I build sales organizations that run on process instead of personalities.
Eleven years, one company. One office and two reps to nine offices and 27 reps. The work is always the same three things.
What the job actually is
Recruit and staff the field
Sourcing, ad spend, interview process, scorecard, onboarding. Cost per hire and cost per rep still standing at ninety days become managed numbers instead of afterthoughts.
Build the machine
A documented sales process, a training curriculum, call scoring, and a manager bench promoted out of the rep seat. Six incentive comp plans written from scratch across five departments.
Run it on the numbers
Daily forecast, weekly reconciliation, one page to the owner every morning for six years without missing one. Variance comes down and the forecast starts holding.
Three ways in
Before the field
Took the brand from unknown to full distribution across foodservice, mass retail and the venue channel. Created the Coke Zero 400 at Daytona.
A $26MM territory across 31 Home Depot stores, grown 20 percent. Later launched a brand concept-to-retail to a record $100MM top line.
Chief revenue officer. Built the licensing business from nothing, including four weeks on the ground opening Mumbai.