November 19, 2019 – Executive recruitment firm Buffkin / Baker has been enlisted to find chief revenue officers for C-4 Analytics, an automotive digital marketing services firm based in Boston, and SkuVault, a warehouse management technology platform headquartered in Louisville, KY. The C-4 Analytics search is being led by partner Raj Das, global head of the search firm’s digital practice. Mark Farrington, partner, healthcare technology, is heading the SkuVault assignment.
The chief revenue officer for C-4 Analytics is responsible for delivering leadership and predictable revenue performance by driving strategy, system and programs, said Buffkin / Baker. The CRO must be a team player, helping the team to succeed and adding his/her expertise and connections in the areas of digital marketing solutions and client direct selling, said the search firm.
The role will be 60 percent sales and 40 percent business development and will require proven strengths in gaining sales team ownership of company goals with performance at and above desired quota objectives, said Buffkin / Baker. The ideal candidate will build and manage a geographically dispersed team and manage its performance in a disciplined, metric focused environment.
The position reports to the managing partner based in Boston. The CRO will be a strategic thought leader who will be expected to grow the Tier 3 client base, create new and expand existing Tier 1 and Tier 2 relationships and evangelize relationships with existing clients to capitalize on the expansion of existing relationships, said the search firm.
A vital component of the role will be talent development that can act as a catalyst beyond tactical partnerships. The ideal candidate will be based in the Boston area or be willing to relocate to the Boston area.
The right candidate will also 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, said Buffkin / Baker. The individual must also have superior knowledge of and experience in selling integrated digital marketing solutions powered by data, measurement and analytics.
Candidates should have: a minimum of 10 years of experience interacting with executive-level relationships at the automotive vertical, with a bonus for the healthcare vertical; senior sales executive/ CRO leadership experience growing a recurring revenue business from $50 million to $100 million-plus revenue; and 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 is highly desirable.
C-4 Analytics 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 says it can deliver custom strategies and solutions for every dealer in every market. Its data-driven solutions are hyper-targeted, customized for every dealer and measurable in real-time, adding accountability to its marketing campaigns.
At SkuVault, the chief revenue officer will be responsible for the strategy and execution of all revenue activities across the entire organization, said Buffkin / Baker. Sales, marketing, business development and partner/channel management will be a direct report to this position. The CRO will be expected to deliver leadership and predictable revenue performance by driving strategy, pricing, system and programs to ensure a positive performance of their respective stage of the funnel. This position will be a key member of the senior leadership team and will be involved in all C-Suite level meetings.
A bachelor’s degree is required; an MBA is preferred. Candidates should have eight or more years’ experience in sales, marketing and revenue generating leadership. They should also have proven results as a chief revenue officer or a similarly relevant role.
Experience working in/with and implementing revenue operation strategies in the SAAS industry is essential, said Buffkin / Baker. Prospects should have experience with development of pricing strategies as well as with scaling SAAS organizations. Working knowledge of data analysis and performance/operation metrics is also required.
SkuVault is a cloud-based inventory and warehouse management software designed to reduce inventory out-of-stocks and increase warehouse operation efficiency with eCommerce integration capability. SkuVault helps eCommerce retailers prevent out of stocks, improve warehouse efficiency, and reduce human error.
Buffkin / Baker is a specialty boutique search firm composed of industry leaders in their respective fields and each has over a decade of retained search experience. Its focus is to recruit leaders in digital marketing/advertising, technology, healthcare, media/entertainment, finance, higher education and non-profit. The firm serves public, private, venture and private equity-backed companies. Its office locations include Nashville, TN; New York; Washington, D.C.; and Winston-Salem, NC, with affiliate offices in London.
Buffkin / Baker is a member of Panorama Search, an international federation of retained firms with 18 firms and over 30 offices globally. Buffkin / Baker formed in 2017 with the merger of the Buffkin Group and Baker and Associates LLC.
Mr. Das, based in New York City, focuses on senior-level executive and board talent placements in digital, marketing and technology roles. In his role, He brings over 22 years of experience and relationships advising organizations at corporate, investment banking, and entrepreneurial levels. Previously Mr. Das was founder and CEO at POM Partners, a global digital media incubation and acceleration firm, in addition to other positions.
Mr. Farrington serves as partner, healthcare technology, in Buffkin/ Baker’s Nashville TN office. He joined the firm in 2017, and works to secure talent and expertise in healthcare technology, information security, technology products and strategy to provide innovative leaders and create value for clients across the spectrum of healthcare organizations. Mr. Farrington previously served as chief innovation officer and chief information officer for Premise Health, among other roles.
Contributed by Scott A. Scanlon, Editor-in-Chief; Dale M. Zupsansky, Managing Editor; and Stephen Sawicki, Managing Editor – Hunt Scanlon Media