The client is a fast-growth and ambitious UK subsidiary of a global $17 billion organisation. Since joining the company 3 years ago, the Managing Director had put in place a turnaround and growth strategy. A key growth driver going forward was the development of the UK service offering, and more specifically, an increase in the number of new customers/accounts to propel further service and maintenance contracts with new and existing customers.
Having tried for a lengthy period to secure the right calibre of individual for this key leadership appointment, our client turned to Edward Drummond for a more proactive and targeted approach to the market to identify and attract individuals within competing and related organisations.
We set out a search plan to identify individuals at Service Director levels within competitors to our client and across the wider Building Controls/Services industry, across the UK. In this way we were able to identify a comprehensive target area of all potentially suitable candidates across the UK; those individuals who could step up or across to this role. We also set out and agreed the appropriate messaging with the client to ensure an accurate but attractive opportunity was offered in the right way to the right audience. Key to success in this search was understanding the level of commercial/solutions ability required to open new accounts within new sectors and deliver full post-sales service solutions to new and existing accounts. This was as such an opportunity to change the sales culture and processes of this company.
The client appointed a high calibre, proven Service leader coming from a respected competitor business capable of leading the recalibration of the sales and service offering towards a full solution focus. The right appointment for Daikin and an exciting career move for the candidate, with further long-term career growth opportunities across the European business structure.