SHANE MADISON, MBA

Sales & Operations Executive | Multi-Branch Distribution & Contractor Channels

$85M+ Platforms | 90+ Employees | Private Equity | Proven Growth Driver

(813) 955-7445 | shaneemadison@gmail.com | Tampa Bay, FL | Open to Relocation | linkedin.com/in/shane-madison

PROFESSIONAL SUMMARY

Sales and operations executive with 20+ years of P&L leadership across multi-branch distribution, contractor-facing service platforms, construction, and PE-backed businesses. A proven integrator who takes a vision and delivers results through organizational clarity, accountability, team motivation, cadence and execution. Known for turning underperforming business units into profitable growth engines.

CORE COMPETENCIES

• Revenue Growth & Gross Margin Leadership •. Pricing Governance & Discount Control

• Branch Sales Management & Pipeline Cadence • E-Commerce Growth & Digital Adoption

• Channel Development & Contractor Distribution • Manufacturer Partnerships & Rebate Strategy

• Sales Compensation Design & Incentive Alignment • Inside / Outside Sales Team Leadership

• Key Account Development & Share-of-Wallet Growth • Forecasting, Budgeting & P&L Oversight

• KPI Visibility & Branch Accountability • Working Capital & Inventory Discipline

PROFESSIONAL EXPERIENCE

Graham Heating & Air Conditioning, Tampa, FL | Vice President 2024 – 2026

Hired to prepare a seven-location HVAC contractor for private equity sale. Led operational standardization, SOP development, and branch-level performance improvement. Transaction closed at 11x within 12 months. Retained post-close to direct PE integration, systems transition, Service-Titan integration, and daily operating performance across 90 employees.

– Drove booked appointments from 1,250 to 1,600+ per month within 6 months — a 28% increase — leveraging a 22-person call center, structured lead conversion programs and branch-level sales accountability.

– Delivered 30% monthly EBITDA improvement through technician development, pricing controls, estimating discipline, and gross margin discipline across all locations.

– Directed Service Titan implementation and full transition from founder-led operating practices to a scalable PE-ready infrastructure.

– Built marketing execution programs supporting lead generation, field visibility, and customer referrals that contributed directly to top-line growth.

Johnstone Supply, Tampa, FL | Regional Manager 2020 – 2024

Hired to lead an under-performing, multi-branch HVAC distributor serving contractor customers; 5 branches; full regional P&L including revenue, gross margin, and pricing.

– Scaled regional revenue from $40M to $85M, delivering 20%+ CAGR over four years through adding a talented team of managers and salespeople, creating a vision, getting everyone pointed in the same direction and executing the plan.

– Grew e-commerce channel from $8M to $30M by restructuring contractor rebate programs and realigning account manager incentives to drive digital adoption.

– Drove contractor share-of-wallet growth through disciplined sales review cadence, manufacturer alignment, and drove inside/outside sales execution.

– Owned regional gross margin, pricing governance, and supplier programs while maintaining working capital and inventory discipline across all branches.

Crescent Electric Supply, Des Moines, IA | Regional Manager 2018 – 2020

Hired to turn around a historically underperforming multi-branch electrical distributor; 7 branches; serving residential and commercial contractors; full regional revenue and margin accountability.

– Delivered 18% CAGR and advanced the region from low tier performer to #2 nationally in year-over-year growth within two years.

– Led region-wide sales execution across contractor segments — combining account manager and branch accountability, pricing discipline, and inventory alignment to drive profitable growth.

– Improved pipeline visibility and sales leadership accountability through weekly operating and sales reviews across all branches.

Seneca Fluid Technologies, Des Moines, IA | President 2012 – 2018

Hired to lead this $25M industrial paint finishing and hydraulic distributor and engineered systems integrator; 2 branches; Parker and Graco distributor serving Fortune 500 manufacturing and process customers; full P&L and commercial direction.

– Accelerated revenue 32% and doubled EBITDA through team alignment, pricing discipline, supplier cohesiveness, and tighter execution across a complex industrial B2B customer base.

– Led turnaround — rebuilt commercial structure, pricing governance, and account coverage to restore profitability and growth trajectory.

– Directed manufacturer partnerships, technical sales, and engineered systems execution — building a profitable company in a competitive industrial B2B market.

Pinnacle Construction Group, Des Moines, IA | President 2005 – 2012

Founder of this commercial, residential, and multifamily construction platform; grown from startup to $50M+ in annual revenue across multiple project types and markets.

– Built entire financial and operational infrastructure to position the company to successfully deliver multi-million dollar design/build projects.

– Successfully branded and marketed the company to position it as an established and competent entity that could be trusted to deliver large construction projects.

– Provided best-in-class benefits from day one through the creative use of an outside PEO which positioned the company to acquire top project management and engineering talent in the marketplace.

– Delivered notable projects including the $3M John and Mary Pappajohn Sculpture Park, a $20M condominium development, a $6M multi-brand auto dealership, and many other notable projects throughout Iowa.

EARLIER EXECUTIVE LEADERSHIP

Septagon Construction Company, Inc., Des Moines, IA | President – Iowa — Advanced from salesperson to GM to President; helped grow the company to $60M+ in annual revenue; personally sold more than $100M+ in K-12 work, and a $15M 405,000 SF John Deere distribution center.

Russell Construction Company, Inc., Des Moines, IA | Vice President — Rebuilt market credibility in the Des Moines office; contributed to winning major retail, education, and institutional projects including ranging from large scale shopping malls, multi-story office buildings and K12 projects.

EDUCATION

MBA Colorado State University

BA Webster University

AAS, Architectural Construction & Engineering Western Iowa Tech Community College

SYSTEMS & TECHNOLOGY

Field & Operations: ServiceTitan, Housecall Pro, Fleetio ERP & Financial: Sage, QuickBooks, Eclipse Estimating: Sage Productivity: Microsoft 365, Google Workspace, Teams, SharePoint Sales: Salesforce AI: Completed multiple AI courses for integrating AI into business to improve speed and productivity my