Camlab [Sales Director]

The Company

A global supplier of water-testing and laboratory equipment, supported by an outstanding service and maintenance function.

Founded by University of Cambridge graduates and headquartered in Over, Cambridgeshire, Camlab has built a strong reputation with over 65 years of unrivalled experience in their field. Camlab specialises in water analysis and process instruments, life science instrumentation, consumables and accessories, alongside an extensive range of laboratory equipment for pharmaceutical and industrial research.

Having already successfully supported Camlab with the recruitment of their Finance Director, we were asked to exclusively support them in recruiting a new UK Sales and Service Director.

The Recruitment Project

Camlab were at a pivotal stage, having recently launched their very first, own-branded water-testing product. The first of their own future product range, Camlab had a strategic plan to utilise this launch as a means of maximising sales channels, alongside further growth of a more formal service offering to clients. This presented Camlab with the opportunity to merge commercial sales and service within one position.

Solution

The search strategy was characterised by a three-pronged approach, incorporating formal advertising campaigns, database search and a targeted search of passive candidates. This generated an initial sample of 52 candidates. From this, we built a longlist of five candidates which were presented to Camlab’s Managing Director in a benchmarking meeting, and all five candidates were subsequently interviewed. All candidates longlisted were pre-interviewed by The ONE Group against the specific details in the recruitment brief, before being submitted to Camlab.

Open to applications from candidates both from inside and outside of industry, Camlab’s instruction was to focus our search on sourcing candidates with exceptional track records of sales management and business growth. A business of c. 50 employees, a strong cultural fit with Camlab was a further dimension integral to this recruitment campaign. The successful candidate needed to display motivation and ambition to succeed, balanced with strong interpersonal skills and the ability to progress to Managing Director at a later stage.

Three candidates were progressed to final stage interview, which included a formal presentation, panel interview and tour of Camlab’s site. We supported the Managing Director and his administrative team throughout all aspects of the recruitment campaign, including interview planning and formatting, timetabling and regularly communicating with candidates at each stage. This enabled a smooth and streamlined process.

The offer process was successfully concluded with the successful candidate joining Camlab two weeks later. The candidate was an experienced Commercial Director with decades of experience delivering sales growth and a proven track record in delivering change within the security industry.