Case Study: Confidential US Commercial Build-Out – Specialty Ingredients

Overview

We were engaged to deliver a confidential US commercial build-out for a global ingredients business, aligned to the launch of new product lines and a broader international growth strategy.

The assignment required the development of a cohesive commercial and technical structure across North America, spanning multiple product verticals and regional markets.

Due to the competitive nature of the project, the entire programme was delivered under strict NDA.

The Challenge

The client was entering a critical phase of expansion, requiring:

• The introduction of new product lines into the US market
• Strengthening of commercial leadership across key verticals
• Development of a structure capable of scaling across multiple territories

The complexity of the assignment was driven by several factors:

• Multi-sector scope across Personal Care and Food, Pharma & Nutraceuticals
• Requirement to build senior leadership and supporting teams simultaneously
• The need to engage high-calibre, predominantly passive candidates
• Competitive sensitivity, requiring a fully confidential approach
• Alignment with an existing global structure and long-term growth objectives

This was not a series of isolated hires, but a coordinated commercial expansion programme, where each appointment needed to align both strategically and operationally.

Scope of Engagement

The mandate covered three core business verticals:

• Personal Care
• Food
• Pharma & Nutraceuticals

We were engaged to deliver a structured leadership framework, including:

• Global Vice President appointments for each sector
• North America Sales Directors
• North America Marketing Directors
• North America Directors of Product Management

In parallel, we supported the build-out of the wider organisation through multiple:

• Regional commercial hires
• Territory-aligned technical positions

All roles were aligned to specific product lines, market focus areas, and geographic territories across the US.

Approach

Given the sensitivity and scale of the assignment, a controlled, research-led search strategy was implemented.

Market Mapping & Talent Identification
Detailed mapping of competitors and adjacent markets to identify individuals with the required commercial, technical, and leadership capability.

Direct Engagement of Passive Talent
The majority of candidates were not actively seeking new opportunities.
Approach strategy was carefully managed to ensure relevance, credibility, and discretion.

Structured, Coordinated Delivery
All roles were managed as part of a single programme, ensuring:
Consistency of messaging
Alignment across functions and seniority levels
Controlled timing of market engagement

Delivery was aligned to US time zones, with search activity and candidate engagement managed within US working hours to ensure continuity and pace.

Confidentiality and Discretion

No roles were advertised.
All activity was conducted under NDA to protect the client’s position within a competitive market.

Candidate engagement was carefully managed to ensure the build-out remained invisible to the wider industry. This included:

• Discreet, targeted approaches to avoid signalling hiring patterns across regions
• Controlled communication to prevent visibility of new product launches and strategic direction
• Consistent messaging across all engagements, without revealing the broader scope of the programme

In a highly competitive US market, where visibility of hiring activity can quickly indicate strategic movement, maintaining this level of confidentiality was critical.

The programme was delivered with full control of market exposure — ensuring the client’s expansion, leadership structure, and growth plans remained undisclosed throughout.

Outcome

The completed structure established the leadership capability required to scale US operations, providing:

• A cohesive senior leadership team across both verticals
• Strengthened commercial direction aligned to global strategy
• The capability to support product launch and market expansion
• Enhanced positioning across key US territories

Our Perspective

Assignments of this nature require more than candidate delivery.

They demand:

• A clear understanding of commercial objectives
• The ability to engage and influence passive talent markets
• A coordinated approach across multiple hires and functions
• Absolute confidentiality and control throughout the process

This project reflects the type of work we are regularly engaged on — where visibility is limited, but impact is significant.