2014 – 2019 · Executive Vice President, Sales Development
Churchill Living
From $75M to $250M — building the commercial backbone for national expansion.
Recruited as the most senior non-family executive, reporting directly to the CEO. Led national sales, marketing, business development, commercial strategy, and organizational growth initiatives for one of the nation's largest providers of furnished housing and corporate accommodations.
What the Organization Needed
- ✕Founder-led commercial culture
- ✕Fragmented sales and marketing functions
- ✕Compensation inefficiencies
- ✕Limited national market presence
What I Delivered
- ✓Unified commercial organization aligned around shared performance goals
- ✓Compensation redesign saving several million dollars annually
- ✓Accountability and leadership development infrastructure
- ✓National expansion across 8 major markets
- ✓Enterprise rebrand from Churchill Corporate Services to Churchill Living
Key Contributions
- •Helped scale organizational revenue from ~$75M to nearly $250M.
- •Directed a commercial organization of ~60 professionals, including 15 direct reports across sales, marketing, business development, and inside sales leadership.
- •Managed business development and commercial initiatives representing ~$15M in annual revenue responsibility.
- •Led national market expansion across Los Angeles, San Diego, San Francisco, Denver, Atlanta, Chicago, Pittsburgh, and Seattle.
- •Designed accountability systems, compensation structures, leadership development programs, and performance management frameworks.
- •Led the enterprise rebrand from Churchill Corporate Services to Churchill Living with distinct market-facing service brands.
- •Managed strategic client relationships representing ~15% of company revenue.
- •Served as Treasurer and Steering Committee Board Member for a major industry association for three years.
Outcomes
- →Reduced compensation inefficiencies by several million dollars annually while improving incentive alignment.
- →Built scalable commercial infrastructure supporting national expansion and long-term growth.
- →Professionalized fragmented sales and marketing into a unified commercial organization.