Wickland Westcott

Global Sales Development Director

PZ Cussons is a FTSE 250 Company and a leading manufacturer and distributor of branded personal care and household cleansing products with operations in Africa, Australia, Asia and Europe. One of the key challenges facing the company in achieving its substantial growth targets has been the need to improve consistency and performance across the company's sales function. Previously the business units operated fairly independently and sales performance was personality driven and dependent on the incumbent. The CEO, Alex Kanellis, therefore instigated a review of the organisation's competence, systems and processes with a view to developing a new approach focused on providing solutions rather than merely shifting products.

As part of the drive to instil leading edge sales standards across the business, Wickland Westcott was tasked with finding a Global Sales Development Director to take ownership for the development of the company's global sales capability. The brief called for a demanding set of skills and experience given PZ Cusson's history, culture and diverse customer base. Stakeholder management skills were a prerequisite as it was a strategic role with a strong pragmatic bias and delivery orientation working with the Divisional Directors, sales teams and international academic institutions to enhance local performance. The company also needed an entrepreneurial Sales Director with an empathy for growing talent, who had hands on expertise growing business with global customers in competitive western markets and experience heading up sales teams in less developed countries.

A shortlist was presented with candidates from four continents who met the criteria. The successful candidate offered a combination of board level field sales experience working in an international matrix management environment coupled with sales training consultancy expertise. He also brought a natural ability to spot commercial opportunities, connect with people and raise their game.