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May 6, 2024
When your organisation’s primary goal is to make money, you need a chief commercial officer with their finger on the pulse of current consumer markets. The chief commercial officer role sits closely alongside the CEO and the CMO to help inform strategic commercial decisions about the direction the company should take.
This C-suite level executive has complete oversight over the business, ensuring that all business activities are aligned with the organisation’s commercial objectives. This helps to ensure peak productivity and to ensure the organisation is always moving in an upward trajectory and never standing still.
The chief commercial officer is an essential role for organisations of all sizes. For startups, the chief commercial officer will ensure efficiency and streamlined working practices underpin all business activities. This can help to ensure all activity is geared towards commercial success and growth. Within a larger organisation, this role will ensure that the company never grows stagnant or risks standing still.
The CCO is also responsible for setting commercial targets for the organisation. When the focus shifts away from tangible commercial success, it’s the role of the CCO to bring focus back to the bottom line. Many CCO’s get started in commercial director roles or as the vice president of commercial management.
The CCO reports to the CEO and helps to turn their vision and ideas into tangible commercial objectives. They also work closely with the chief marketing officer to help shape sales KPIs and alongside the chief operations officer to help ensure that everyone has the infrastructure and support they need to be able to achieve these goals. Other key responsibilities for a CCO include:
The CCO typically comes from a sales or commercial background. They cut their teeth in a director of sales role and may be promoted internally or sourced from another industry entirely. The ideal CCO is heavily target driven and will know what it takes to meet and exceed a target.
They are also highly effective communicators. They know how to motivate a team and inspire them to get behind the company’s goals and objectives. They also know how to train individuals effectively to be able to act in the best commercial interests of the organisation.
CCOs are also highly empathetic. They know that understanding the customer is key to achieving commercial success. They are highly skilled at listening and understanding pain points, and then turning this into a strategy that will ensure the business is aligned towards commercial success.
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