Eleven years at one company.

• Revenue Core™: the operating system for home services companies at $2M to $20M. Installing it now at two companies: in-home sales process, rep recruiting and training, pricing and sales economics.
• Installing the systems I ran over my career: sales process, AI call scoring and data analytics, recruiting systems, margin and P&L improvements, daily and monthly scoreboards, lead-to-sale economics.

Founder-owned. In-home, one-call-close roofing and exteriors across the Southeast and Mid-Atlantic. Company name withheld.

• Ran all of sales across nine markets, reporting to the founder: recruited, hired, trained and managed every in-home rep, in an organization of about 50 across sales, recruiting, confirmations and training.
• Grew the in-home team from 9 to about 30 active reps and from 3 markets to 9 between 2021 and 2026, tripling demos run and more than doubling sales. Average monthly net sales more than doubled from 2022 to 2026.
• Average contract value up 58 percent, price per square up 25 percent and job margin up 12 points, with cancel rate held steady.
• Process adherence from 60-70 percent to above 90 through mandatory call recording, required submission of every no-sale, and AI scoring of every call against rubrics I wrote.
• Most of the company's department heads came up as reps I hired and trained, now 2 to 9 years in their seats: field marketing, operations, recruiting, confirmations, sales training and every sales manager.
• Built the recruiting engine: 14,000 applications a month at peak, 100-person group interviews twice a day, and about 200 people a month into training, on a $900K annual Indeed budget managed to cost per 90-day survivor.
• New reps average a first sale within three leads out of training: a 20-step in-home process, a 10-day senior boot camp, and train-the-trainer so managers run new classes.
• Led the sales side of a 14-month channel shift from almost all door-to-door to an even split of canvass and purchased leads: strategy, scripts, process and sales economics.
• Helped set the expansion rules. No new office opened until the existing ones held steady volume and net.

Hired off a business plan written on spec in the fall of 2008, for a business that did not exist yet.

• Documented the teaching method of the coach who taught Michael Phelps to swim into a sequenced curriculum an instructor who had never met her could run. Piloted it at Meadowbrook Aquatic and Fitness Center in Baltimore, where over a thousand children went through it.
• Turned a $50K initial investment into $2MM+ in gross revenue inside twelve months, at 22 percent operating cash flow.
• Scaled the network to 146 licensed locations across 26 states and 34 countries on six continents, closing agreements with Special Olympics International, Boys & Girls Clubs of America, LA Fitness and Merritt Athletic Clubs.
• Responsible for the $2.5MM P&L of Meadowbrook Aquatic and Fitness Center the whole time, the membership swim and fitness club owned by Michael Phelps and Bob Bowman: revenue, payroll, operating costs and the cash that went back to the owners. Took operating margin from 1 to 11.5 percent. Moved members to monthly recurring billing, scaling year-round membership eightfold and membership sales 22 percent, while cutting payroll 15 percent by eliminating overlapping roles.
• Wrote the original I.M. program curriculum for the Michael Phelps Foundation and installed it chapter by chapter. The program still runs today.
• Opened the first company-owned school at OA Sports Center in Saco, Maine, built around a Master Spas swim spa, and opened Mumbai in 2013 after four weeks on the ground.

Full case study

• Co-managed the fastest-growing beverage in the United States, a 100 million case and $300M+ business, with volume up more than 30 percent in each of two consecutive years.
• Set strategy for and led a $20MM NASCAR property activation. Created the Coke Zero 400 at Daytona and launched the first Coke Zero Super Bowl spot. Effie Award, 2009.
• Ran a $1MM event sampling program that delivered 10 million samples nationally.

• Grew a $26MM territory across 31 Home Depot stores in three states by 20 percent, selling through national retail accounts including Home Depot and Lowe's. Sales Excellence Award, 2004.
• Marketed portfolios over $60MM each and launched a brand concept-to-retail that hit a record $100MM top line, securing end-cap real estate for twelve months.
• Launched ecommerce for Walmart.com and Amazon.com, taking dot-com revenue up tenfold.

• Highest honors. 4.0.