Case studies
Recruiting a
Managing Director
Client: A subsidiary of a significant company specialising in multi-site, large SKU, B2B products, distribution, and customer service
Location: South East
Client
The client is a highly successful business in the retail supplies and packaging industry. It operates from a head office in London and a warehouse facility in Crawley, delivering excellence to over 9,000 customers, though both a web portal for e commerce and a Key Account Management team for larger clients. The parent company is a renowned group with a turnover of c£270m who supply a broad range of business products to a diverse mix of corporate clients in a highly competitive marketplace.
Challenge
To recruit a high-calibre Managing Director to steer the company through a dynamic period of growth. A leader who can drive operational excellence, ensure sustained profitability, and identify new market opportunities. With a highly experienced and capable team already in place, the ideal candidate should possess significant P&L expertise and the leadership presence necessary to guide the team and propel the company towards its future goals.
Objectives
Our primary objectives were to identify a candidate of exceptional capability with proven leadership qualities, who would report directly to the Group CEO. The ideal candidate needed to have a background characterised by B2B operations, managing large SKU inventories, multi-site management, and a strong sales orientation within a logistics-driven, price-competitive environment. Delivering world-class customer service and possessing financial acumen, along with the ability to develop and maintain key supplier relationships, were of paramount importance.
As the group planned further acquisitions in the packaging sector, the candidate was expected to take on the responsibility of running these acquired businesses. Therefore, multi-site management experience and the ability to identify and implement synergies were crucial.
While specific experience in the paper, packaging, or printing industries would have been advantageous, it was not mandatory. Candidates with a background in sectors of similar scale and complexity—such as FMCG, manufacturing, distribution, electrical components, energy, or construction—were highly desirable. Experience in managing sales through both e-commerce platforms and Key Account Management was also considered beneficial. The successful candidate needed to demonstrate a proven track record of managing operational demands, overcoming challenges, and capitalising on opportunities within these industries. The ability to draw insights from various sectors to navigate the complexities of the paper and packaging industry effectively was essential. Adaptability, strategic vision, and a diverse experience base were the key attributes sought in the prospective Managing Director.
Process
Client consultation
We engaged in comprehensive discussions with our client’s leadership team to gain a thorough understanding of the organisation's structure, culture, values, and strategic objectives. During these consultations, we identified the key competencies, skills, and attributes necessary for the Managing Director role, particularly in light of the organisation's goals for growth and market expansion.
Assignment preparation
We developed a detailed Assignment Brief that provided an overview of the organisation's background, its operations within the packaging sector, and the specific responsibilities associated with the Managing Director position. This brief also included a candidate profile, outlining the required experience, qualifications, and leadership qualities, as well as a summary of the anticipated benefits package. This document served as the foundation for the recruitment process and was used to brief candidates during interviews.
Candidate sourcing
We built a customised outreach strategy to identify and engage potential candidates. This strategy included a mix of executive search, industry referrals, and targeted advertising, all designed to attract high-calibre talent suited to the demands of the Managing Director role.
Screening and assessment
Candidates were rigorously evaluated based on their experience, leadership capabilities, strategic vision, and alignment with the organisation’s values and goals. We conducted in-depth interviews, reference checks, and had shortlisted candidates complete our unique Self-Awareness Questionnaire to ensure a thorough assessment.
Client interviews
We facilitated interviews between the shortlisted candidates and the client’s leadership team, focusing on evaluating cultural fit, leadership style, and strategic alignment with the organisation's long-term objectives. We provided detailed insights into each candidate’s suitability for the Managing Director role.
Final Selection and onboarding
We supported the final selection process by assisting with salary negotiations and securing the preferred candidate. Additionally, we provided onboarding support to ensure a smooth transition into the role, managing all candidate communication and interview logistics throughout the process.
Outcome
From over six hundred candidates, interested in the opportunity, the executive search process culminated in the presentation of a shortlist of eight 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 business leader, please contact our Managing Director, Oliver Adderley at oja@adderleys.com or call 0203 432 0690.