Sales Director – Heavyside Building Products

THE CLIENT

Part of a successful and industry recognised group in the building materials sector, this division is an independent and entrepreneurial business. It has positioned itself for further expansion, growth and investment within their various UK business channels comprising merchants, buying groups and retail.

THE BUSINESS CHALLENGE

Meeting with the Managing Director, it was clear both he and the owners recognised trade sales as the major growth opportunity for the business. Although established within this revenue stream, the sales team report directly to him, with his time split operationally and commercially.   The focus was to create an extra tier to their senior management structure, with responsibility for creating and implement strategic, channel and customer focused business plans, delivering revenue, margin and growth goals.

THE ROLE

To add this layer of management, it was imperative the individual came in with immediate gravitas in the market, from a recognised leader in the industry. Within this side of the business, there were a large number of long-serving employees whom the MD did not wish to lose. This resulted in a delicate search, with suitors having to justify the owner and MD’s decision to recruit. This person would come in to lead negotiation at national directorship level and so would have to demonstrate a strong history of the market.

THE SOLUTION

From the meeting, Collingwood was able to give insight into the current market conditions, salary ranges and areas to focus on. The MD highlighted that the company was open to target candidates coming from outside their specific sub-sector within building products. As a result, Collingwood was able to open out product sectors to include, drainage, bathrooms, insulation, flooring, roofing systems, timber and lintels. Through research Collingwood wwasable to draw up a target list of companies, highlighting those who have a reputation for recruiting high calibre individuals.

Working to a confidential and sensitive brief a 136 companies were targeted, with all Sales Directors approached over the phone initially. 10 Candidates were interviewed and 6 were presented and recommended to the client, the MD agreed to meet all. The 6 provided a very different overview of the market, with varied salary expectations and a varying degree of strategic responsibility.  The only constant was their exposure to national directorship level contacts within trade accounts. 3 were progressed to second and final stage meetings, with Collingwood managing the process through offer stage, noticed period and start.

THE RESULT

The candidate offered came from a European leader within an allied industry. Through Collingwood candidate research we were able to demonstrate what the market commanded in terms of salary and managed the salary negotiations with our client confident that their investment would deliver substantial return.

In addition to successfully filling this role, the MD has further highlighted four candidates he wishes for Collingwood to keep in close contact with as they continue to grow in other channels.