Chief Revenue Officer

SUMMARY:

The Armstrong Company is seeking a Chief Revenue Officer to lead the stabilization rebuilding and long-term growth of our revenue engine across a complex multi-line service organization. This is a high-impact executive role for a proven revenue leader who can bring strategic clarity operating discipline and scalable commercial leadership to a business with meaningful opportunity for revenue transformation.

The first-year mandate is clear: stabilize performance close revenue leakage strengthen commercial discipline and rebuild a reliable operating years two and beyond the CRO will build on that foundation to accelerate profitable sustainable growth. We are looking for a leader who can unify our revenue strategy strengthen go-to-market execution and help build a more integrated commercial engine for the future.

ABOUT ARMSTRONG:

The Armstrong Company is a third-generation logistics business with approximately 34 owned locations 1400 employees and more than 5 million square feet of warehousing space. Our platform serves customers across multiple service lines including:

• Supply Chain Solutions (warehousing distribution transportation management and final mile)
• Commercial Moving (office facility laboratory furniture fixtures equipment installation)
• Residential Moving (local moves long distance moves global moves employee relocations)

Armstrong has grown through strong execution operational excellence and disciplined acquisition. Our revenue flows through a distributed network of owned locations and independent booking agencies. Success in this role requires driving change through influence partnership and accountabilitynot solely through direct authority.

THE OPPORTUNITY:

The CRO will lead the companys enterprise-wide revenue strategy across all major revenue streams. This executive will be responsible for creating a disciplined data-driven and scalable revenue organization that improves visibility strengthens execution and drives profitable growth. The CRO will establish and lead a revenue operations capability that provides the forecasting pipeline rigor CRM adoption analytics pricing governance and sales enablement needed to support the Companys turnaround and long-term growth objectives.

This role is well suited for a leader who understands how to stabilize and improve revenue performance in operationally complex businesses; navigate both direct-sales and partner-influenced go-to-market models; and lead meaningful change while building trust in a relationship-driven family-built organization.

The CRO will report to the CEO and have direct oversight of the national salesforce centralized account and customer management teams.

WHAT YOULL DO:

• Own enterprise-wide revenue strategy across Armstrongs business lines with an initial focus on stabilizing performance improving commercial discipline and building the foundation for profitable growth.
• Build and lead a Revenue Operations function that owns revenue operating cadence forecast accuracy pipeline hygiene CRM discipline reporting and performance visibility.
• Align sales business development pricing sales enablement and commercial execution around common goals metrics processes and accountability standards.
• Build a more unified and accountable go-to-market model across Armstrongs multi-market footprint owned locations and independent booking-agency network.
• Drive adoption and effective use of Armstrongs moving/van-line CRM and LeadingEdge lead platform ensuring data quality consistent processes and actionable reporting.
• Use close-rate benchmarking salesperson analytics pipeline data and market performance insights to identify leakage improve conversion and increase sales productivity.
• Establish and manage a disciplined forecast and pipeline-review process that improves visibility accuracy and decision-making across the revenue organization.
• Own lead economics and demand-generation performance including lead ROI cost-per-booked-move performance and demand-generation effectiveness.
• Strengthen pricing discipline and CPQ governance across multiple service lines.
• Design or improve sales enablement through incentive compensation redesign performance-management and accountability systems that reinforce desired behaviors and outcomes.
• Drive cross-selling opportunities across moving relocation warehousing distribution transportation management and final-mile offerings.
• Help expand Armstrongs presence in strategic growth areas especially supply chain and final mile.
• Partner with executive leadership to align revenue strategy with broader business priorities and clarify decision rights accountability and commercial operating expectations.
• Help shape the long-term commercial model as the business continues to evolve acquire and grow.

WHAT SUCCESS LOOKS LIKE:

During the first 12 months the CRO will be expected to establish a clear commercial baseline implement a disciplined revenue operating cadence and demonstrate measurable improvement in the core drivers of revenue performance. Specific first-year targets will be finalized with executive leadership and may include forecast accuracy close-rate improvement cross-sell attachment CRM adoption lead ROI and sales productivity.

• A stabilized and more predictable revenue engine with clear visibility into pipeline conversion pricing and performance.
• Greater forecast accuracy & stronger discipline in pipeline management CRM adoption and revenue reporting.
• Improved close rates lead conversion and sales productivity through data-driven coaching process improvement and accountability.
• Stronger lead economics and demand-generation effectiveness including improved consistency in cost-per-booked-move performance.
• Improved pricing discipline and CPQ governance across business lines.
• Increased cross-selling across the portfolio and better alignment among teams markets and revenue motions.
• A scalable Revenue Operations model that supports continued growth and acquisition integration.

WHAT WERESEEKING:

We are seeking a commercially sophisticated operationally grounded executive who combines strategic thinking with strong execution. This role requires a leader who can raise performance standards create data-driven discipline and drive meaningful change while working effectively in a relationship-driven family-built organization.

Required Experience:

• Experience in channel partner franchise dealer agency or similarly distributed go-to-market environments.
• Senior Revenue Operations or sales leadership experience in a complex multi-segment business.
• Demonstrated success stabilizing rebuilding or improving revenue before scaling growth.
• Experience in logistics supply chain transportation industrial services relocation or related business services.
• Track record of building rigor around forecasting pipeline management CRM ownership and adoption performance reporting compensation design and performance accountability.
• Strong BI and analytics fluency including the ability to interpret sales conversion pipeline and productivity data and translate insights into action.
• Experience leading or building a Revenue Operations function and establishing the systems processes and operating cadence that support revenue performance.
• Experience managing pricing and sales enablement in a multi-service-line environment.
• Experience with demand generation lead economics lead ROI and conversion performance.
• Ability to influence across a broad network of stakeholders while driving meaningful change.
• Strong analytical and operational mindset with comfort leading through metrics and data.

Preferred Experience:

• Supply chain 3PL warehousing transportation management or final-mile commercial leadership.
• Experience with moving/van-line CRM LeadingEdge lead platforms.
• Commercial integration experience in acquisitive or multi-entity environments.
• Experience leading multiple types of commercial teams including field inside and enterprise sales.

Leadership Style:

• High accountability and strong commercial and operational judgment.
• A disciplined metrics-oriented approach with the ability to turn data into clear priorities and decisive action.
• Confidence paired with humility curiosity and the ability to build trust across different teams.
• A change-agent mindset that respects and strengthens Armstrongs culture while maintaining the courage to challenge legacy practices raise standards and make needed improvements.
• Ability to lead through influence across a distributed network and create alignment without relying solely on direct authority.

WHY JOIN ARMSTRONG:

• Opportunity to lead the stabilization and long-term transformation of a national multi-line logistics platform.
• High autonomy and meaningful executive influence over strategy and revenue performance.
• A diverse and expanding business across logistics warehousing moving and final mile.
• A strong operational backbone with substantial runway for revenue transformation and growth.
• The opportunity to build a modern world-class revenue organization and Revenue Operations capability.

LOCATION & TRAVEL:

Memphis headquarters preferred though we will consider the right candidate in a hybrid arrangement given our multi-market footprint. The role requires regular travel to Armstrong locations key markets and agency partners; anticipated travel expectations will be discussed during the recruitment process

Required Experience:

Chief