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Title Director Revenue Optimization, Strategy and Field Support
City Oakland
State CA

This position will play a critical leadership role in developing revenue growth strategy and designing and implementing the associated processes, systems and supports to ensure effective execution in the field:  

Scope of Responsibility

Strategy and Revenue Growth

Growth strategy – Develop short term and long term growth strategy to maximize existing revenue streams and focus areas for improvement.  Develop financial models to enhance margin performance.

Revenue Forecasting – Work closely with the Finance team to manage revenue forecasting process and five year planning to ensure accurate revenue forecasts.

New Channel Strategy & Sales – Develop revenue strategy and go to market plans related to existing and new revenue channels.  Evaluate channel mix by market to define appropriate balance of margin and growth objectives/goals. Work in conjunction with field sales staff to implement strategy.

Partnership Development – Work closely with executive leadership team to identify new strategic partnerships that will accelerate growth.  Design and process for management of partnerships and manage set of partnerships for purposes of driving new business revenue. Lead new business sales effort with regional team to integrate new partnerships into sales process.

Field Support

Business Analysis – Analysis of current business to identify areas of opportunity for revenue penetration, margin growth, organic revenue growth and improved retention of partners.

KPI Tracking & Data Analysis – Development and reporting of key KPIs for new and existing business including regular analysis of trends and areas for acceleration and optimization.

Data Systems/Management – Define business requirements for data systems that support new and existing business partners/revenue to ensure accurate source data for analysis, business planning, forecasting and historical tracking.  Work with IT and field to ensure data systems support needs of the business.

Deal Engineering Analysis – Oversee deal engineering process to support field in optimizing revenue/margin and ensure accurate revenue for budget and forecasts.  Work closely with cross functional team of field operations, finance, account management and business development teams to create a process that is allows for strong business decisions and strong customer responsiveness.

Market Research/Analysis – Oversee internal and external market research activities to identify key market trends/opportunities for both existing and future revenue channels

New Business – Operations Hand Off – Lead cross functional team of business development, account management and operations to design, develop and implement effective processes to ensure a smooth process through the sales process into service.

Training and Development – Design and develop training and development programs for field business developers and account managers related to revenue optimization, customer analysis, organic growth, account penetration and channel/market mix.


Knowledge Skills and Abilities

  • Seven (7) years of experience working in sales or in a sales/account management organization
  • Proven track record of driving strong revenue and margin results
  • Strong financial/analytic skills
  • Experience leading cross functional teams to implement strategic projects
  • Academic training in finance, economics and/or business with strong emphasis on quantitative/data based problem solving
  • Ability to work on numerous projects, deliverables and initiatives simultaneously
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An Equal Opportunity Employer