The Role

A pivotal Head of Business Development opportunity with responsibility for increasing income from a group of key customers accounting for £2.6 billion a year in revenue.

Requirements

• Drive robust commercial arrangements with both existing and new customers, with the goal of delivering revenue growth and influencing business change.
• Exceptional commercial acumen required, along with extensive travel industry and international experience, in order to grow relationships to a collaborative partnership level.
• Strong interpersonal and communication skills.
• The ability to influence stakeholders across a highly matrixed organisation.

The Challenge

It was proving difficult to find experienced candidates within the travel industry who also had the commercial acumen, negotiation skills and gravitas to drive new robust commercial arrangements with top customers, and adopt a more holistic approach to business development.

Ashwood's Response

We proposed venturing outside the industry to explore suppliers to – and/or commercial partners with – major travel organisations. This allowed us to expand the search to include accomplished business development professionals with experience managing the same customers.

The Result

By thinking laterally and extending the list of target organisations beyond the travel industry, we were able to recruit a seasoned Global Account Director with impressive P&L and team management credentials, along with a track record developing commercial partnerships with relevant customers.

The Role

Recruit a Head of Operations to strengthen the Operations Management leadership team.

Requirements

• Manufacturing or Supply Chain background with previous line management responsibility for team › 2,000.
• Experience managing a large-scale factory (high number of SKUs) in South Africa.
• Increase diversity of team.
• Strong cultural fit.

The Challenge

A tight deadline with a limited pool of qualified candidates.

Ashwood's Response

As our client had experienced difficulty finding candidates who met all the job description’s criteria, we recommended adopting more of a “pipeline” approach focused on identifying talent at this level whose skills and experience would add significant value to the leadership team.

The Result

In quick succession, Ashwood was able to place two outstanding diversity candidates, one with a background more skewed towards manufacturing and the other with strong international experience and a track record in supply chain management. Both had proven themselves in high-profile GM roles at major multinationals within the FMCG sector.

The Role

Support the Global Head of e‑Commerce (recently placed by Ashwood) in expanding and enhancing the Global Digital Marketing team in order to create a Global Centre of Excellence in London.

Requirements

• Identify four high-calibre digital marketing specialists, ideally from technology, fashion or retail backgrounds.
• Global experience.
• Track record in effective senior stakeholder management across matrix structures.
• Expertise in digital transformation.
• Proven team leaders.
• Strong cultural fit.

The Challenge

Our client needed these four new experts in place within three months.

Ashwood's Response

An extensive international search focused on identifying and attracting talent at companies with strong e‑commerce capabilities which had already embraced major digital transformation.

The Result

Ashwood made the following placements, all within the requested timescale:

• Senior Area Digital and Media Manager (ex Epay)
• Global D2C Campaign Manager (Aquascutum)
• Global Digital Commerce Manager (L’Oréal)
• Global Digital Marketing Manager – Consumer Engagement (eBay)