Revenue Officer in Fresno, California at Girl Scouts of Central California South

This role is responsible for developing and executing the council’s annual earned-revenue plan, owning revenue forecasting and performance tracking, and ensuring that all revenue-generating functions operate as a cohesive, strategic part of the organization. The Revenue Officer owns the top-line earned-revenue number: cookie program revenue, fall product revenue, retail sales, program fees, and any new revenue initiatives. The Revenue Officer is accountable for meeting or exceeding annual revenue targets and for building sustainable revenue growth over time.

The position requires both strategic and tactical capability. Strategically, the Revenue Officer sets revenue targets, identifies growth opportunities, and aligns staffing and resources to revenue projections. Tactically, the Revenue Officer monitors real-time performance during peak seasons, adjusts strategies as trends emerge, and ensures operational readiness — staffing, training, inventory, and logistics — across all revenue programs. The Revenue Officer uses data-driven decision-making to analyze sales trends, participation rates, and market opportunities, translating that analysis into actions that protect and grow revenue.

As a member of the executive leadership team, the Revenue Officer contributes to organization-wide strategy and decision-making. The Revenue Officer ensures that all revenue efforts align with the Girl Scout mission, brand, and long-term strategic priorities — revenue growth is pursued in service of the mission, not at the expense of it. The Revenue Officer fosters a culture of accountability, performance, and results across every team that touches revenue, clearly communicating goals, expectations, and performance outcomes.

ESSENTIAL DUTIES & RESPONSIBILITIES :

Revenue Strategy & Planning

The Revenue Officer develops and owns the annual earned-revenue plan, setting targets by program (cookie, fall product, retail, fees, new initiatives), by region, and by quarter. The plan is built in partnership with the CFO for financial accuracy and budget alignment, and with the VP of Strategy for campaign integration. The Revenue Officer conducts market analysis, benchmarks GSCCS performance against peer councils and GSUSA national averages and identifies opportunities to stabilize and grow revenue across all programs. Revenue forecasting is a continuous discipline — the Revenue Officer maintains rolling forecasts, tracks actuals against plan weekly during peak season and monthly during off-season and presents revenue performance at Quarterly Business Reviews. When revenue trends diverge from plan, the Revenue Officer designs and implements course corrections: adjusting sales targets, reallocating resources, launching targeted promotions, or accelerating new revenue initiatives.

Cookie Program Executive Leadership

The cookie program is the council’s primary revenue driver, and the Revenue Officer is its executive owner. While the Lead, Cookie Program manages day-to-day operations (ordering, inventory, volunteer training, Digital Cookie, booth coordination), the Revenue Officer sets the strategic direction: annual sales targets, pricing strategy, participation goals, and the staffing model required to execute a successful season. The Revenue Officer develops performance benchmarks and operational strategies based on revenue projections, ensuring that the council is positioned to meet or exceed its cookie revenue target. During cookie season, the Revenue Officer assumes direct cross-functional leadership — coordinating staff from Marketing, Finance, and regional teams through a temporary reporting structure that ensures every department is aligned around the season’s success. The Revenue Officer monitors performance in real time, makes executive decisions on mid-season adjustments, and serves as the senior decision-maker for any cookie program issue that exceeds the Lead’s authority.

Retail Operations & Merchandising

The Revenue Officer oversees the council’s retail operations, including council shop(s) and online store. This includes setting the product and merchandising strategy: assortment planning, pricing, inventory management, and product lifecycle decisions. The Revenue Officer monitors retail performance — revenue per location, margin analysis, inventory turns, and customer traffic — and makes operational improvements to strengthen results. The Revenue Officer also explores new retail revenue streams consistent with the Girl Scout mission: branded merchandise, camp gear, program supplies, and partnership products. Retail operations should complement the council’s mission-delivery work, creating touchpoints where families, volunteers, and community members can engage with the Girl Scout brand beyond traditional programs.

Off-Season Revenue Development

Beyond the peak cookie and fall product seasons, the Revenue Officer is responsible for identifying, developing, and expanding year-round revenue opportunities that strengthen the council’s financial sustainability. This includes evaluating new revenue streams — licensing partnerships, corporate co-branding, facility rentals, summer camp fee optimization, specialty merchandise, and community event sponsorships — and building business cases for the most promising opportunities. The Revenue Officer develops a pipeline of revenue initiatives, tests them with disciplined pilots, and scales the ones that deliver both financial return and mission alignment. This forward-looking revenue development work is critical to reducing the council’s dependence on a single seasonal revenue event and building a more resilient financial model.

Cross-Functional Coordination & Team Leadership

Revenue performance is not achieved in isolation — it depends on coordinated execution across every department. The Revenue Officer provides leadership and direction to staff during peak revenue periods through a temporary cross-functional reporting structure, ensuring that Marketing, Finance, regional teams, and program staff are aligned around revenue goals. Year-round, the Revenue Officer collaborates with the VP, Marketing & Regional Director on promotional campaigns and customer engagement, with the VP, Fundraising & Regional Director on community relationships that create revenue opportunities, and with the Regional Managers on troop and service-unit participation in product programs. The Revenue Officer directly supervises the Lead, Cookie Program, providing ongoing coaching, performance management, and strategic direction. The Revenue Officer fosters a culture of accountability and results — clearly communicating goals and expectations, tracking performance transparently, and celebrating achievements.

REQUIRED COMPETENCIES:

• Visionary: A strategic thinker who can drive the vision for GSCCS marketing and communications efforts, which ultimately benefits the lives of girls throughout our community.

• Servant-Leader: Leads with humility, empathy and awareness; actively contributes to employees’ ability to reach their goals and thrive at GSCCS.

• Collaborative: Fosters a respectful, transparent, and collaborative work environment.

• Community-minded: Skilled at connecting with individuals across all socio-economic, ethnic, cultural, and professional backgrounds in the community.

• Proactive & Perseverant: A self-starter who demonstrates strong personal initiative and the ability to drive projects through to completion.

• Positive: Charismatic, warm and welcoming; a true “people-person.”

• Growth Mindset: Says “yes” to appropriate, new opportunities and ideas for GSCCS.

• Analytical: Ability to carefully study issues, identify trends, and formulate new ideas.

• Revenue Ownership Mindset — takes personal accountability for financial results and treats revenue targets as commitments, not aspirations

• Strategic Planning & Forecasting: builds data-informed revenue plans, maintains rolling forecasts, and adjusts strategy as conditions change

• Data-Driven Decision-Making: uses sales trends, participation data, and market analysis to identify opportunities and inform resource allocation

• Cross-Functional Leadership: leads and influences across departments, particularly during peak seasons when coordinated execution is critical

• Operational Execution: translates strategy into staffing plans, timelines, and performance benchmarks, then manages execution with discipline and adaptability

• Business Development: identifies, evaluates, and develops new revenue opportunities that align with organizational mission and brand

• Adaptive: Comfortable with multi-tasking; able to work both independently and in teams.

• Reflective: Skilled at receiving and giving feedback and performance critiques.

• Tact & Diplomacy: Patient, willing, and able to have the difficult conversations as required.

• Communicative: Strong written and oral communication skills. An effective public speaker and representative of the organization.

• Flexible: Ability to work evenings and weekends as required.

SKILLS AND QUALIFICATIONS:

Required

• Bachelor’s degree in business administration, marketing, finance, or a related discipline

• 5+ years of experience in sales leadership, revenue management, or business operations with a proven track record of owning and achieving revenue targets

• Strong financial and analytical skills: revenue forecasting, budgeting, margin analysis, and performance tracking

• Experience leading teams, including cross-functional or seasonal teams with temporary reporting structures

• Demonstrated ability to operate both strategically and tactically, from setting vision and identifying growth opportunities to managing real-time performance and adjusting plans mid-execution

• Data-driven decision-making orientation, with comfort using sales data, participation trends, and market analysis to inform strategy

• Excellent communication skills, with the ability to clearly articulate goals, expectations, and performance outcomes to diverse teams and executive leadership

• Experience aligning staffing models, resources, and operations with revenue projections and business cycles

Preferred

• Experience in retail, consumer products, franchise operations, or campaign-based fundraising

• Experience managing seasonal or campaign-based revenue models with defined peak periods and off-season development cycles

• Background working in or alongside nonprofit organizations, particularly youth-serving or volunteer-driven organizations

• Experience in a Girl Scout council or familiarity with the Girl Scout Cookie Program and product program operating model

• Background in e-commerce, digital sales platforms, or omni-channel retail strategy

• Experience building new revenue streams from concept through pilot to scale

CERTIFICATES, LICENSES, REGISTRATIONS:

• Valid California state driver’s license.

ADDITIONAL JOB REQUIREMENTS:

• Clearance of background check.

• Become a registered member of GSUSA and GSCCS.

• Access to reliable transportation.

SELECTIVE ABILITIES & PHYSICAL DEMANDS:

The incumbent must be able to perform the following qualifications in order to be offered and/or maintain employment in this position.

• Physical ability to frequently stop, kneel, bend, crouch, and reach overhead.

• Use of light force to lift, carry, push, pull or move objects up to 20 pounds, frequent weekends and evenings/nights.

• This position requires the ability to remain stationary and to use computer monitor, keyboard and mouse for extended periods of time.

• Willingness and ability to work flexible schedule

• Frequent weekends and evenings

• Must be able to speak and communicate clearly, such as in public speaking engagements.

• Other demands, as determined by council.

WORK ENVIRONMENT:

The employee will work in an office environment and in close quarters with other staff and clients. The noise level in the work environment varies from moderate to loud; hectic situations can occur characteristic to working with infants, toddlers and parents in need. Exposure to odors such and scents are common. Occasional exposure to adverse environmental conditions may occur.