Case Study – Identifying Sales talent within the UK Food sector to create talent pipelines

The Problem
Our client is a leading fresh food producer to top 4 retailers experiencing headcount, sales and geographical growth. Rapid expansion and increased customer demand placed pressure upon the internal recruitment team to attract high quality sales and account management personnel, which had historically been achieved from a reliance upon recruitment agencies.

What We Did
To ensure our customer was able to directly engage with the most suitable candidates, we mapped the UK Food sector market to identify Sales and Account Managers across 30 of their leading competitors, resulting in a detailed report comprising of over 500 individuals, career history, customer experience, product category experience, geographical location and generational variances.

The Outcome
Our research has enabled our client to achieve a short term goal from direct hiring Account Managers from the report resulting in an immediate saving of 20% against like for like spend versus their traditional agency cost.
In addition, our client is now nurturing relationships with other individuals; creating a talent pipeline of future account managers to support long term talent strategies. Focussing upon specific customer and product experience has enabled the recruitment team to directly engage and own the candidate relationship, meaning that they can hire as many of the individuals from our market map at no extra cost.


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