Case Study 

Executive Search: Business Development Manager

What can you learn from this Architectural Lighting Recruitment case study?

You will learn how we conducted the search, identifying the ey stages throughout the search. Detailing how we helped one of our clients f ind that “needle in the hay stack” via our Specialist Executive Search team.

  • Researching the market extensively
  • Present the target list of companies
  • Identifying the specific skill set required
  • Targeting only those individuals who could make a difference
  • Presenting a shortlist of those identified for the role

The Client

An international leader within the Architectural Lighting industry and manufacturer that commands respect through its innovative products and delivery.

The Requirements 

To help our client re-establish a stranglehold on the London area, through continued growth of their sales team in the South East. Based in or around the outskirts of London the candidate would work from home tasked with developing new business within a defined market sector. The main focus of the role being the development of new clients whilst re-visiting dormant accounts to revive them. Our client was looking for an individual who was already well connected within the London area across a variety of clients including Consultants, Architects, Designers and End Users amongst others. However, above all the desire and aptitude to hunt for business was key.

The Solution

A specific team, who are specialists in headhunting within the Lighting industry to source a talented Business Development Manager with specialist experience in the Specification sales market who could not only develop and maintain business but also successfully manage client relationships in order to maximise profit.

The Candidate 

The ideal candidate for the role would be someone with a proven track record of developing new business within the lighting industry. They would need to have a good understanding of lighting coupled with a LIF certificate. An entrepreneurial spirit and a self-motivated attitude would be key with an unrivalled desire to win and develop business.

Using our contacts that have been developed over a 20-year period of working within the Lighting, Electrical and Controls market, we were able to identify candidates who had everything required. Offering our client a variety of talent from varying backgrounds – but all centred around a technical product and a proven track record of success in sales.

Our Approach

Knowing your client. With the lighting market being very niche and the desire to increase their market share, it meant that we had to purely focus on candidates who portrayed the key personality traits identified by our client, in an ideal world these candidates would also have a strong knowledge and contact base within the specification market, coupled with a technical knowledge of lighting products.

Identifying relevant candidates 

This stage of the headhunting process involves initially researching all the organisations that have a presence in the UK that supply Architectural Lighting and any associated products that might give that individual the correct application and market knowledge. Once this research has been undertaken a full list of the businesses we intended to approach was supplied to the client to review to remove any organisations they did not wish to recruit from.

Upon approval, we researched the organisations concerned using a variety of techniques centralising around our market knowledge to identify the individuals within those businesses that may possess the relevant competencies, market knowledge and contacts required.

We then contacted every single candidate identified via a direct approach promoting the opportunity to gain maximum interest. From those that expressed an interest, a long list was formed for us to do the initial screening of candidates that involved undertaking competency-based interviews to determine a short list of those that best matched the requirements of our client

The Client/Candidate Partnership

After our extensive screening process, we presented a select number of candidates to our client, all of whom matched the requirements, but at the same time offered
something different so that comparisons could be made as to whom fitted the role best, in terms of personality and culture as well as market knowledge and experience.

Thus resulting in the client hiring an individual who ultimately “blew them away” with their sheer tenacity and hunger to win new business

"In simple terms, a recruitment company that does what it says on the tin. Clear, Precise, Focused, Quality delivery. A service I would certainly recommend and one that I have used again more than once. Never fail to provide the calibre of candidates required."

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