Commercial Director Search Case Study

CONTEXT:

A UK-based supplier within the industrial and automotive aftermarket was entering a period of leadership transition following the planned exit of a long-standing Commercial Director.

The business operated across multiple product categories, supplying both independent distributors and national accounts. Performance had plateaued, and there was a clear need to strengthen commercial leadership to support growth.

The brief was not simply to replace. It was to appoint someone capable of driving change without destabilising existing customer relationships.

THE CHALLENGE:

• Limited availability of proven commercial leaders within the sector
• High risk of disruption to key accounts during transition
• Internal uncertainty around structure and reporting lines
• Previous hiring processes had relied heavily on advertised candidates

The client needed access to individuals who understood the market but were not actively seeking a move.

.

OUR APPROACH: We treated the assignment as a targeted search, not a recruitment exercise.

• Market Mapping
  We mapped the relevant competitor landscape across automotive aftermarket, industrial tools and MRO distribution to identify proven commercial leaders operating in comparable environments.
• Defined Success Profile
  We worked with the leadership team to refine what success would look like at 12 and 24 months. This shaped both targeting and assessment.
• Discreet Engagement
  We approached individuals known to us through long-standing relationships, alongside carefully selected new contacts identified through competitor analysis.
• Structured Assessment
  Candidates were evaluated against commercial impact, leadership style and ability to operate within a distribution-led business model.
• Managed Process
  We controlled communication throughout to ensure alignment, minimise risk and maintain candidate engagement during a sensitive transition.

.

OUTCOME:

• Shortlist delivered within 13 days
• Appointment secured from a direct competitor
• Candidate not active in the market prior to engagement
• Offer accepted without counter-offer disruption

The appointed individual had a track record of growing revenue across similar channels and brought immediate credibility with both internal teams and customers.

IMPACT:

• Stabilised leadership transition with no loss of key accounts
• Improved commercial structure within the first 6 months
• Increased visibility across national accounts and distribution partners
• Strengthened long-term succession planning

The appointment remained in place beyond 18 months and continues to contribute to sustained growth.

.

CLIENT FEEDBACK:

"We had been through recruitment processes before, but this felt different. The level of market understanding and the calibre of candidates presented gave us confidence early on. The individual we appointed has had an immediate impact without disrupting the business."