Case studies
Recruiting a
Head of Sales UK & Europe
Client: Innovative & growing manufacturer of site safety products
Location: Oxfordshire
Client
The client is a leading manufacturer of an innovative range of site safety solutions, utilising expertise in plastic moulding technologies across composites, injection, and compression moulding processes. With over 30 years of trading history, widely recognised for leadership in the use of recycled plastics, design, product development, and innovation, and serving sectors such as highways, construction, utilities, and events where on-site safety and security are key requirements. It serves the UK and European markets and has significant growth plans.
Challenge
To recruit a dynamic Head of Sales for UK & Europe to drive the company’s commercial success in these key markets. Reporting to the Managing Director, the ideal candidate will lead, coach, and develop a high-performing sales team. With a focus on sales forecasting, price/mix management, and demand planning, this role also involves overseeing new product introductions and crafting comprehensive sales and distribution strategies. The successful candidate will manage critical commercial processes and provide strategic recommendations to enhance customer service and implement new system initiatives, ensuring the company’s continued growth and market leadership.
Objectives
Our primary objective was to identify a candidate with a robust commercial background, possessing at least ten years of relevant Sales and Marketing Management experience. The ideal candidate needed to demonstrate a proven track record of building, managing, and developing high-performing sales teams. Key attributes included a high degree of commercial acumen, strong analytical capabilities, and exceptional negotiation and decision-making skills. Fluency in French was a mandatory requirement, with elementary German considered an advantage. The objective was to find a candidate who could bring strategic vision and leadership to drive the company’s continued growth and success.
Process
Client consultation
We engaged in extensive discussions with our client’s leadership team to gain a deep understanding of the organisation's structure, culture, values, and strategic objectives. Through these consultations, we identified the key competencies, skills, and attributes essential for the Head of Sales role, particularly in light of the organisation's goals for market penetration and revenue growth in the UK and Europe.
Assignment preparation
We developed a comprehensive Assignment Brief that outlined the organisation's background, its operational landscape within its industry, and the specific responsibilities associated with the Head of Sales position. This brief also included a detailed candidate profile, highlighting the required experience, qualifications, and sales leadership qualities. Additionally, the brief summarized the anticipated benefits package. This document served as the cornerstone of the recruitment process and was used to inform and engage potential candidates during the interview stage.
Candidate sourcing
We built a tailored outreach strategy to identify and engage top-tier candidates. This strategy encompassed executive search, industry networking, and targeted advertising efforts, all designed to attract high-calibre talent well-suited to the demands of the Head of Sales role.
Screening and assessment
Candidates were rigorously evaluated on their experience, sales leadership capabilities, strategic vision, and alignment with the organisation’s values and objectives. We conducted in-depth interviews, performed thorough reference checks, and had shortlisted candidates complete our proprietary Self-Awareness Questionnaire to ensure a robust assessment.
Client interviews
We facilitated interviews between the shortlisted candidates and the client’s leadership team, focusing on assessing cultural fit, leadership approach, and strategic alignment with the organisation's sales and market expansion objectives. We provided detailed insights into each candidate’s suitability for the Head of Sales role.
Final Selection and onboarding
We supported the final selection process by assisting with compensation negotiations and securing the preferred candidate. Additionally, we provided onboarding support to ensure a seamless transition into the role, managing all candidate communication and interview logistics throughout the process.
Outcome
The executive search process culminated in the presentation of a shortlist of nine highly qualified candidates to the client within three months of the project’s commencement. Following the first round of interviews, this list was further refined to the top four candidates. Ultimately, a standout candidate was selected and offered the position.
Contact
If you would like to discuss how we can help your business recruit a Head of Sales for the UK & Europe, please contact our Managing Director, Oliver Adderley at oja@adderleys.com or call 0203 432 0690.