Commercial Managers - Global Professional Services Organisation

Client:  Global Consulting Firm

Roles:  Five Senior Commercial Managers

Package:  €130 - €245k or equivalent  plus excellent bens

Outline:   Retained  by our client, a leading global consulting firm,  that was setting up a new team to lead the ‘commercial function’ within the business.  Their  aim was to optimise their client relationships, raise profitability and minimise risk around the commercial aspects of client engagement. The team is global and support different regions around world – so they needed a spread of geographical and cultural experience as well as all the senior commercial attributes to be part of the partner and delivery teams working with key clients.

How we handled the search: After an initial face-to-face detailed briefing session with the client, we commenced to search, identifying the ‘long list’ within c. 2.5 weeks.  Initial face-to-face competency based interviews were completed using the Langley 360™ Assessment Tool to arrive at the short list of 12 candidates.  Detailed, written profiles were submitted to the client alongside the original CVs of candidates and a shortlisting meeting was held with the client.  After selection, the client carried out further interviews and assessments (case studies) which Langley was invited to attend as an observer. All five roles were filled by excellent candidates with a variety of backgrounds and experience – most had cross-cultural experience, some had multiple languages and all had worked in the commercial field including start up, transformation, bid-support, commercial engagement roles and procurement.  The successful candidates were based in different geographies including Europe (Spain, Germany & UK), Far East and the Americas.

What difference did our candidates make?  Subsequent follow up with the client confirmed that candidates were contributing significantly to an improvement in client relationships, limitation of risk and bottom line benefits

Time to appointment was 4-6 weeks and candidates were appointed within the nominated salary and package banding.