Follow
Site Search
 
 

A Retained Search for Senior Sales Professional for ACV UK

The Client

ACV UK is a subsidiary of the ACV International Group that has been designing, manufacturing and distributing engineering solutions for hot water generation and for residential and tertiary heating applications since 1922. ACV is represented the world over by its 15 subsidiaries and a large network of specialised distributors, their products are distributed in more than 40 countries.

ACV International was founded in Belgium and pioneered the tank-in-tank concept – a cutting edge design providing exceptional performance for their advanced hot water and heating solutions. Today, ACV offers innovating products that fulfil all the demands of a modern world, thanks to the advanced exclusive technology; they offer solutions that are reliable, high performing, economical and environmentally friendly.

ACV has worked extensively with the Hudson Belgium team on numerous assignments and has a strong relationship and track record for delivery.

The Challenge

ACV UK, based in Fife, Scotland wished to recruit an experienced sales professional to join their UK based operation.

Reporting directly into the UK country managing director, clear deliverables were required by the post holder including:

  • the development and performance of circa 10 field sales specialists located throughout the UK
  • to maximise profitability and grow share across both domestic and commercial channels in line with the company’s global vision and objectives
  • to design and execute flexible sales plans
  • to personally manage key strategic partner accounts to ensure revenue delivery and customer service objectives are achieved.

The Solution

Following an introduction from the Hudson Belgium team, one of Hudson's specialist sales recruitment consultants contacted ACV about the vacancy. A meeting was set up at ACV’s UK head office to gain further insight into the role and also learn more about ACV’s UK and global operations, products and tailored solutions.

The client advised that whilst he was obviously extremely well connected in the UK heating sector, he felt that an impetus of fresh talent and new ideas were required in order to see ACV UK continue to develop and maintain their industry leading service standards and operational profitability levels.

Due to the nature of the candidate specification and experience required following a detailed role brief, it was proposed that an exclusive and retained process was the best possible solution for ACV, supported by a UK wide online advertising campaign. This strategy would be augmented by an extensive review of Hudson’s passive and active database together with the Hudson sales specialist's referral network.

After explaining the process in detail and agreeing timelines for key stages including; go to market, candidate appraisal meetings, shortlisting and the client interview process, it was agreed to commence the assignment.

Hudson’s fee for the assignment was agreed upfront, prior to the commencement of the assignment and was payable in three parts.

  1. Assignment commencement
  2. Acceptance of shortlist
  3. Assignment fulfilment

The Result

Progress and updates were delivered to the client both verbally and via assignment updates throughout the process.

In excess of 80 candidates applied for the position over a three week period. Hudson spoke with each candidate to qualify their suitability for the role and ACV. This extensive response list was quickly siphoned to a few potential suitable candidates.

In addition, 20 candidates were approached directly. These prospects were identified from Hudson’s extensive database and the Hudson consultant's own UK wide referral network from within the heating solutions and building specifications sales markets.

The Hudson consultant met in person with over 20 candidates during a two week period. Following a detailed interview process seven potential candidates were shortlisted for recommendation to ACV.

The shortlist was submitted and a detailed presentation was made to the ACV UK managing director, who agreed to speak with every candidate shortlisted. Following his initial telephone based interview with each of the seven candidates, he felt four candidates were of excellent calibre and was keen to meet with them in the first instance.

The four candidates selected met the MD at UK ACV’s head office. Three of the four were chosen to go to Belgium, to meet with the group CEO for final stage interview and the final selection was made.

This process was concluded by mid December 2011 and successful candidate was universally selected as the best candidate for this key strategic role with ACV UK. He was offered the role on the19th December and as his expectations and requirements were clearly prequalified he was delighted to accept the position. A January 2012 start date was agreed.

Following the successful candidate's start date, the Hudson consultant again visited the client in January to review the assignment process in full and any feedback from ACV, as well as qualifying recruitment requirements for 2012 and beyond.

Testimonial

"Working with ACV management in Belgium and the UK, Hudson presented a selection of candidates for our vacant position of UK Sales Manager.

We were extremely impressed with the quality of all the candidates put forward by Neil Brown (Management Consultant of Hudson’s sales team Scotland) and his assistance with the appointment which allowed us to concentrate on the final selection.

As we continue to grow our company, we look forward to a positive working relationship with Hudson, secure in the knowledge we can rely on them to offer further candidates with consistent high quality for other vacant positions as they arise."

AVC UK Managing Director

Project Snapshot

ACV logo
 

Challenges

  • Search for an experienced sales professional/UK sales manager to join global company, ACV UK.

Solutions

  • An exclusive and retained process, supported by a UK wide on-line advertising campaign and network search was proposed and agreed
  • 80 candidates applied to the UK wide advertising and were qualified by telephone, 20 additional candidates were approached directly

Results 

  • Long list of 20 candidates, seven short listed, four interviewed, three selected for final interview and one successful offer

 
© 2018 Morgan Philips Group SA – All rights reserved
 

Hudson is part of Morgan Philips Group. Morgan Philips Group is an innovative recruitment business with a footprint across 4 continents. In just 5 years, we have built a global platform that disrupts conventional thinking in executive and professional recruiting. We combine high-touch consultancy with worldwide search capability and digital sourcing technologies to help you recruit better, faster and cost effectively.

Hudson Global Resources Limited, registered office Chancery House, 53-64 Chancery Lane, London WC2A 1QS. Registered in England and Wales No. 3206355. VAT No. 805692518