Case Study: UK & Ireland Commercial Team Build-Out

Overview

We were engaged to deliver a full commercial rebuild across the UK & Ireland, following the appointment of a new Managing Director and a renewed growth strategy.

The assignment required the build-out of a cohesive commercial structure, capable of driving revenue, strengthening customer engagement, and supporting multiple specialist product areas — without disrupting ongoing business operations.

The Challenge

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

• Rapid strengthening of commercial capability across the region
• Introduction of a more structured, scalable sales approach
• Alignment of hires across multiple product verticals and customer segments

The complexity of the assignment was driven by:

• Open market conditions, with multiple recruitment partners engaged
• Requirement for dual capability, combining technical knowledge with commercial delivery
• Multi-sector scope, including Rubber, Plastics, Composites, CASE, Metalworking Fluids, and Lubricants
• Strict delivery timelines, aligned to new leadership objectives
• A limited talent pool, where individuals possessed both technical credibility and commercial capability

This was not a series of hires, but a coordinated commercial build-out, where each appointment needed to align with the wider structure and growth strategy.

Scope of Engagement

We were engaged to deliver a broad commercial team build-out, spanning:

• Commercial leadership
• Field-based account management across multiple sectors
• Internal sales capability
• Customer service functions aligned to commercial activity

All roles were aligned to defined product areas, customer segments, and regional coverage across the UK & Ireland.

Our Approach

Targeted Market Mapping & Search
Detailed mapping of relevant competitors and adjacent markets to identify individuals with the required technical and commercial capability.

Direct Engagement of Passive Talent
All candidates were engaged through direct search and industry networks, with no reliance on job boards.

Coordinated Programme Delivery
All roles were managed as part of a single, structured programme, ensuring:

• Consistency of messaging
• Alignment across functions and seniority levels
• Controlled pacing to meet delivery timelines

Market Conditions & Competitive Environment

The assignment was delivered in a non-exclusive, competitive environment, requiring a highly focused and disciplined approach.

Success depended on:

• Speed of engagement
• Quality of candidate identification
• Ability to access talent beyond the visible market

Outcome

Laborare Group successfully delivered the full commercial build-out across all required functions, securing every position within the programme.

All hires were sourced through direct engagement with the passive market, ensuring access to talent not available through traditional channels.

Client Impact

The completed structure delivered immediate and lasting value:

• Expansion of commercial headcount by over one third within the programme period
• A fully aligned, technically credible sales structure
• Strengthened market coverage across multiple product areas
• The capability for leadership to execute growth strategy with pace and confidence