Executive Headhunters
Introduction
Our client was a specialist electronics manufacturer serving OEMs in industrial, medical, and aerospace markets. Growth had slowed as customer buying processes changed. The owners decided to appoint a Business Development Director to reset the commercial approach.
The owners were not involved in day to day sales. They required a leader with technical fluency and commercial discipline. A sale or merger had been considered as an option.
The owners engaged us to run a structured search and selection process.
The Challenge
Growth in specialist electronics requires sector knowledge, technical credibility, and repeatable process.
The Business Development Director needed to:
• Build a qualified pipeline in priority verticals and regions.
• Secure approved supplier status and multi year agreements.
• Acquire new OEM accounts while protecting margin.
• Lead tenders and negotiate complex contracts with procurement and engineering buyers.
• Align sales with operations, engineering, and supply chain.
• Establish a small team with clear cadence, metrics, and reporting.
The brief required proven experience selling technical solutions and operating in regulated markets.
Our Approach
Step 1: Understanding the business and its offer
We met the owners and senior team to confirm the value proposition and priorities. We reviewed capabilities in design support, prototyping, PCB assembly, and box build. We assessed certifications and quality standards. We analysed customer mix, win rates, lead times, and margin drivers. We defined the mandate and measures for the first 180 days and first year.
Step 2: Targeted industry wide headhunt
We searched across EMS providers, component manufacturers, and niche OEMs. We targeted leaders who sell to engineering and procurement stakeholders in regulated sectors. We prioritised candidates with a record of winning framework places and growing new revenue at sustainable margins. The search identified a candidate from a larger EMS business with demonstrable success opening OEM accounts and building a compact, effective team.
Step 3: Structured assessment and selection
We designed a structured assessment. Scenarios included a 90 day entry plan for the medical devices segment, a live tender response with pricing under component cost volatility, an account plan for top target OEMs, and a channel plan using distributors and design houses. We used behavioural interviews, psychometrics, and reference led 360s. We provided an evidence pack covering technical fluency, commercial judgement, and cultural fit to support the hiring decision.
Step 4: Onboarding and transition support
We provided an executive coach for six months. The coach acted as an intermediary between the new Business Development Director and the owners. Goals were set and reviewed. Communication protocols were agreed. We co created a 180 day plan. Items included ideal customer profile, value proposition, collateral, CRM standards, pipeline reviews, bid governance, margin thresholds, approval routes, joint customer visits with operations and engineering, and a schedule for events and outreach. Milestones were set and monitored.
The Result
The appointment delivered clear commercial improvements.
In the first year the company achieved:
• A larger and better qualified pipeline with improved forecast accuracy.
• Approved supplier status in priority medical and industrial accounts.
• New OEM customers with multi year agreements.
• Higher average margins through disciplined pricing and terms.
• Shorter quote to close times and cleaner handover to operations.
• A decision by the owners to continue independent growth without a sale.
Key Insights
• Senior commercial hires in specialist industries benefit from a structured, evidence based process.
• Sector credibility and technical fluency are critical for selling to engineering led buyers.
• Advisory and coaching support improve alignment and accelerate impact.
• Disciplined execution delivers growth while protecting margin.
Contact Us
If you are an owner managed or family run electronics business planning a sales leadership hire or transition, we can help you secure proven commercial leadership that drives sustainable growth.
Call: 0207 160 6996
Email: info@executiveheadhunters.co.uk
Visit: executiveheadhunters.co.uk
For a confidential discussion with one of our Directors, reach out today.
0207 160 6996 
