Our client is an International Group with market leading innovative building products. Their five year plan involves increasing revenue streams by a further 40%, having just had their most successful year in 2014.
The Business Challenge
Historically Collingwood's client had relied on reacting to market conditions, through their network of Product Managers, led by the Marketing Director. With changing market conditions and the need to meet customer’s future demands for innovative products, the executive board concluded the Marketing division would benefit from the experience of this newly created role.
Reporting to the Marketing and Business Development Director, this person would be tasked with collaborating intelligence through directly approaching key stakeholders within the end user market, to include local authorities, social housing providers, schools, universities and commercial developers.
Having never had anyone in this position previously, Collingwood’s client required a hybrid individual who demonstrated the charisma to 'create noise' in the marketplace, gaining trust from senior figures; whilst having the ability to then take this intelligence and develop strategy / value proposition off the back of it. Having devised the strategy, this person would then be required to have the gravitas to influence internal stakeholders in their conclusions from senior Board members down. Such an all-rounder rarely exists, with this further compounded by the clients relatively remote location.
Upon agreed the brief and target industries Collingwood directly approached 69 manufacturers developing products for a B2B application.
Collingwood were able to advise the client that this hybrid combination of skills were not readily available at their chosen salary levels. Candidates fronting strategic market development were largely in marketing management roles, leading a team’s direction. By providing factual insight into the candidate market from the 69 people contacted, with examples of the calibre available, the client reformatted expectations and target market, to include B2C manufactures.
This led to over 150 companies being approached, to include highly relevant manufacturers throughout the southern half of the UK, and a more generic hunt within a 50 mile radius of their head office.
From these, six candidates were shortlisted for Collingwood to assess, with three put forward for interview. Upon holding a second meeting with the Managing Director, an offer was made with Collingwood managing the offer and resignation stage until commencement of employment.