is a key leadership position responsible for leading and overseeing the company's Sales and Customer Service, Marketing, Analytics and Web Development functions. The CRO will play a crucial role in driving profitable topline growth across sales channels, accelerating digital transformation and AI adoption, and creating a cohesive integrated sales and marketing strategy to pursue significant growth, particularly in the Public-School systems. The person in this role will be a business partner and critical member of the ELC executive management team.
This position is 100% in-person at one of our Supplies team office locations in Shelton CT, Olathe KS or Monterey CA with extensive travel to other Excelligence locations and customers.
About the Position:
As the Chief Revenue Officer (CRO), you will be instrumental in driving revenue growth and maximizing profitability by overseeing the sales, customer service, marketing, analytics, and web-dev functions within the company. This pivotal role requires a strategic leader with a strong background in sales, combined with a solid understanding of marketing principles, technology and AI along with specific experience in selling to the Public Schools systems. The CRO will play a key role in shaping the company's revenue strategy, ensuring alignment between sales, marketing, analytics and web efforts, and effectively engaging with ELC stakeholders, particularly driving strong collaboration with Merchandising and Product Development to ensure our portfolio is in line with customer needs.
We are a data driven company and are looking for a leader to drive the company's growth by ensuring strong integrated sales and marketing efforts to deliver on company top and bottom-line goals, while creating a seamless experience for our customers. This role will report to the CEO and will work closely with the Sales, Customer Service, Marketing, Analytics and Web teams overseeing all revenue generating initiatives within the Company.
What you will be doing...
Partnering with senior leadership to execute the Divisional strategic plan to drive business growth across all customer segments. Owning the strategy and vision of continuous improvement for our Sales, Customer Service, Marketing, Analytics and Web teams for Excelligence Learning Corporation by connecting different revenue focused functions, from marketing to sales, customer success, and analytics and web operations.
Sales Strategy and Execution:
- Develop and implement a comprehensive sales strategy to drive revenue growth across all channels and markets including public school systems.
- Increase sales to the Public-School systems and other core customer segments by identifying new opportunities for growth. Develop and maintain a deep understanding of the competitive landscape, market trends, Excelligence's competitive positioning within the market, and opportunities for us to execute against new or underpenetrated opportunities.
- Lead the sales team in achieving targets and objectives, including customer acquisition, retention, and expansion.
- Establish sales processes, metrics, and KPIs to measure performance and track progress towards revenue goals. Develop and maintain appropriate compensation plans for both field and inside sales teams.
- Collaborate with other departments to ensure seamless execution of sales initiatives and alignment with overall business objectives while also navigating the complexities of public sector partnerships and contracts.
- Lead Customer Service to embrace new technologies while continuing to deliver exceptional service and focus on profitable growth.
- Leverage Salesforce analytics and AI to come up with best-in-class solution selling sales experience for Excelligence customers while tracking individual sales team performance.
Marketing Oversight:
- Provide strategic direction and guidance to the marketing team to support sales objectives and drive demand generation.
- Oversee the development of marketing campaigns, messaging, and collateral to effectively position the company's products or services in the market. Integrate messaging across brands and channels to create a strong holistic communication that supports sales teams and delivers on growth objectives.
- Analyze market trends, competitive landscape, and customer insights to inform marketing strategies and identify growth opportunities.
- Work closely with the marketing team to optimize lead generation, conversion rates, and customer engagement across various channels.
- Leverage AI and web expertise to drive strong traffic and conversion metrics with focus on iROAS (incremental return on advertising spend) and profitable growth.
Cross-Functional Leadership:
- Foster collaboration and alignment between sales and marketing teams to ensure cohesive execution of revenue-generating initiatives.
- Serve as a liaison between sales, marketing, and other departments to facilitate communication, share insights, and address challenges.
- Ensure collaboration between sales and merchandising, to help inform product decisions from customer insights and learnings from the field.
- Drive a culture of accountability, performance excellence, and continuous improvement within the revenue organization.
- Act as a public-facing representative of the company, building and maintaining relationships with key stakeholders, customers, and partners.
Qualifications:
- Bachelor's degree in business administration, marketing, sales, or related field; MBA or equivalent preferred.
- Proven track record of success in senior leadership roles, with extensive experience in sales management and revenue generation working within public school systems.
- Strong understanding of AI and some experience in using it to drive revenue focused outcomes.
- Understanding of Marketing fundamentals and key e-commerce deliverables to lead a Marketing, Analytics, and web-dev team.
- Strong strategic thinking and analytical skills, with the ability to translate market insights into actionable plans.
- Excellent communication and interpersonal skills, with the ability to influence and inspire cross-functional teams.
- Demonstrated ability to drive organizational change and foster a culture of innovation and collaboration.
- Familiarity with marketing principles, including demand generation, branding, and digital marketing strategies.
- Experience working in a fast-paced, dynamic environment, preferably within the educational supplies business.
- A results-oriented mindset, with a passion for driving growth and exceeding targets.
Excelligence is proud to be an Equal Employment Opportunity (EEO) Employer, committed to fostering an inclusive environment where diversity thrives. We welcome applicants from all backgrounds without regard to race, color, religion, gender, and more, in accordance with applicable laws and regulations. Join us in shaping the future of our organization and making a positive impact in our communications.
