Architectural Lighting Works (ALW)

A leading US manufacturer of high-quality architectural lighting solutions, renowned for their innovative designs and commitment to energy efficiency.

The Partnership.

ALW, a prominent player in the US architectural lighting market, partnered with Crossley Scott to recruit a highly experienced Vice President of Sales. Recognizing the critical importance of this leadership role to their continued growth and market expansion, ALW sought a recruitment partner with a proven track record of sourcing top-tier talent within the lighting industry. Crossley Scott’s specialist knowledge and global reach positioned them as the ideal partner for this strategic hire.

The challenges they were facing.

ALW required a VP of Sales with deep-rooted experience in the architectural lighting sector and a demonstrable history of leading and scaling sales teams within the US market. The ideal candidate needed a strong understanding of the specification sales process, established relationships with architects and designers, and the strategic acumen to drive revenue growth in a competitive landscape. Finding a candidate with this specific blend of industry expertise and leadership capabilities presented a significant recruitment challenge.

The solutions we presented.

Crossley Scott’s consultant, Jordan, took a proactive and strategic approach to this critical assignment. Understanding the nuances of the architectural lighting market and ALW’s specific requirements, the process involved:

• Targeted Global Search: Leveraging Crossley Scott’s international network and specialist databases to identify senior sales leaders with relevant experience within the US architectural lighting industry.
• Confidentiality Assurance: As per ALW’s request, a non-disclosure agreement was implemented for all candidates to ensure the utmost discretion throughout the process.
• Rigorous Candidate Evaluation: A multi-stage process was implemented to thoroughly assess candidate suitability:
  • Shortlist of 8 candidates: An initial pool of highly qualified individuals was presented to ALW.
  • 1st Stage Interviews (6 candidates): The client commented how surprised he was that a UK-based recruiter could access such a strong pool of talent within the US market! 6 candidates were selected for in-depth interviews to further evaluate experience and cultural fit.
  • 2nd Stage Interviews (4 candidates): A more focused assessment of strategic capabilities and leadership style.
  • 3rd Stage Interview (1 candidate): The final stage focused on alignment with ALW’s long-term vision and goals.
• Efficient Time Management: The entire process was managed effectively, resulting in a successful offer within a 5-week timeframe.

Results.

Following the rigorous selection process, Brian Maite was identified as the ideal candidate and accepted the position of VP of Sales at ALW. Brian brought a wealth of experience in architectural lighting sales leadership and a strong network within the US market.

Testimonial from Brian Maite:

“I can not say enough about Jordan as he brought a very specific and meaningful role to my attention. He was well informed, professional, and showed incredible strategic thinking. His support of me throughout the process was second to none. Jordan possesses not just the technical and professional aspects of recruiting but he is able to provide a strategic outcome for both parties. His understanding of my needs in addition to the companies needs was excellent and his engagement, discretion, and polish make him stand out from the rest. I cannot thank Jordan enough for bringing to my attention, a role that spoke to my background, growth aspirations, and cultural fit. If you need a resource that can not only navigate, but also, help you strategize and position your next significant role, then you should consider Jordan.”