How we helped Agrana build their UK sales force with 2 strategic hires

 

Overview:

Agrana is an Austrian-based company specialising in food and ingredients, with a focus on fruit, starch, and sugar production. The company is known for its wide range of products and solutions that cater to various industries, including food and beverages, as well as pharmaceuticals and animal feed. Agrana operates globally, with production sites and subsidiaries in Europe, the Americas, and Asia.

In 2023, Agrana’s fruit division (fruit-based ingredients market, offering fruit preparations, fruit concentrates, and fruit juices) were looking to add a UK based Business Development Manager to take commercial responsibility for developing their UK, Dairy & Foodservice business channels. They already had a strong existing network in the dairy channel and needed someone with experience with this customer base who could come in and naturally take on responsibility with little disruption to their business.

Whereas the foodservice and QSR market was an entirely new market for them in the UK, but one that was a key part of their long-term strategy, considering their global presence within some of the leading accounts with the QSR channel.

 

Specific requirements for the search:

• Proven sales track record withing the B2B ingredients market.
• Experience network and knowledge in the dairy and ice-cream markets.
• Experience selling B2B ingredient solutions into the foodservice and QSR channel, working in close collaboration with internal NPD teams.

 

How we helped:

• Brief:Met with various stakeholders from the European HR and Commercial Leadership team in person at FiE and online, to understand the brief and each stakeholders’ expectations.
• Benchmarking: Gave detailed market insights to help align the salary budget with the market, to help the business attract the calibre of professional they were looking for.
• Market Map: Mapped the competition and similar organisations selling B2B ingredient solutions into the dairy and foodservice/QSR channels.
• Search: Created a list of 89 professionals coming from target market, or who had prior experience withing the desired area.
• Attract: Approached a smaller and highly targeted list of prospects about the opportunity, openly sharing key details on Agrana Fruit, the wider business, the vision for the UK market, and growth potential in the role.
• Present: Presented a shortlist of thoroughly screened professionals, including CVs, Video Introductions, Executive Summary’s and behavioural assessments.
• Interview and negotiations: Organized all stages of the interview process and handled all aspects of the offer and negotiation phase, aligning expectations of both internal stakeholders and candidates.
• Results: 2 exceptional professionals have now joined their team, these are:
  • Yasin Shaikh
  • Ryan Gaskin

 

The challenge:

Prior to starting the search, we highlighted a concern that we had regarding finding someone with expertise in both dairy and foodservice/QSR, as most organisations from our knowledge had different salespeople looking after each area.

The data from the search very quickly justified this concern and we shared the data back to the team at Agrana.

Using this evidence, Agrana acted and pivoted, and as a result they hired 2 professionals from the project:

• Yasin, a Dairy Technologist that had transitioned into sales, with an extremely strong knowledge of the dairy and non-dairy markets.
• Ryan, who had an enviable track record in building business from scratch in the QSR and Foodservice channel, particularly with major coffee chains.

Both have been a huge success and the feedback from with Agrana Fruit about their integration to the business has been exceptional.

 

Candidate Testimonials:

I am writing to express my sincere gratitude to Jamie for his exceptional work in securing me a position as a Sales and Business Development Manager at Agrana. From the initial consultation, Jamie demonstrated a genuine interest in my career goals and took the time to understand my skills and preferences. He provided valuable insights into the job market and offered guidance on my resume and interview preparation. To go above and beyond, he also took the time to connect on a personal level, which only added the trust gained over a short period of time. In my opinion, required to fully ensure you're comfortable taking the next steps together in securing a new role. Throughout the entire process, he maintained excellent communication, keeping me informed at every stage. Jamie's dedication and professionalism were evident and I truly appreciate his commitment to finding the right fit for me. I highly recommend Jamie to anyone seeking a rewarding career opportunity. - Ryan Gaskin

 

I had the pleasure of working with Jamie, and I must say, it was a truly exceptional experience. Right from the outset, Jamie provided crystal-clear insights into the opportunity and the specific requirements, ensuring that I had a solid understanding from the get-go. What truly sets Jamie apart is the unwavering support and invaluable guidance he provided throughout the entire process. From offering astute advice to delivering candid and constructive feedback from the employer, Jamie consistently went the extra mile to ensure my success. His responsiveness was impeccable, promptly addressing any questions or concerns, even beyond regular working hours. I genuinely believe that my successful employment with the new employer was a collaborative effort, and I owe a substantial debt of gratitude to Jamie. Beyond the professional aspects, our interactions also included insightful discussions about the food industry and personal matters, which added a unique and enjoyable dimension to our partnership. For anyone in the food business seeking new opportunities, I wholeheartedly recommend reaching out to Jamie. When the time is right for me, I certainly will. Jamie's expertise and dedication are second to none, making him a standout recruiter in the food industry. - Yasin Shaikh

 

If you are looking to expand your commercial team like Agrana, please contact us today to find out how we can help you achieve similar results.