Case Study: Successfully filling a hard-to-fill role – Commercial Director Role in Manufacturing
In the competitive world of manufacturing, finding the right leadership talent is crucial. This case study highlights how Morgan Philips Executive Search successfully conducted an executive search to fill a critical Commercial Director role for a mid-sized manufacturing company in Central Scotland. The role required a commercially astute leader with a strong FMCG sales background and the ability to manage and inspire a broad technical sales team.
The challenge
Our client, a mid-sized manufacturing company with a presence across the UK, Europe, and the Far East, faced a significant challenge. They needed to recruit a Commercial Director with:
- Experience: A successful track record in leading a European Sales Team within the electronics or electrical industries
- Skills: Strategic thinking, with the ability to develop and implement effective sales strategies
- Languages: Fluency in both English and German
- Flexibility: Willingness to travel extensively, with flexibility on location
The main difficulty was that most suitable candidates were based in England and unwilling to relocate to Central Scotland.
Our approach
To address these challenges, we employed a targeted and strategic executive search approach:
- Stakeholder alignment: We began by holding detailed meetings with all relevant stakeholders to ensure everyone was aligned on the role requirements and expectations.
- Targeted search: Our search extended across the UK and Europe, identifying potential candidates who fit the specific criteria.
- Social Media sourcing: We leveraged advanced social media tools, supported by our Resourcing Department, to identify and engage with high-calibre candidates.
- Proactive targeting: We focused on identifying top performers who were not actively seeking new opportunities but were excelling in their current roles.
- Regular updates: Given the urgency of the role, we provided weekly updates to the client, ensuring transparency and maintaining momentum throughout the search.
The outcome
Our focused and strategic approach yielded excellent results:
- Shortlist: From a long list of potential candidates, we narrowed it down to a shortlist of 6 exceptional candidates.
- Successful offer: The preferred candidate accepted the offer and commenced the role within 4 months of starting the search.
- Immediate impact: The successful candidate quickly made their mark, expanding the sales team and implementing clear strategies and KPIs.
- Client satisfaction: Impressed by the quality of service and candidates, the client retained us for two additional executive roles.
Conclusion
This case study exemplifies the effectiveness of a targeted executive search strategy in filling critical leadership roles in the manufacturing sector. At Morgan Philips Executive Search, we understand the unique challenges of sourcing top-tier talent for specialised roles and are committed to delivering results that drive success.
If your business is facing similar challenges in finding the right leadership talent, we’re here to help. Contact us today to discuss how we can support your executive search needs.
Ready to find your next leadership talent? Get in touch with Bill Guthrie to learn how we can help.
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