Chief Commercial Officer
Also known as: Commercial Director · CCO
Holds end responsibility for the entire commercial function, from proposition and pricing to sales and marketing, and sits on the executive board.
The chief commercial officer decides with the board where the organisation will earn its money and which markets and customer groups belong to that choice. Unlike a sales director, this role also covers proposition, marketing and pricing policy and shares in investment decisions. Selection often focuses on network and market knowledge, while redesigning the commercial organisation and letting go of loss making customers are the hardest parts.
Competencies to measure
These are the behavioural and ability constructs in this profile. Each one shows which hrmforce questionnaire measures it.
| Competencies to measure | Target level | hrmforce instrument | Assessment method | Behavioural anchor at target level |
|---|---|---|---|---|
| Persuasiveness Competency (50-framework): Persuasiveness Knockout | N5 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Wins board and external parties over to a far reaching change of course and sustains that support when resistance increases. |
| Client focus Competency (50-framework): Customer Focus Knockout | N5 | Big Fifty, Competency Check, 360 Feedback | 360-degree feedback | Translates client signals into changes in services and policy and holds the organisation accountable for the promised client experience. |
| Developing vision Competency (50-framework): Vision | N5 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Formulates a multi-year vision for the whole organisation, underpins it with scenarios and uses it as a test for investments. |
| Result orientation Competency (50-framework): Results-Orientation | N5 | Big Fifty, Competency Check, 360 Feedback | Personality questionnaire | Sets the result agreements and performance measures for the organisation and upholds them when interests in play are conflicting. |
| Commercial capability Competency (50-framework): Commercial acumen Knockout | N5 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Sets the commercial course for the organisation, chooses which markets are served and accounts for those choices to the board. |
| Listening and probing Competency (50-framework): Listen | N5 | Big Fifty, 360 Feedback | 360-degree feedback | Picks up sensitive signals in conversations with directors and supervisors and uses them to adjust organisational policy in good time. |
| Perseverance Competency (50-framework): Perseverance | N5 | Big Fifty, 15PF, Mental Resilience (4C) | Personality questionnaire | Keeps multi year programmes on course despite sustained opposition and holds the organisation to the chosen direction after setbacks. |
| Market orientation Competency (50-framework): Market Orientation | N5 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Translates market developments into the strategic agenda of the organisation and repositions the offering for the longer term. |
| Recovery after setbacks Competency (50-framework): Stress resilience | N4 | Big Fifty, Mental Resilience (4C), 360 Feedback | Personality questionnaire | Analyses after a failed effort what went wrong, discusses it with those involved and starts a revised approach within a week. |
Short profile
The ten heaviest skills in this profile. The full profile with every skill, behavioural anchor and assessment method is in the download.
| T | Skill | Target level | Weight | Knockout | Assessment method |
|---|---|---|---|---|---|
| G | Persuasiveness | N5 | 5 | yes | Assessment centre |
| G | Client focus | N5 | 5 | yes | 360-degree feedback |
| G | Developing vision | N5 | 5 | no | Assessment centre |
| G | Result orientation | N5 | 5 | no | Personality questionnaire |
| G | Commercial capability | N5 | 5 | yes | Assessment centre |
| V | Consultative selling | N5 | 5 | yes | Assessment centre |
| V | Account management | N5 | 5 | yes | Structured interview |
| V | Value proposition development | N5 | 5 | yes | Work sample test |
| K | Reading and interpreting financial reports | N5 | 5 | no | Knowledge test |
| V | Conversation management | N5 | 4 | no | Assessment centre |
See all 29 skills in the full profile
Assessment instruments for this job
Competency Check
Behavioral-Level Competency Assessment
360 Feedback
Multiple assessments based on behavioral anchors
Big Fifty
Personality questionnaire, 150 items, 25 factors
Work sample test
Representative work sample under standardized conditions
Knowledge test (client-specific)
Professional knowledge test, customized for each client
Mental Resilience (4C)
Mental Resilience According to the 4C Model
Communication Styles
Preferred communication style
Conflict Styles
Preferred style in conflict situations
15PF
Personality Profile, a shorter alternative to the Big Fifty
Portfolio
Evaluation of prior work against fixed criteria
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