Success Stories: Scaling Sales Teams for Building Product Manufacturers
Placed an Area Sales Manager for a Regional Building Materials Supplier
A growing building materials supplier in the North West came to us after months of trying to hire an Area Sales Manager for a merchant-led patch. They had plenty of applicants, but most came from general sales backgrounds and lacked a real understanding of branch relationships, stock availability, and project follow-up.
We took time to understand how the role worked in practice. The client needed someone who could build trust with builders’ merchants, support contractor demand, and protect margin in a busy regional territory.
We mapped the right competitor pool and focused on candidates already selling through merchant channels in the built environment. Within a few weeks, we introduced a shortlist of people with the right route-to-market background, and the client hired a candidate who settled in quickly and started rebuilding key branch relationships.
Hired a Specification Sales Manager for a Specialist Roofing Manufacturer
A specialist roofing manufacturer asked us to help after a failed hire left a gap in their specification team. They needed someone who could speak with architects and consultants with confidence, manage a long project pipeline, and keep products in place as schemes moved closer to the tender stage.
This was not a role for a general field salesperson. The client needed someone with technical credibility, strong CPD experience, and a clear understanding of how specified products can come under pressure later in the sales cycle.
We built the search around people already working in specification-led building product sales, and provided a shortlist. The person they hired brought a strong network, handled technical meetings well, and gave the business a steadier presence with architects across the region, which helped strengthen the pipeline over the following months.
