Case Study

PROBLEM

Our client, CARMA Corp., a market-leading home services company (submetering & billing solutions) backed by financial sponsor, TerraNova Partners, mandated DES to lead a search to identify a new Vice President, Sales for the organization.

This role required candidates to develop a structured sales plan, collaborate with the senior leadership team on new products & distribution channels, and create a sense of ownership among the sales team. There was an emphasis on enhanced data analytics and reporting to enable the sponsor and company management) to make more informed decisions about growth and new markets. This was a cross-border assignment, with candidates from the U.S. and Canada.

APPROACH

We targeted candidates who brought strong relationships in CARMA's end markets, as well as an inspiring people-leadership style to lead the team. The search committee valued sales leaders whose gravitas allowed them to connect easily with prospective customers and build trust with internal colleagues. Driving a culture of accountability (CRM, sales plans, targets) was viewed as an important element of success.