Group Sales Director - Major Outsourcing Provider
Background
Our client, a major player in the UK and Irish outsourcing market has been driving considerable growth in its business and needed to further strengthen its senior team with the appointment of a Group Sales Director. Clarendon had recently recruited another key member of the Group’s senior team and was approached to resource the newly created position.
In such a fast moving environment, working a cross multiple market sectors in both GB and Ireland it was always going to be a difficult assignment. Our client was keen to attract an individual who would not only bring very high levels of drive and energy but who could also contribute strategically as part of the senior team while ensuring that the sales plan for the entire Group was delivered and exceeded.
The main challenge was in identifying and attracting individuals who would not only have the correct mix of skills and experience but who would also have the capability to thrive in such a mast moving environment. While our client was keen to secure an appointment quickly it was agreed that our search should not be limited to the outsourcing market which significantly widened the search and added to the challenge.
Methodology
As a result of previous assignments we already had a very good understanding of the clients overall business strategy and culture. In this instance therefore our consultation with the Chief Executive concentrated on the specifics of the new role and the profile of the individual to be recruited. Out of this consultation we developed all the relevant documentation including candidate briefing document, job description, candidate specification and competency framework.
Clarendon recommended a proactive Executive Search approach combined with a supporting online advertising campaign with a number of trusted internet recruitment websites. Through our research and our network of reliable industry sources Clarendon managed to identify over 20 (twenty) potential candidates, who were operating at the required level in a variety of industry sectors. After further profiling, a number of these individuals were then discretely approached, assessed and invited to apply as appropriate. Several applications were also received as a result of our online advertising campaign and all parties who met the entry criteria, irrespective of the method of application, were invited to first stage assessment.
The first stage of the process comprised of a one hour competency based interview by an experienced consultant. Candidates were assessed thoroughly and a shortlist was presented to our client for further assessment. After conducting further rounds of assessment the client was then able to make a final decision on the preferred candidate.
Throughout the assignment, Clarendon managed the contacts and correspondences with all candidates and conducted all Equality Monitoring returns.
Outcome
When the final decision on the appointment was agreed, Clarendon assisted in negotiation of salary, secured the appointment and agreed the start date. Clarendon then conducted detailed career referencing with the successful candidates’ previous employers. This element of the process was made more difficult as the successful candidates’ career had been spent outside of Northern Ireland and therefore references were required from several companies across GB and Europe.
Overall the assignment was delivered within tight timeframes and the client was very impressed by how the entire process was delivered and by Clarendon’s ability to identify and attract the right people for its senior team, irrespective of where they were located or the industry they were in.
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