Global Account Director – 5G/Broadband

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The Client

A global industrial automation business who specializes in Mission Critical OT/IT environments. A long and successful history in providing assembled products to industrial ITC environments. This client had made several successful acquisitions to bolster their product portfolio as well as building Innovation and Engineering Centres as they move to a solution centric model. They now require the right team to position these solutions to high growth verticals. 


The Role

After a sustained period of growth our client invested significant amounts of money to ensure that their growth continued. They recognised that the global rollout of 5G technology represented a massive opportunity, as the infrastructure required aligned brilliantly with our client’s product portfolio.  

Having already invested significantly in building a first-class sales team, our client felt the need to look at external talent to bring strategic insight and guidance to this newly targeted vertical, in addition to the skills to execute and drive revenue growth with both new and existing customers.  

A director level position, it was evident that this needed to be an individual that could have short term impact, whilst also having the potential to grow and develop into senior leadership positions.  


The Solution

This position was the first external hire in a new “enhanced sales team” meaning it was critical that we worked closely with our client to product a go to market message and supporting collateral that would attract the very best talent. Following a thorough briefing meeting, we created assignment specifications and social media slide shares that were signed off by the client.

Following a thorough search, we identified a strong talent pool of candidates across the USA, all demonstrating the critical skills and experience it was made clear were required during our brief meeting. With the focus to the CPG vertical being new, and the lack of a thorough track record/story in this space, we worked closely with our client before approaching the candidate, ensuring that we had all the collateral and information needed to create a compelling story about the “opportunity” that this role presented. This included PowerPoint presentations and even a promotional video, highlighting the career prospects when working for our client.

As we always do, we engaged with our client in a very transparent manner. Bi-weekly update calls with our client ensured the search always remained on track and gave us the opportunity to re steer if needed. We made strong use of our candidate management portal to share all of our progress, allowing our client to understand the market, therefore making informed decisions as we progressed through the search process. 


The Result

We identified over 150 potential candidates, giving our client variety by high potential talent from several industries and also ensuring the talent pool offered a broad range of experience levels.

We targeted the talent pool with a very consistent yet personalised approach, meaning we could build a talent pool of both active candidates and also passive candidates that weren’t actively looking for a new opportunity.

Our thorough interview notes, coupled with the full transparency of market data allowed our client to make informed strategic decisions, and more importantly allowed our client to conclude a process that gave confidence in the ultimate hire they made. Of our talent pool of 150+, our client interviewed a shortlist of 6, moving three to final interview and offering 1 successful candidate.

The candidate made a brilliant start to his role, subsequently taking on a slightly broader responsibility. Now over 12 months in, he continues to add massive value and progress within our client’s organisation.

About the author
Doug Mackay
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Having started his career in Executive Search in 1998, Doug set up Collingwood in 2005 alongside his wife, Claire Mackay.

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Doug Mcckay

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