Executive search case study

Accelerating market expansion through precision recruiting.

Direct sourcing hard-to-fill sales leadership roles.

  • Overview

    Our client, a market leader in DIY building products, has historically focused on direct-to-consumer sales through big-box retailers and e-commerce. They are experiencing consistent DIY market share growth — including a 7.5% market share increase in 2024. However, high interest rates and a cyclical contraction in DIY spending have impacted top-line revenue, prompting a new strategic emphasis on expanding their market share with large commercial and residential builders.

  • Challenge

    Despite a year-long effort using job postings and a local contingent search firm, our client struggled to recruit a high-caliber Commercial Sales Director and fill multiple Territory Managers openings with talented professionals capable of developing new business. Low candidate response rates, poor candidate quality, and high turnover stalled market expansion, jeopardizing the broader commercial strategy.

  • Solution

    We developed a proactive, data-driven recruiting strategy tailored to the complexities of B2B sales and generating new business with large builders.

    Precision targeting - Identified 100 to 150 top sales professionals per job opening, ensuring industry and market fit.

    Comprehensive outreach - Engaged high-potential candidates who were not actively seeking new roles.

    Real-time insights - Continuous updates on candidate expectations and talent market conditions.

    Transparent reporting - Daily and weekly updates of target outreach, candidate feedback, and sourcing progress.

    Rigorous screening - Presented on average the top 3-5 highly qualified candidates per position, ensuring a strong fit.

  • Impact

    With a new top-tier Commercial Sales Director and multiple Territory Sales Managers placed in key geographies, our client is equipped with the talent required to execute their expanded commercial strategy. By replacing passive recruiting with our hands-on, strategic approach, we helped our client secure the talent needed to thrive in a competitive market.

  • “The difference between the Accelerated Performance Group team and our contingent search firm (other than the cost savings, which are great) is that they work as an extension of our team because our incentives are aligned. When we were picky about candidates, we didn’t get pushback; they listened to feedback and embedded to improve their search process. The collaborative approach made all the difference.” Client CEO

    Client CEO

Saving per hire

$25,633

Cost per hire averaged $11,867, vs an average fee of $37,500 charged by the previous firm for the same roles.

Reduced fees

68%

Total fees were 7.9% of base salary, versus the 25% fee charged by the previous firm.

  • Ongoing success

    Since completing the market expansion project, our client asked us to recruit a new Controller - we completed the search in 6 weeks for a fee of just 8.9% of base salary!

Hire proven leaders to accelerate your growth

Find leaders whose strengths are aligned with your organization’s goals. 

  • Make data-based decisions and avoid costly hiring mistakes.

  • Find promising new leaders via exhaustive direct sourcing of candidates.

  • Hire leaders who’ll work well with other leaders and team members.

  • Pay less than a traditional retained search for a more efficient process.