June 15, 2018 – Scooter’s Coffee, one of the largest and fastest growing brands in the specialty coffee business, has retained Irvine, CA-based search firm McDermott & Bull to lead its search for a new chief commercial officer and chief development officer.
The search is being conducted by what is known as the fit practice at the recruitment firm, which includes partner Jeff Black, associate principal consultant Jason Pinegar, associate consultant Trey Mullen, executive search consultant Kelly Nguyen, as well as senior recruiting associate Shree Thakarar.
The chief commercial officer will be responsible for building a CPG retail-driven business for Scooter’s Coffee, leveraging existing brand loyalty, said McDermott & Bull. Much of that loyalty is related to the business’ successful coffeehouse and drive-thru kiosk store formats which are located throughout selected Midwestern states.
This influential executive is expected to lead the development and execution of Scooter’s commercialization strategy and build a high-functioning team and infrastructure to support the expansive adoption of its products throughout the retail marketplace, the search firm said. The chief commercial officer will also be responsible for aggressive business growth goals and play a critical role as a member of the senior executive leadership team.
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Chief Commercial Officer Recruiting
The CCO is essentially responsible for the commercial strategy and the development of an organization. The role typically involves activities relating to marketing , sales, product development and customer service to drive business growth and market share. As a corporate officer position, the CCO generally reports directly to the CEO and is charged with ensuring the integrated commercial success of an organization. The role typically combines technical knowledge of the relevant field with strong marketing and business development skills.
Essentially, a CCO takes ownership of the customer and the customer interface with the product or service offering, making sure that all functions of the organization are aligned to meet its strategic commercial objectives, said the search firm. This means that the role is closely linked to the organization’s strategic management function, in drafting, implementing and evaluating cross-functional decisions that will enable an organization to achieve its long-term objectives.
A handful of companies have turned to executive search firms in recent months to find new chief commercial officers. Here is a sampling from the Hunt Scanlon Media archives:
BSG Team Ventures placed Don Kelly as chief commercial officer of Onyx CenterSource in Dallas. Managing director and co-founder Clark Waterfall led the assignment. As CCO, Mr. Kelly will be responsible for overseeing the company’s go-to-market strategy, identifying growth opportunities and ensuring the integrated commercial success of the organization.
Kincannon & Reed recruited Manoj Sahoo as chief commercial officer of Calyxt Inc. He will work closely as part of Calyxt’s executive team to build a commercial partnership network, execute a go-to-market plan for the company’s products and ensure Calyxt’s integrated commercial success moving forward.
Toft Group placed Mark R. Willig as chief commercial officer of Rosetta Genomics Ltd. In this newly created position, he is responsible for sales, marketing and market access for Rosetta Genomics’ entire portfolio of high-value diagnostic assays. Most recently, Mr. Willig served as senior vice president of sales for CardioDx Inc.
Chief Development Officer Search
McDermott & Bull said that the chief development officer will build the franchise-driven business for Scooter’s Coffee, while continuing to sustain and develop company-owned locations. As the company expands its reach throughout the Midwest, this leader is expected to help drive strategic growth.
The CDO will also be responsible for overseeing sales, real estate and construction. In addition, the individual will have direct oversight to ensure store development and franchise sales are achieved in accordance with budgeted expectations. “It will be critical for this leader to successfully build strong and positive relationships, both internally and with potential and current franchisees,” the search firm said. “The CDO will be responsible for aggressive business development growth goals and play a critical role as a member of the senior executive leadership team.”
Chief Development Officers
Virtually every industry needs top-drawer chief development officers. CDOs play a key role in planning, coordinating and administering capital campaigns, corporate giving and galvanizing new donors while keeping previous funders content. Implementing funding strategies that “keep the lights on,” according to recruiters specializing in the function, is job one.
Recruiters generally say the best training for these positions is experience, noting that there are many industry conferences and summits that are beneficial for benchmarking and sharing of best practices.
Here is a sampling of recent search for chief development officer form the Hunt Scanlon Media archives:
Executive search firm Caldwell Partners International placed Desikan Madhavanur as executive vice president and CDO of JDA Software in Scottsdale, AZ. Jim Bethmann, managing partner and co-leader of Caldwell’s TMT & IT services and information security practices, led the search. He previously worked at CA Technologies, where he served as senior vice president and business center head for data center orchestration.
Howe-Lewis International recruited Lori Abrams as vice president and CDO of the Arnold P. Gold Foundation. She was previously director of development at The Valerie Fund. The Arnold P. Gold Foundation is a non-profit organization that works with medical and nursing schools, and in hospitals and other professional settings across the U.S.
McDermott & Bull was founded in 2001. It is the 29th largest executive search firm in the Americas, where it serves clients in the technology, financial services, manufacturing, biotech & life sciences, retail and professional services sectors. Since the advent of MB Interim Leaders in 2011, McDermott & Bull has served both the permanent and interim needs of its clients.
Mr. Black leads the firm’s fit practice. He and his team seek to enrich organizations where they serve and focus on helping companies realize “an ideal fit between executive talent and the company’s culture and values.” His clients include: Honda Center/Anaheim Ducks, Panda Restaurant Group, Oakwood Worldwide, Decurion/ArcLight Cinemas, BJ’s Restaurants, Del Taco, LA BioMed, Niagara Bottling, Santa Monica Seafood, Orange County United Way, Rubio’s Restaurants, King’s Hawaiian and Golden State Foods.
Contributed by Scott A. Scanlon, Editor-in-Chief; Dale M. Zupsansky, Managing Editor; Stephen Sawicki, Managing Editor; and Andrew W. Mitchell, Managing Editor – Hunt Scanlon Media