As a leading global supplier of specialist raw materials to the rotational moulding sector, this organisation sought to strengthen its senior management team in recognition of opportunities for huge growth. The position of Sales Director would focus on the growth of the UK and European markets.
The role would hold full P&L responsibility, lead the sales strategy, and empower and develop the sales team. The individual would create new streams of revenue that would be unique to the continent, develop new geographical regions, and grow key accounts. They would thrive in an SME-sized business and require flexibility, self-motivation and a down to earth approach, coupled with good all round business knowledge to adapt the sales strategy to meet the company’s growth potential. The need to quickly earn the respect of the Board, the sales team and the company as a whole, would be imperative for them to be able to succeed within the company.
In return the ambitious business would offer the right individual a challenging and rewarding environment to succeed in. However, the real attraction was the potential to take on the larger role of Managing Director, should the successful candidate prove themselves initially in the role of Sales Director.
There were several factors that needed to be considered in selecting the most effective recruitment process: the importance of the position to the business; the requirement of a proven track record within an SME environment; the leadership and cultural qualities required in the candidate; and the future potential of the individual to become the Managing Director.
Berwick Partners provided a thorough process; encompassing a proactive search; a targeted online advertised selection; and networking our existing contacts within the plastic raw materials and wider ‘industrial manufacturing’ raw materials sectors. Through this multi-facetted approach we were able to identify a strong choice of shortlist candidates from a range of related sectors.
The successful candidate was appointed from a leading raw ingredients business, who previously had spent many years in a senior sales role within the polymers industry. The candidate brought first class experience of leading sales teams, developing new territories and the ‘down-to-earth’ approach that was needed to fit the culture of the business. These traits subsequently enabled the individual to thrive in this role and add demonstrable value from the start.