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United Kingdom
Recruiting a Commercial Director for an Online Sports Retailer
Challenge
Our client, a £15m turnover privately owned business, required an experienced Commercial Director to assume responsibility for procurement, including product selection and pricing. This task involved several specific challenges:
1. Transition of Responsibilities: The founder, who had been personally handling procurement, admitted she would find it difficult to step away from these duties. The new Commercial Director would need to manage a delicate transition while respecting the founder’s established methods and insights.
2. Need for a Data-Driven Approach: As the business expanded, the limitations of a “gut feel” approach to procurement became evident. The increasing volume of transactions amplified the impact of errors, necessitating a more data-driven, analytical approach to procurement.
3. Quality Control and Supplier Relationships: With 95% of the products sourced from overseas, predominantly China, quality control was minimal, relying heavily on reputation and trust. The new Commercial Director needed to appreciate and maintain these long-standing supplier relationships while introducing more robust quality control processes.
Solution
To address these challenges, we implemented the following strategic approach:
1. Understanding the Role Using the M.O.S.T Model: We utilised the M.O.S.T (Mission, Objectives, Strategies, Tactics) model to gain a comprehensive understanding of the role. This allowed us to define the specific requirements and expectations for the new Commercial Director.
2. Targeted Candidate Search: We conducted a focused search for candidates with substantial experience in online sports retail. Additionally, we considered professionals from businesses that procured FMCGs from China, ensuring they had relevant procurement experience and an understanding of international supply chains.
3. Balancing Experience and Respect for History: It was crucial to find a candidate who could introduce a data-driven approach without undermining the founder’s established supplier relationships. We sought individuals who demonstrated both innovative thinking and respect for the business’s existing practices and history.
Outcome
Within four weeks, we successfully secured a Commercial Director from a leisure goods business. Although the candidate did not have direct experience with the client’s specific products, this proved advantageous. The founder retained control over product selection, leveraging her deep knowledge and instinct, while the new Commercial Director implemented a data-driven approach to streamline and enhance the overall commercial process.
This balanced approach ensured a smooth transition, preserved vital supplier relationships, and introduced much-needed analytical rigour into the procurement process. The new Commercial Director’s expertise in data analytics and strategic procurement complemented the founder’s vision, ultimately driving improved efficiency and supporting the business’s continued growth.
