12/01/2023
How a two-step building materials distributor worked with Misura Group to restructure their leadership team and hire a Senior VP of Sales.
EXECUTIVE SUMMARY:
A building materials distributor, selling commodity and specialty products to dealers across the United States, completed five acquisitions in three years, doubling the size of the business from $200m to $400m. Integration was an issue with sales leadership at the newly acquired locations, the compensation program was not based on performance, and there was a clear divide between the East Coast and West Coast regions. This resulted in sales employees leaving with their book of business.
After conducting an onsite assessment, Misura Group determined the best path would be to restructure the organizational chart - hire a President to take over daily operations and a Senior VP of Sales to oversee the sales organization.
The onsite assessment revealed an internal candidate for the President role, the VP of Purchasing. Misura Group recruited a Senior VP of Sales that was a strategic and visionary leader, strong team builder, with a proven history of success creating and implementing systems and structure.
The result:
The company grew from $400m to $600m with 7% profit.
THE CHALLENGE:
ACQUISITION INTEGRATION
Our client is a building materials distribution company selling commodity and specialty products to dealers across the United States. The company was aggressively growing, having completed five acquisitions in three years, doubling the size of the business from $200m to $400m.
Integration was an issue with sales leadership at the newly acquired locations. The compensation program was not based on performance, there was no consistency between locations, and there was a clear divide between the East Coast and West Coast regions. A regional VP of Sales left the company, taking 15 people and their $100m book of business with them.
OUR SOLUTION:
ON-SITE ASSESSMENT
The owner was willing to embrace that the company had outgrown their leadership style and worked with Misura Group to restructure the organizational chart. After conducting an onsite assessment including 360 reviews, Misura Group determined the best path would be to hire a President to take over daily operations and a Senior VP of Sales to oversee the sales organization. The owner would focus on engaging with customers and employees.
The onsite assessment revealed an internal candidate for the President role, the VP of Purchasing. Misura Group recruited a Senior VP of Sales that was a strategic and visionary leader, strong team builder, with a proven history of success creating and implementing systems and structure.
THE RESULTS:
The Senior VP of Sales assessed the market, developed cohesive branding, and gained the trust of key talented people on the team. Within 12 months, the West Coast sales leader left the company, the new Senior VP of Sales had turned over 50% of team and rebuilt the culture to eliminate the east and west labels and bring everyone together under one compensation program.
The company grew from $400m to $600m with 7% profit.
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