Candidate profile: A commercial manager with a strong regional account base wanted a wider leadership role that combined sales strategy, customer retention and cross-border operational influence.

Challenge

The candidate had repeatedly been considered for senior positions but was viewed as a high-performing individual contributor rather than a future commercial leader. Their CV underplayed coaching, pricing and recovery work completed during difficult client situations.

Solution

Erdobar rebuilt the candidate’s positioning around leadership outcomes, including team performance, key-account retention and margin improvement. We matched them with a freight operator seeking someone who could stabilise a regional portfolio while building a more disciplined sales process.

Result

The candidate became Regional Commercial Director, leading a ten-person team across three markets. In the first year, their unit renewed 92% of strategic accounts and increased profitable revenue by 17% through a revised key-account operating model.

Related service: Talent Sourcing.