Talent Pipeline Partnership – Bathroom Products Distributor


Our client is a European, privately owned distributor of bathroom and sanitary ware products. They have recently acquired a UK business, with a strong brand, in order to penetrate and grow their market share in the UK; an area they felt had large growth potential.

Their customers include leading UK multiples, DIY retailers, builder merchants as well as a strong network in the specification market. Now with a strong foothold in the UK, our client was eager to build upon this by integrating the wider company product portfolio, ensuring revenue targets were met.

Another area identified for development was e-commerce, where they felt competitors had a stronger presence and solution. Improvements would be made through the development of their own trading websites and direct to the home delivery; ensuring web content, web marketing and e-commerce demands were met.

The European executive team spend three days a week in the UK and with a new UK Managing Director on board, a new strategy was starting to evolve. However, in order to achieve this, they needed to move their commercial team away from a ‘brochure selling’ and drive the culture towards solution selling and strong relationship building. A talent pipeline needed to be identified.


Collingwood firstly carried out an assessment of the client's commercial specification team, conducting behavioural profiling and emotional intelligence testing to identify the strengths, weaknesses, gaps and areas that needed to be addressed before setting out a ‘talent pipeline strategy’ for future growth and development.

Collingwood worked closely with our client to both understand the business and the individuals they needed to employ, fully understanding their cultural fit. We then created exciting literature, case studies and success stories that would provide tangible evidence to potential candidates for the exciting projects they would be a part of. We delivered a targeted headhunt project focused on researching our clients ‘dream’ target list of companies, identifying high calibre individuals in the ‘hidden job market’ before enticing them to a face to face conversation.


Collingwood has identified and recruited a number of key commercial candidates, including a Head of E-commerce, Head of Sales and Senior National Account Manager to name a few. As a result, our client has now started to grow and develop their market share, helping them to achieve their objective of becoming a leading bathroom and sanitary ware supplier. 

The key to our success was understanding the client’s needs both now and in the future in order to determine the necessary skills and competencies required by candidates. These attributes were then identified and matched whilst carrying out our search activities.

Our process does not only provide value in the appointments we make but our client also benefited from market intelligence and key information about each of their competitors.