Consumer Products & Services, Private Equity, Small Medium Enterprise
Sales & Category Management
Vice President Sales
Newark, New Jersey
Our client is a private equity fund manager based in Toronto focused on mid-market buy-out opportunities in Canada and the US. They purchased a US company that develops, markets and distributes pet treat products and were looking to assemble a new executive team to bring the business to the next level. They recognized that the company had tremendous potential to further penetrate the market and anticipated at least a doubling of sales within five years via both organic growth and acquisitions. In order to meet this goal, they needed to hire an executive team consisting of a VP Sales, VP Supply Chain and CFO who had specific industry knowledge as well as experience working with private equity firms. The VP Sales would be expected to create and implement effective business building strategies to increase sales revenue and profitability. The ideal candidate would be a results-oriented senior sales executive with extensive experience in small-medium enterprise and the consumer packaged goods industry.
We met with the incumbent leadership team including the President and the Board to gain a thorough understanding of our mandate. We developed a company profile and reviewed the organizational structure to understand how the VP Sales role fit within the company. Together, we drafted a position profiles as well as a go-to-market strategy to identify top candidates. Prospective candidates were personally researched, recruited, interviewed and assessed. Short-listed candidates were presented and recommendations made based on their qualifications and fit. We sequenced the hiring plan to first target this sales role, followed by the supply chain role and then the finance role.
We undertook an exhaustive search of the marketplace until we found individuals that fit the criteria of having relevant industry, private equity and functional area experience. The new VP Sales was an experienced and accomplished senior level sales leader in consumer packaged goods with specific knowledge of the pet industry. This individual had previously started, grew and managed several sales organizations and demonstrated the ability to work well in an executive team, providing direction, focus and leadership. Together with the VP Supply Chain and CFO, we put in place this highly competent leadership team which was well-positioned to move the company forward in their growth objectives.
Bill has a creative and strategic approach to executive search. His efforts resulted in the hiring of key members of the Executive Team for one of our portfolio companies. Bill not only finds outstanding talent, but talent that fits into a uniquely entrepreneurial business. There is no shortage of executive search consultants in the marketplace, but there are very few that truly understand Private Equity – I highly recommend Bill.
- Company Chairman