THE REASON FOR THE SEARCH

Clarion required a Regional Manager due to continued platform growth and new acquisitions increasing complexity across the West. The region includes two Utah sites (Triple-T) and two Colorado sites (Allen Services / Ft. Collins), with combined revenue of $45M+ and an explicit margin expansion target of 18% EBITDA. While the Utah operations are high-growth and team-oriented, they have “green” leadership and need structural support, operating cadence, and leadership development. Colorado is more established but has experienced leadership turbulence and requires consistent guidance and margin discipline.

The mandate was to appoint a leader who could professionalize org structure, coach seasoned GMs without creating friction, and deliver measurable EBITDA improvement across all four businesses—while traveling heavily and being hands-on in the field.

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THE PRIVATE EQUITY FIRM

LightBay Capital
LightBay invests in middle-market services businesses and drives growth through both organic initiatives and acquisitions. Their operating style emphasizes continuous improvement, entrepreneurial thinking, and autonomy for strong operators—creating an environment where a high-caliber Regional Manager can run the region with significant ownership while being supported by an experienced executive team.

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THE PORTFOLIO COMPANY

Clarion Home Services Group is a residential services platform delivering HVAC, plumbing, and electrical services across the Midwest and Central U.S. The Utah & Colorado region consists of:

• Utah (Triple-T – St. George + Spanish Fork): ~$10M revenue / ~$1M EBITDA

• Colorado (Allen Services – Denver + Ft. Collins): ~$35M revenue / ~$2.8M EBITDA

Service mix: HVAC (65%), Plumbing (25%), Electrical (10%), with a typical 70% residential / 30% commercial mix (Ft. Collins is 100% residential). Most sites were acquired in 2023, increasing integration and leadership demands.

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THE SEARCH REQUIREMENTS

• Multi-site leadership across HVAC / plumbing / electrical (required)

• P&L ownership at $45M+ regional scale

• EBITDA expansion experience with a clear path to 18% margin

• Strong people development: training, coaching, and top-grading leaders

• Experience implementing performance compensation and KPI discipline

• Entrepreneurial, sales-driven operator comfortable as a “road warrior”

• Ability to influence seasoned GMs and standardize execution across sites

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THOUGHTS ON THE CANDIDATE

Robert was the highest-confidence match for this region because he brings true regional operator horsepower, not just GM experience. He has already led at a scale far beyond this mandate while maintaining hands-on involvement in pricing, sales process, marketing efficiency, and OPEX discipline.

What stood out most:

• Scale fit: 29 sites / $400M+ P&L today—this region is well within his capability.

• Margin expansion: delivered EBITDA improvement 16% → 18% through disciplined cost controls, pricing systems, and improved conversion.

• Leader development: built the GM Leadership Lab to train and elevate inexperienced leaders—exactly what Utah needs.

• Commercial rigor: strong history improving closing rates, sales process, membership growth, and marketing ROI.

• M&A + integration: led ops on 5 acquisitions at Legacy and 10 acquisitions previously (CFO/COO), plus sell-side diligence for a 13x exit.

• Cultural alignment: left a more corporate environment to get closer to people and execution—this role gives him autonomy, ownership, and impact.

Mohammed Vali, Principal, Raw Selection