EMEA Aftermarket Sales Manager - In Cabin Electronics
Our client is a rapidly growing innovator of electronics for commercial passenger aircraft. The business was established around 20 years ago and has found itself a niche within in-cabin safety electronic product, for which it has become a leading player in its sector, providing both OEM for the likes of Boeing and Embraer. Privately owned, the business genuinely cares about its employees and is fully engaged with them. The owners are focused on increasing profits, as this allows them to invest more in their employees, innovation programmes and in its customer service offering. The business has a number of offices in the UK and USA.
Collingwood’s partnership with this client started in 2011 with the recruitment of a new Chief Executive Officer to replace one that was retiring after 10 years’ service. This was shortly followed by the recruitment of the company’s first Marketing Manager and then by a General Manager.
THE BUSINESS CHALLENGE
The new senior team had identified an opportunity within their business in the aftermarket, namely global airlines and MROs.
Our brief was to recruit a commercially minded Sales Manager from a background in an aerospace products distribution business, experienced in selling into this target industry. The products our client produces are high volume and sold both through long and short term agreements. We were looking for someone that not only knows their sector, but had the energy and drive to sell at a fast pace in an ever changing and competitive environment. Collingwood understand the organisation and the type of individuals that will 'fit' with future direction of their business
Although given a challenging timescale, we mapped out the market place looking specifically at aerospace distributors in EMEA. We targeted sales people who had a proven track record of selling ‘nose to tail’ products to the aftermarket. We assessed candidates on their knowledge of the marketplace and their relationships and successes with particularly Airlines and MROs. It was important that we found people that were passionate and hungry about selling and building relationships in the industry and used to a more ‘fast paced’ sell. In total we targeted over 130 prospective candidates, many of which we discovered to be more ‘longer burn’ sell and more accustomed to working with OEM customers. We interviewed 8 candidates and selected 4 for our client to meet.
All 4 candidates had a different backgrounds, but shared a common theme that they would be able to assimilate into the unique organisational culture of our client and be successful in their future strategy
The candidates were all selected to go forward on to the client’s selection process.
One of our candidates was appointed quickly. They came from a background with an international distribution company with a deep knowledge of the aerospace aftermarket, they fitted the profile of being able to deliver the commercial objectives of the role and now have an exciting future within the sales structure.