The Situation
A structural building products manufacturer had previously used a different retained headhunter, and the search had gone nowhere. They needed a Sales Manager to open an untouched UK region; selling into main contractors and civil engineers, who don’t buy from people they don't already trust.
The Consequences
The wider growth plan depended on this region delivering. There was a strong project pipeline to close immediately, and competition was stealing the march. They were already two months into the search.
The Challenge
The technical credibility needed to win over main contractors meant the natural talent pool was small; plus the search had to stay confidential, so the current suppliers in the region wouldn't get wind of the move before it went public.
The Approach
Sticking with targeting direct competitors restricted the talent pool considerably. Working with the major investor, I advised that we look at people from adjacent structural product backgrounds, who had built credibility with the same buyers. This shift multiplied the realistic candidate pool, without diluting the authority the client needed.
The Result
Two candidates joined the business rather than one. A confident, ready-now regional lead the original brief called for, plus a second hire with the potential to grow into a wider regional remit over time. Both came from the adjacent pool suggested.
Does this resonate?
If you require a longstanding specialist in building products, who will act as a genuine consultant, let’s talk. The candidates who make the grade are sometimes one step removed from where you're currently looking.
mgoldsmith@mgheadhunting.co.uk / 07570 740490
