Rockwell’s client is a service and sustainability led utility retailer which is challenging the market leaders with a fresh approach to delivering services to customers.
Whilst still operating in a regulated environment, the market has been opened up to further competition which has created the opportunity for the business to grow in a number of new directions.
A newly appointed Managing Director has spearheaded this innovative new way of working and has brought a new energy to the business which has empowering the senior management team to think differently.
The position is responsible for managing all the sales and business development activity for the business which includes account management as well as new customer acquisition. The position was also responsible for managing and developing the sales and business development team as well as setting and delivering the commercial strategy.Search Process
In line with their innovative way of thinking, the Managing Director wanted to attract a different type of sales and business development professional to this role. Therefore, we focused the research and networking on candidates with more traditional backgrounds in sales and business development alongside candidates who have Procurement backgrounds who have been responsible for making these sorts of buying decisions within their customers. The shortlist reflected this diverse range of candidates.Outcome
Following an in-depth interview and assessment process, they were delighted to appoint a candidate who had never held a formal commercial/sales role in the past. Their background was in procurement and sustainability but the insight and empathy that they were able to bring to the role and the wider business to influence the commercial decisions of their customers proved invaluable.