Case Study
Lingerie & Swimwear

International Sales Director

Case-Study-6

The Client:

A global leader in luxury lingerie and swimwear renowned for innovation and with an excellent reputation for their fit, design and technical ability. They have nurtured and developed a collection of unique brands with distinctive personalities to build a global network of wholesale stockists and retail stores in 52 countries.

The Brief:

We were briefed to find a Global Sales Director. The company’s strategy was clear from the beginning: they required an ambassador who would be brand sensitive and share the CEO’s vision in capitalising on the increasing yet competitive lingerie market. However, experience in the lingerie industry was not a prerequisite. The right candidate would be the person to lead the company through the next stage of its expansion; opening retail stores, developing global franchises and establishing licenses in footwear and accessories. This would be in addition to the normal duties of managing their head offices in the UK, US, Germany and Hong Kong – a structured system that employed 200 staff responsible for 5000 points of sale.

The Search:

Our task was to find a candidate who would share an inherent synergy with the product and to ascertain if they could manage a highly visible front-line role and bring a clear commercial focus across a broad span of control, including team management, cross functional relationships and revenue accountability.

The Placement:

A shortlist of candidates was introduced and interviewed but it was clear that there was one stand-out candidate possessing the presence, personality and stature to deliver business excellence and results.
Although she had no lingerie or swimwear experience, this candidate had a formidable track record of implementing growth plus the emotional intelligence and business acumen to act as a close and highly influential partner to the CEO. These valuable attributes could only have been gained from her previous roles as Managing Director for two luxury ready-to-wear brands.

With an equal feeling of kinship, the company’s offer was accepted with enthusiasm and upon starting, the candidate made an immediate impact on the teams internationally.