Case Study Snapshot
- Role: Senior Commercial Manager
- Sector: Fresh Produce and Foodservice
- Market: United Kingdom
- Search Type: Retained Executive Search
- Outcome: Senior commercial leader appointed to support post-Covid recovery
Supporting Business Recovery Through Commercial Leadership
Following the disruption caused by Covid-19, our client was focused on rebuilding revenue and strengthening customer relationships within the foodservice and convenience retail sectors.
To support this recovery, the business required a Senior Commercial Manager with strong sector knowledge and a proven ability to win new business. Given the urgency of the appointment and the scarcity of suitable candidates, the client engaged LCR International to lead this retained search.
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A Highly Targeted and Time-Critical Brief
The successful candidate needed extensive experience selling fresh produce into foodservice and convenience retail channels across the UK. Proven ability to develop new accounts and manage key relationships was essential.
Low response rates and a limited pool of professionals with this specific background made the search particularly challenging.
These factors required a focused and persistent engagement strategy.
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Driving Engagement in a Constrained Talent Market
LCR adopted a multi-channel search approach combining targeted headhunting, referral programmes, and direct engagement with known industry professionals.
We introduced a structured referral incentive and activated our existing network to broaden reach. Carefully crafted messaging and consistent follow-up increased response rates despite challenging market conditions.
Although the volume of interest extended the assessment phase, all candidates were evaluated using structured interviews and competency-based screening.
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Delivering a Market-Ready Commercial Leader
Through rigorous assessment, LCR developed a shortlist of highly aligned candidates. The client was able to move quickly, extending an offer after a single interview stage.
The successful candidate demonstrated immediate commercial credibility and strong understanding of the foodservice and convenience retail landscape.
Following appointment, they began rebuilding key accounts and supporting sustainable revenue growth.
