case study

Building a High-Performing Sales Team for Kilsaran

Kilsaran

Company

Building Materials

Sector

15

Vacancies filled

Natalie Chapman

Recruiter

A leading manufacturer in the building materials sector embarked on a major expansion in the UK. To support this growth, they needed a strong sales team, so wanted to hire multiple Area Sales Managers and a National Sales Manager.

However, they faced significant recruitment challenges:

Required a full UK Team: Kilsaran needed to recruit a full UK business and structure to support their business objectives and 5-year plan
Lack of brand awareness in the UK market: The company had traded on and off in the UK over a 10-year period and had several larger more established competitors which made recruiting for an unknown entity that much harder despite their infrastructure
Recruitment inefficiencies: Their hiring efforts prior to working with SW had been transactional, not strategic, leading to mismatches and slow progress. Also there had never been a mass recruitment need.

To successfully expand, they needed a recruitment partner who could not only source the right talent but also act as a strategic advisor. Helping them refine their hiring approach and build a cohesive and high-performing team.

We believe recruitment is more than filling roles, it’s about building successful teams that last. Our approach with Kilsaran was highly consultative and strategic.

Nat, our Building Materials Divisional Manager, had known the National Sales Manager candidate for 6-7 years before placing him. This deep understanding of the industry and its talent pool allowed us to identify the right people quickly and confidently.

Here’s how our ‘recruitment done right’ approach went:

In-depth business immersion: Nat travelled to Ireland multiple times, interviewing key stakeholders, including one of the owners, to fully grasp the company’s ethos, mistakes, and future direction.
Tailored recruitment strategy: Since Kilsaran wasn’t initially sure what they needed, we presented multiple candidate options, acting as a sounding board to refine their hiring decisions.
Consultative approach beyond hiring: We advised on salary expectations, market trends, and headhunting strategies, ensuring Kilsaran made competitive offers that attracted the right people.
Flexible, personalised communication: Whether it was early-morning calls, catch-ups during commutes, or in-depth hiring strategy meetings, we adapted to Kilsaran’s needs and available to keep the process smooth and efficient.

And even when a competing recruiter sent over 10 CVs in an hour and Kilsaran questioned why we hadn’t been able to do this. Nat proved our value by identifying why every single one wasn’t right. She had already vetted them and chosen not to send them over as it would’ve been useless.

Our rigorous selection ensured Kilsaran only saw the CVs of and met with candidates who were truly aligned with their goals.

A significant proportion of Kilsaran’s UK sales team was successfully placed, including National Sales Manager Steve Fisher and multiple Area Sales Managers.

Our strategic, hands-on approach delivered outstanding results:

Key roles filled in 3-4 weeks: (excluding notice periods) due to our efficient process and strong client trust.
Long-term retention: Candidates placed through us stayed and thrived in their roles, ensuring stability and business continuity.
Quality over quantity: Every hire was carefully selected to fit both the role and the company culture, leading to a stronger, more cohesive team.
Adaptability & expertise: When a new contract required highly experienced candidates, we advised on increasing salary expectations to attract top talent, leading to a faster, more effective hiring process.

It made a lasting impact on the candidates as well:

Candidates appreciated the transparency, insight, and preparation we provided.
The new hires gelled together, creating a stronger and more effective sales force.
The company’s reputation as an employer significantly improved, with a positive impact across the UK market.

By truly understanding Kilsaran’s business and aligning recruitment with their strategic goals, we didn’t just fill jobs… we helped build a team that will drive their growth for years to come.

Client Testimonial

“Nat and the team at Stirling and Warrington have been instrumental over the past few years in supporting both myself and Kilsaran with the structuring and recruitment of key candidates for our business.

As our business has evolved, so too have our recruitment needs – and Nat has consistently adapted her approach to suit. She has worked in a highly collaborative and professional manner, always taking the time to understand our requirements in detail and ensuring the right fit for each role.

Her insight, responsiveness, and genuine interest in the development of our business have made her a valued partner. I look forward to continuing our relationship as Kilsaran grows in the UK market.” – Steve Fisher, UK Business Manager

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