Blackwood’s client is the UK market leader in the manufacture and supply of branded plastic moulded products for the gardening, home and professional catering sectors. Originally established in 1945, the company was the subject of a buy-in / management buyout in June 2011, when a mid-market private equity specialist invested £12 million in the company in a deal that valued the business at £17 million.
The new investors and management were keen to recruit a proven Sales & Marketing Director to work closely with the CEO and CFO to drive the commercial performance of the business and take a more aggressive approach to business development. The successful candidate needed to set and deliver clear strategies for distribution, marketing and product in order to successfully increase market share, deliver profitable growth and professionalise the function. In this relatively small business, the Sales & Marketing Director needed to combine strategic leadership and a hands-on operational approach.
The client was keen to identify candidates from high quality, branded consumer products businesses, ideally consumer durables with a similar price and volume dynamic. Within a well-defined universe of target companies we mapped out and referenced those in commercial leadership roles, approached the highest calibre individuals and assessed them for skills and cultural fit.
The successful candidate was Head of Sales, UK for one of the world’s largest manufacturers of domestic appliances. He had previously held marketing roles and had substantial general leadership ability. Although it was the candidate’s first role in a private equity backed business, he was able to demonstrate a track record of commercial success and a pragmatic, focused approach.