Chief Operating Officer (COO)

Chief Operating Officer (COO) – Sales & GrowthHighRise Capital is seeking a highly driven Chief Operating Officer (COO) – Sales & Growth to take ownership of the company's day-to-day operations, sales organization, employee performance, training, accountability, and growth.The COO will act as the operational leader of the company and will be responsible for turning the CEO's vision into daily execution.This is a hands-on leadership position.We are looking for someone who wants to be on the sales floor, understands what is happening throughout the organization, knows the numbers, develops employees, holds people accountable, and continuously pushes the company toward higher production.The COO will be responsible for building a disciplined, competitive, high-performance culture where employees understand exactly what is expected of them every day.Run the Company Day-to-DayTake ownership of the daily operation of the business.The COO will:Run daily company operations.Ensure the office opens and operates effectively every morning.Make sure employees are on time, prepared, and working.Maintain structure and accountability throughout the sales floor.Coordinate sales, underwriting, processing, operations, and management.Identify operational problems before they become larger issues.Ensure management is executing company priorities.Create systems that allow the organization to scale.Report directly to the CEO on company performance.The CEO should be able to set the direction of the company while trusting the COO to make sure that direction is executed every day.Daily Morning Sales MeetingThe COO will personally lead a daily morning sales meeting.The meeting should establish the tone and objectives for the day.Topics should include:Previous day's productionApplications receivedApprovalsDeals fundedFunded volumeRevenue generatedIndividual and team performanceCurrent pipelineDaily targetsFollow-ups that need attentionWins and lessons from the previous daySales strategyMotivation and accountabilityEvery employee should leave the meeting knowing exactly what they are expected to accomplish that day.Sales Floor LeadershipThe COO will maintain an active presence on the sales floor.Responsibilities include:Monitoring employee activity.Ensuring representatives are consistently calling and following up.Identifying employees who need assistance or additional training.Reviewing sales conversations and performance.Helping managers improve underperforming representatives.Maintaining urgency throughout the day.Ensuring leads and opportunities are being worked properly.Preventing strong opportunities from being neglected.Creating healthy competition between individuals and teams.This is not a position for someone who wants to manage entirely from an office.The COO should understand what is happening on the floor throughout the day.Training & DevelopmentBuild a structured training program for new and existing employees.Training should include:MCA and business-financing fundamentalsProduct knowledgeProspectingOpening a sales conversationMerchant qualificationApplication generationFollow-upObjection handlingClosingPipeline managementCRM disciplineProfessional communicationComplianceSales psychologyThe COO will also identify future managers and develop leadership internally.Performance ManagementCreate clear expectations for every position.Establish measurable KPIs for:CallsConversationsApplicationsApprovalsFollow-upsConversion ratesFunded dealsFunded volumeRevenuePerformance should be measured objectively.The COO will conduct regular performance reviews and work with managers to develop employees who are below expectations.When employees consistently fail to meet expectations despite coaching and appropriate opportunities to improve, the COO will be responsible for making necessary personnel decisions in coordination with company leadership.Recruiting & Team GrowthThe COO will be responsible for helping HighRise Capital continuously improve and expand its team.Responsibilities include:Establishing hiring targets.Working with recruiters.Interviewing senior and key sales hires.Building onboarding systems.Improving employee retention.Identifying future managers.Developing management layers as the company grows.Creating career paths for high-performing employees.The goal is not simply to add headcount.The goal is to continuously increase productive headcount.Company GrowthThe COO will be accountable for helping grow the overall business.This includes identifying ways to increase:Headcount ? Applications ? Approvals ? Fundings ? Funded Volume ? Revenue ? ProfitThe COO should constantly evaluate where the company is being constrained.That may include:RecruitingTrainingManagementLead flowSales performanceTechnologyUnderwritingProcessingLender relationshipsOperational efficiencyThe COO will work with the CEO to establish monthly, quarterly, and annual growth targets and then build the operational plan necessary to reach them.Management StructureThe COO will oversee company leadership and ensure every department is operating toward the same objectives.Potential direct reports may include:VP/Director of SalesSales ManagersDirector of Dialer Operations & Performance AnalyticsRecruiting / HRProcessing ManagerUnderwriting ManagerOperations personnelDepartment leaders remain responsible for their individual functions.The COO is responsible for making sure all of those functions work together.Daily Executive ReportingAt the end of each day, the COO should be able to give the CEO a concise picture of the company.This should include:PeopleHeadcountAttendanceNew hiresPerformance issuesRecruiting pipelineSalesApplicationsApprovalsFundingsFunded volumeRevenuePipelineDeals expected to closeMajor opportunitiesDeals requiring management attentionPerformanceTop performersUnderperformersTeam performanceKPI trendsOperationsProblems encounteredProblems solvedOutstanding issuesGrowthProgress