Case Study Snapshot
- Role: Business Development Manager
- Sector: Fresh Produce
- Market: South Africa
- Search Type: Exclusive Retained Executive Search
- Outcome: Senior commercial leader appointed to support regional market entry
Supporting Expansion into a Strategic Growth Market
As part of its international growth strategy, our client was preparing to enter the South African fresh produce market. To support this expansion, the business required a Business Development Manager with the technical understanding and commercial capability to establish operations and build early market momentum.
The role was central to developing regional partnerships, strengthening product positioning, and supporting long-term growth. Recognising the difficulty of sourcing suitable candidates locally, the client engaged LCR International to manage this critical appointment.
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A Time-Sensitive and Highly Targeted Brief
The successful candidate needed a rare combination of technical knowledge, commercial experience, and local market insight. Strong communication skills were essential, particularly in navigating language and cultural differences.
Candidate retention was a key concern, with competition for experienced professionals in the region increasing hiring risk. In addition, the business required progress within defined timeframes linked to its wider expansion plans.
These factors made the search both complex and time-sensitive.
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Building Alignment and Managing Stakeholder Expectations
As this was a new client relationship, LCR began with a series of detailed meetings involving the CHRO and senior leadership team. These discussions focused on understanding organisational culture, long-term objectives, and the strategic importance of the role.
Clear hiring criteria, realistic timelines, and agreed communication structures were established early. Throughout the process, LCR provided regular updates and incorporated client feedback to maintain alignment and momentum.
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Delivering a Market-Ready Commercial Leader
LCR conducted a comprehensive regional search, combining targeted market mapping with direct outreach to relevant professionals. Despite a limited candidate pool, every suitable profile was assessed against technical, commercial, and cultural requirements.
This disciplined approach ensured that no viable candidate was overlooked. The client ultimately appointed a Business Development Manager with the experience and market understanding required to lead regional development.
The successful hire provided a strong foundation for the client’s South African operations and early commercial growth.
