Case Study

Headhunting for a Lighting Managing Director


What can you learn from this case study?


You will see how our Headhunting team helped one of our clients find a very high calibre candidate who ultimately wasn't looking to move, ensuring that the industries top talent was provided to interview:

  • 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

A leading player within the LED Lighting Industry that are purely focused on providing the highest quality engineered product for their clients and ahead of their competitors in product innovation.


The Requirements 

To find an individual who can help take the company through its next phase of development and growth. Our client was looking for an individual who already knew the wholesale industry inside out with a strong background in lighting and a thorough understanding of profit and loss, coupled with the ability to increase turnover. In essence, the role is to take on full responsibility for the business and to ensure its continued growth.

This hire was deemed to be extremely pivotal to the business by the CEO. Based in the UK, the candidate would work f rom the off ice tasked with developing the
business across all areas – R&D, Sales, Marketing and logistics. The emphasis is on the growth and shaping of the company to sustain itself once the imminent growth occurs. Our client was looking for an individual who possessed the right set of skills and attitude to undertake the challenge.

Although a strong background in lighting was deemed important, the experience of the individual was key, a proven track record of building and managing businesses – The ideal candidate for the role would be an experienced Managing Director or a Sales/Commercial Director looking to make that next step up. They would need to have a
good understanding of lighting, coupled with a LIF certificate.

An entrepreneurial spirit and self-motivated attitude would be key with an unrivalled desire to learn, develop and coach others to become successful. The ideal grounding would be someone who has started as a Technical Engineer moving into Sales and then through to a Director level role.

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. Therefore a true headhunt search was paramount to ensure that the right candidate was found


The Solution 

A specific team, who are specialists in headhunting within the Lighting industry to source a talented Managing Director with specialist experience in the Electrical Wholesale and Lighting market who could not only develop and maintain a business but also successfully grow the turnover through strategic planning and marketing.


The Candidate 

The ideal candidate for the role would be an experienced Managing Director or a Sales/Commercial Director looking to make that next step up. They would need to have a
good understanding of lighting, coupled with a LIF certificate. An entrepreneurial spirit and self-motivated attitude would be key with an unrivalled desire to learn, develop and coach others to become successful. The ideal grounding would be someone who has started as a Technical Engineer moving into Sales and then through to a Director level role.
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.


Eligo's 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 wholesale arena, 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 Wholesalers with 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 match 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 who 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 possessed the necessary technical, commercial and leadership skills required.


Simply excellent, the search was conducted in a confidential manner as requested and all information was shared throughout the process,keeping us informed of the progress. We look forward to working with Martin again once our new MD sets their strategy for growth.