Major Account Director - National Retail Service Provider
Our client is an industry leading retail services provider in the UK who Collingwood are proud to have worked with and represented previously. Due to the importance of this role our client made the decision that an executive search approach was the best way to identify, engage and attract the best quality candidates. Having recently made successful placements on their behalf we were retained to recruit this new role, an exciting appointment for the business.
THE BUSINESS CHALLENGE
The Major Account Director role is a new position within the business. As part of their strategy, they are looking to adopt a B2B offering to accompany their very strong B2C background. Having recently secured a very impressive contract in this area they were looking for an experienced account management professional to manage this relationship.
The Major Account Director role is highly complex, requiring candidates to have proven account management experience as well as the ability to lead a successful team and strive for continuous growth of accounts. In addition to the appropriate skill set, the successful candidate would need to be able to forge strong relationships with Senior Managers in both our clients and the accounts business.
Having invested time with the Head of Human Resources and Operations Director Collingwood understood the organisation and culture of the team. An assignment specification for the role was produced, this included company information, job description, candidate profile and remuneration package details.
Using experience and knowledge of the industry, our consultant compiled and presented a list of target companies to the client. From this agreed list, key individuals were identified and approached confidentially to discuss the opportunity.
The detailed brief and strong requirements for the role allowed Collingwood to be very selective in our interview process. A candidate shortlist of 4 was presented to our client along with individual interview reports highlighting the key strengths and weaknesses of each candidate.
The supporting documentation identified motivation for wanting to work for our client and highlighted synergies between our clients and candidates values.
The Head of Human Resources and Operations Director met with all 4 candidates. A full, in-depth interview using the behavioural assessment that Collingwood provides for support was carried out on the 4 candidates.
Feedback from the interviews was very positive, our client took 2 of the 4 candidates to a second stage, spending a day with the Operations Director visiting sites and meeting team members.
The chosen candidate was presented to the Managing Director of the company and following a very positive meeting, the candidate was offered the position. As with all of our assignments, Collingwood managed the contract negotiations to the desired outcome for all parties.