Inside Sales Manager

Description

Role: Inside Sales Leader

Reporting to: VP of Sales, Anthony Nicosia

Location: Kansas City, MO

Headquartered in Kansas City and founded in 2019 by industry veterans Collin Hathaway (Chairman) and Trevor Flannigan (CEO), Flint Group is a leading platform providing high-quality HVAC, plumbing and electrical (“HVAC+”) services to residential customers. Today, Flint is comprised of 19 longstanding market-leading brands across 15 states in the U.S., Including Seattle, Portland, Phoenix, Houston, Boston, Denver, Philadelphia, St. Louis, Detroit, Atlanta, Durham, Mount Holly, and Kansas City. The Company will continue to acquire and grow best-in-class local HVAC+ brands.

The HVAC+ residential services industry is estimated to be ~$150B+ growing at a ~5% CAGR. The sector is largely non-discretionary due to the mission-critical nature of HVAC and plumbing systems. The HVAC+ market is highly fragmented with 70%+ of the market being served by independent contractors and mom & pop providers.

Flint has a proven track record of driving topline and earnings growth post-acquisition at the local level through: (i) investing in the local leadership team, facility and technology, (ii) optimizing business mix (e.g., adding service lines) and improving lead flow, (iii) leveraging economies of scale (e.g., OEM agreements, group purchasing), (iv) sharing best practices to improve performance, and (v) leveraging technology and analytics to measure KPIs, drive insights and increase accountability.

Roles & Responsibilities

Reporting directly to the VP of Sales, the Inside Sales Leader will implement Flint Group’s management approach across the Company’s eastern portfolio brands by partnering with local leadership teams to drive value creation initiatives. The Director of Inside Sales will be responsible for leveraging strong leadership skills where intelligence, influence, people leadership, and cost consciousness are critical. Specific responsibilities include the following:

• Flint Playbook / Management Approach. Coach and mentor General Managers, Sales Managers and Inside Sales team members to create value through the adoption of Flint’s playbook. 
• Become a subject matter expert on the Flint playbook to drive change at each location by deploying the overall philosophy. 
• Expand the Flint Playbook to create increased value and impact across all brands. Lead the onboarding and integration of newly acquired businesses into Flint’s operating model while preserving local brand identity, customer relationships, and team retention.
• Partner with the Flint team to design and institutionalize the Flint Business System.
• Value Creation & Drive Growth. Partner with General Managers to drive revenue growth and margin expansion at Flint brands. Evaluate opportunities to leverage Flint’s scale to optimize purchasing across all brands. 
• Lead onboarding for new brands to implement systems and processes to achieve sustainable growth faster than previous acquisitions.
• Training and Best Practice Sharing. Create a system to share and implement best practices across Flint brands to achieve value creation at an accelerated rate. Evaluate and improve training experiences for field employees and office employees. Strengthen the operating capability of technicians, field leadership, call center, and support teams across our national footprint.

Qualifications & Experience

• The ideal candidate will be a hands-on, take-charge operator with excellent judgment, strong communication skills, and a track record of driving measurable results across decentralized, high-growth operating environments. More specifically, the new Inside Sales Leader will require the following qualifications and experience:
• Leadership Experience. Proven success leading in a small to medium-sized business environment with rapid growth. Demonstrated ability to coach others, drive performance through local leaders, build scalable training and accountabilities systems, and develop high-performing teams across decentralized operations.
• Functional Expertise. Exceptional skills managing all facets of a business, its employees, controlling spend, and increasing profitability. Track record of integration, KPI rollout, operating playbook deployment, margin improvement, labor productivity improvement, turnaround work, or transformation across multiple sites.
• The successful candidate may come from a variety of backgrounds including: a consulting-to-operator path, military or similarly high-accountability operational leadership, PE-backed multi- site services experience, or integration and transformation operating experience. Regardless of path, the candidate must be a leader with clear ownership of execution and measurable results in a growth-oriented organization.
• Customer-Oriented Experience. Experienced in a customer-oriented environment; skilled at understanding the customer base, market, challenges and solutions, and building, growing, and maintaining strong customer relationships.
• Private Equity / Multi-Site Experience. Comfort operating in a private equity-backed environment, working to an investment thesis with clear performance targets, disciplined reporting, and a fast value-creation timetable.
• Experience running or supporting decentralized branch or service operations in a fast-growth environment is highly relevant.
• Travel. Willingness to travel regularly across markets and be present in the field with local teams.

Leadership & Management Behavioral Competencies

The new Inside Sales Leader will be a dynamic, high-accountability leader with a passion for helping local operators improve performance while maintaining impeccable integrity. They will be a hands-on leader capable of mentoring field and functional leaders, deploying consistent operating discipline, and building credibility across a decentralized platform. Specific leadership and management behavioral competencies include the following:

•  Leadership Style. Collaborative, hands-on, and credible with local operators. Able to build trust quickly, work effectively across acquired brands and shared services, and introduce new practices without disrupting the local culture and customer relationships that made each brand successful.
• Structured Problem Solving & Operating Execution. Practical, metrics-driven operator who combines consulting-quality problem structuring with real operating execution. This person needs to be able to take an ambiguous operating issue, break it down quickly, diagnose root cause, identify the highest-impact levers, and communicate the answer clearly. They should be cost conscious and commercially grounded, with the ability to translate analysis into field-level action and drive owners, dates, and measurable progress across brands, with a disciplined focus on revenue growth, labor efficiency, purchasing discipline, customer experience, and margin improvement.
• Excellent Communication Skills. Excellent oral and written communication skills; the ideal candidate will possess the ability to present ideas in a clear, concise, and compelling fashion to the Vice President of Sales, Flint leadership, local operators, Board members, and investors, with exceptional command of facts and emotional IQ. Outstanding ability to influence and establish trust and confidence of leadership and staff at all levels.
• Change Leadership. Ability to lead change through influence, trust, and operating credibility. You must be able to deploy the Flint Playbook, standardize management practices, and drive integration across acquired businesses while respecting the local culture, legacy, and leadership teams that made each brand successful.
• Ethics and Accountability. Lead by example with unquestionable ethics, sound judgment, honesty, and integrity. Represent Flint Group with professionalism and credibility, and operate as a self-starter who consistently looks for ways to improve performance and add value.