The Carlisle Group has been retained to search for a Chief Revenue Officer (CRO). Our client is America’s Most Admired Home Remodeling Brand®, operating in 41 markets across 24 states. The company was founded in 2006, employs 3,000+ employees, and is generating $1.2B+ in sales. They are the leading experts in residential bathroom remodeling, window, flooring, and door replacement, specializing in a fast, easy, and convenient home remodeling experience. This CRO role is the field operations leader for the company. The position will be responsible for 41 branches and 6 regions with over 2,000 employees. This position can work remotely, or relocation assistance will be provided to relocate to the Mechanicsburg, PA area. Travel time for the role will depend on where the CRO resides.
Organizational Position
The Chief Revenue Officer (CRO) is responsible for leading and scaling operations, including sales, installation, and branch operations. As a key member of the Executive Leadership Team, the CRO will champion the organization’s growth agenda by developing revenue strategies, strengthening operational excellence, and ensuring alignment across all support functions.
The CRO will provide strategic leadership, operational oversight, and talent development to ensure every region and branch consistently delivers exceptional performance and customer experience. This role is accountable for driving predictable, sustainable, and scalable revenue growth while preparing the organization for future expansion.
Essential Functions and Key Role Accountabilities
Strategic Leadership & Operational Planning
- Translate the company’s strategic vision into actionable, data-driven operational plans that accelerate revenue growth and strengthen operational excellence.
- Develop multi-year growth strategies, annual operating plans, and quarterly action cycles that ensure alignment across all divisions and functions.
- Anticipate future organizational needs based on market conditions, capacity trends, and customer insights; proactively adjust strategies to support scalable growth.
- Ensure Sales, Installation, Branch Operations, and support functions operate with strong alignment and shared accountability for enterprise goals.
- Build a culture of analytical rigor and evidence-based decision making across all operational teams.
- Use performance dashboards, KPIs, and predictive analytics to identify trends, drive optimization, and guide corrective actions at division, region, and branch levels.
- Evaluate market capacity, resource allocation, conversion rates, lead velocity, and productivity metrics to identify opportunities for top-line and bottom-line improvement.
- Ensure leaders understand, interpret, and act on performance data to drive consistent execution and continuous improvement.
P&L Ownership & Financial Stewardship
- Own the Operations P&L, partnering with RVPs and VPs to build financial discipline and ensure profitability targets are met or exceeded.
- Collaborate with FP&A to set quarterly, semi-annual, and annual revenue and operational targets; execute structured review cadences to ensure delivery.
- Identify performance risks early and deploy decisive action plans to safeguard revenue, margins, and operational stability.
Sales Leadership
- Oversee the strategic direction, performance management, and operating rhythm of the Sales organization across all divisions.
- Ensure the sales engine is optimized through disciplined execution, effective lead management, balanced capacity planning, and continuous improvement of the sales process.
- Build scalable sales methodologies and training programs that enhance conversion, elevate customer experience, and support rapid expansion.
- Use customer insights, market intelligence, and sales analytics to refine strategies and increase performance across all markets.
- Partner with Marketing and Technology to ensure Sales teams have the tools, data, and resources necessary for predictable revenue generation.
Installation Leadership
- Provide strategic and operational oversight of Installation Operations to ensure timely, high-quality, compliant installation of all products.
- Develop standardized installation processes, quality metrics, and productivity models that scale effectively as the business grows.
- Implement data-driven capacity planning across installers and crews to ensure staffing and resource alignment with revenue and demand forecasts.
- Lead continuous improvement initiatives that reduce reworks, elevate installation quality, and enhance customer satisfaction.
- Collaborate with the COO to implement standardized, compliant inventory management processes that support operational efficiency and reduce risk.
- Partner closely Risk and Compliance teams to refine safety procedures, permitting, and compliance standards.
Customer Experience Ownership
- Own the end-to-end customer journey—from sales interaction through installation completion—ensuring an industry-leading experience.
- Leverage customer data, satisfaction metrics, and operational feedback loops to identify friction points and implement system-wide improvements.
- Reinforce a customer-centric mindset across Sales, Installation, and Branch Operations, recognizing customer experience as a core driver of revenue and brand loyalty.
Leadership & Talent Development
- Serve as an inspirational executive leader who energizes teams, sets a clear vision, and fosters a culture of high performance and accountability.
- Build strong leadership capability across divisions by mentoring senior leaders, strengthening leadership pipelines, and driving succession readiness.
- Model Company core values, champion collaborative problem solving, and cultivate a culture where leaders take proactive ownership of results.
- Utilize organizational development programs to elevate talent, reinforce consistent leadership behaviors, and prepare teams for future growth.
Cross-Functional Partnership & Organizational Alignment
- Collaborate with Corporate support functions to ensure aligned execution of company-wide initiatives.
- Act as a unifying organizational leader who ensures strategy, communication, processes, and priorities remain aligned across all divisions and support functions.
- Promote operational consistency and process standardization to strengthen overall organizational efficiency and readiness for expansion.
What Success Looks Like
Success in this role requires full ownership for the performance and scalability of all field Operations. The CRO must empower senior leaders, remove barriers to success, and create an environment where teams can achieve ambitious targets.
- Key indicators of success include:
- Achieving or exceeding all operational revenue, profitability, and customer experience targets.
- Developing a strong leadership pipeline capable of supporting rapid expansion.
- Acting quickly and decisively to resolve issues, while proactively implementing action plans that prevent future problems.
- Strengthening alignment, standardization, and operational excellence across all branches.
- Demonstrating strategic readiness for organizational growth, including expanding into new markets.
Ultimately, the CRO’s success is measured by the performance of every branch within the Company and the organization’s ability to scale effectively and sustainably.
Minimum Role Requirements
- Bachelor’s degree required.
- 10+ years of experience leading a geographically diverse team (multi-unit) to hit metrics and KPIs.
- 10+ years of experience in B2C, customer-facing environments.
- 10+ years of experience in a leadership role managing other leaders in a multi-unit environment exceeding $750M+ in annual sales.
- 10+ years of P&L management experience.
- Relentless focus on customer service.
- Demonstrated ability to develop and scale sales processes capable of exceeding $1B+ in annual net sales.
- Ability to travel 50–75%, unless based at the Mechanicsburg, PA headquarters.
- Proficient in data-driven decision-making with the ability to interpret analytics to overcome obstacles.
- Expertise in CRM systems and customer service platforms.
- Ability to organize and analyze data to drive results through metrics and KPIs.
- Exceptional verbal and written communication skills.
- Must have a valid smart phone or smart device to log in to company required systems using two-factor authentication.
REASONABLE ACCOMMODATION FOR DISABILITY
Any applicant or employee who believes that a reasonable accommodation is required for purposes of federal or state disability law is required to inform the Talent Acquisition or Human Resources Department to begin the interactive exchange process.
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