Case Studies

Executive Search: Business Unit Director

Business
A privately owned, early stage, highly innovative technology company founded in 2010 with patented air lubrication technology delivering significant energy savings as well as reductions in harmful emissions for the marine sector. Air Lubrication is a key strategic energy efficiency technology approved by many of the best known and most influential names in shipping and the business has an enviable customer base. With award winning technology, the CEO founder was listed in the Lloyds Top 10 Technology Leaders – the most influential people in maritime next-gen technology.

Scope We were mandated by the board to undertake a search for three Programme Directors, each to be responsible for a distinct business unit/market segment. Reporting to the COO, these senior appointments came at a pivotal point in the company’s development and were critical in driving it forward to the next stage, responsible for expanding the customer base and moving into new markets as well as pushing continued growth within existing markets and customers.
Process We undertook extensive research in the UK and overseas, mapping suitable candidates across the various market segments required. With full Profit & Loss responsibility for their Delivery Unit, the Programme Directors were responsible for sales, project delivery and aftersales support with key customers. The candidates needed a combination of world class engineering pedigree coupled with strong commercial and customer skills, as well as extensive international experience for this truly global business. Candidates needed a balance of corporate discipline coupled with the self-motivation and entrepreneurial drive to make the shift to an early stage business, and the right cultural fit to work tirelessly to bring market-leading, radical technology solutions to a traditional market.
Outcome We presented a short list of candidates from blue chip backgrounds, including overseas candidates, before working closely with the CEO and COO to finalise the offers. The contract negotiation process was complex due to the shift the candidates were making from large corporate to SME packages with more of the upside coming in the form of equity participation.
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