Account Manager, Midlands
An independent professional-hair distributor needed an experienced regional Account Manager to develop a 300-account territory after its own hiring activity had not secured the right person.
The appointment
Commercial growth across an established salon territory.
The Account Manager would manage an existing base of approximately 300 salon accounts across the Midlands and increase the profitability of the territory.
The client needed somebody with professional product knowledge, trusted salon relationships, consultative listening skills and evidence of both account development and new-business growth.
The challenge
Several package constraints reduced an already competitive market.
- A four-day working week and no company-car option.
- A salary below the wider manufacturer market.
- Limited career progression within a smaller independent business.
- Lower candidate interest in moving from manufacturers to distribution.
- Strong competition for proven direct-to-salon experience.
- The client had already attempted the search internally.
The search strategy
A complete map of relevant regional talent.
EB Talent mapped current and former Account Managers across the territory with direct salon-sales experience. The research created an informed target list rather than relying on active applicants.
Emma also helped the client introduce a more structured interview process. Questions were built around the behavioural competencies agreed at the start of the assignment, with support continuing through interviews, decision-making and offer management.
The result
The appointment was completed within one month.
Despite the package limitations and the urgency of the requirement, the search moved from the initial briefing to successful completion within one month.
The client gained a clearly structured selection process, visibility of the relevant regional market and close support through to an accepted offer.