CASE STUDY: HVAC MANUFACTURE

Supporting a UK HVAC manufacturer to strengthen sales leadership, expand specification capability and build a more effective commercial organisation.

20+

STRATEGIC HIRES DELIVERED

2-Year

SEARCH PROGRAMME

50%

COMPLETED YEAR ONE PROGRAMME AHEAD OF SCHEDULE

2.6:1

INTERVIEW-TO-OFFER RATIO

ENGAGEMENT BRIEF

Sector: Thermal & Building Infrastructure

Sub-sector: HVAC Manufacturer

Geography: UK

Ownership: Private, Privately Held

Size: £20-30M

THE BUSINESS

A well-established UK HVAC manufacturer was investing in its commercial capability to support future growth. As customer requirements evolved and specification-led sales became increasingly important, the business needed to strengthen leadership across key commercial functions while building greater consistency throughout its sales organisation.

OBJECTIVES & MANDATE

The mandate combined commercial transformation objectives with a multi-hire team buildout requirement

Commercial Objectives

• Support the transition from a contractor-led model to a specification-led commercial approach
• Strengthen positioning across key sectors, including education and healthcare
• Increase early-stage engagement with consultants and specifiers
• Align commercial capability with evolving energy and building performance demands

Hiring Objectives

• Build a team of technical, specification-led sales engineers across the UK
• Appoint senior key account managers aligned to sector-focused growth
• Establish regional leadership to support team structure and scale
• Deliver a structured, multi-hire programme across a 2-year period

THE OUTCOME

Over a two-year engagement, Lambull supported the client through a series of strategic commercial appointments across sales leadership, key account management, specification and regional commercial functions. The result was a stronger commercial structure aligned with the company's long-term growth objectives while reducing reliance on external recruitment.

The challenge was not a single hire, but building a cohesive, specification-led commercial team

Key impact areas included:

• Establishment of a specification-led sales function aligned to evolving market dynamics
• Stronger positioning across key sectors, including education and healthcare
• Improved alignment between technical, commercial, and product teams
• Reduced reliance on external recruitment through a more efficient hiring model

As a result, the organisation is now better equipped to compete in a market increasingly driven by technical specification and early-stage influence.

More importantly, it created a scalable hiring model aligned to future growth.

"Extremely professional partner, who delivered exceptional candidates."

Steven is an extremely professional head-hunter. Their vast experience and focus on understanding our business vision helped us develop a clearer recruitment approach, which added tremendous value and therefore positioned them naturally as a true business partner.

We have successfully employed numerous exceptional candidates since working together over the past year, and we are excited to continue collaborating with them to execute a key element of our HR strategy.

"Hard-working, focused and dynamic in his approach, and constantly brings outstanding candidate options to the table for each role"

Stevens' ability to demonstrate an immediate understanding of the candidate market & also the right recruitment structure to sit alongside the business's growth plans meant that, as a company, we had no hesitation in agreeing a 12-month retained services agreement. This was such a successful recruitment drive for us that we were delighted to extend that retained basis out to 24 months.