Case Study: Supporting Growth Through Strategic Recruitment

BBL Batteries & Glen Callum Associates

Finding the Right Sales Professional to Support a Growing Business

When BBL Batteries identified the need to strengthen its sales team with a brand-new field-based sales position, the business needed more than a CV Provider. They needed a trusted recruitment partner who understood their culture, customer base and long-term ambitions.

Having worked with BBL Batteries for many years, Glen Callum Associates already understood their culture, their customers and the qualities that would make someone successful in the role. That insight meant we could focus on finding the right long-term fit, rather than simply filling a vacancy.

Understanding the Requirement

In April, we had a catch up with Erika, Director at BBL Batteries to discuss their plans for growth. As a well-established, family-run business with an outstanding reputation in the battery supply industry, BBL Batteries had identified an opportunity to further support customers across its five South West branches through the appointment of a dedicated Field Sales Representative.

The brief was clear. The successful candidate would need to be an experienced field sales professional capable of developing relationships with existing customers while also identifying and securing new business opportunities. Experience within the battery sector would be advantageous, but the business was equally open to candidates from allied industries with similar routes to market and customer profiles.

This flexibility, combined with BBL Batteries’ strong reputation and supportive culture, created an exciting opportunity for the right individual.

Taking a Proactive Approach

Following our initial consultation, we developed a tailored recruitment strategy designed specifically for the role.

Alongside creating a detailed job description and targeted social media campaign, we recognised that the strongest candidates in today’s market are often not actively applying for jobs. With this in mind, we implemented a proactive search strategy, leveraging both our extensive industry network and wider market research to identify suitable individuals.

Our proactive search strategy generated a strong shortlist of candidates. Each was assessed not only on experience but also on cultural fit and long-term potential within BBL Batteries.

Among the shortlisted individuals, one candidate in particular stood out – John.

Identifying the Right Fit

John’s background immediately demonstrated an excellent fit for both the role and the company culture. Having built a successful career within automotive consumables distribution, he possessed extensive experience working with a customer base and route to market closely aligned to that of BBL Batteries.

Equally important was his motivation. After many successful years with his existing employer, John was seeking a fresh challenge and an opportunity where he could make a significant impact.

Through a series of in-depth conversations, we explored not only his experience but also his career ambitions, working preferences and the type of organisation in which he could see himself thriving.

As discussions progressed, it became increasingly clear that BBL Batteries offered exactly the environment he was looking for. The company’s family values, strong heritage and ambitious growth plans resonated strongly with John, and he was keen to be considered for the role.

Managing a Successful Recruitment Process

Following a positive review of John’s CV, interviews were arranged with the Directors of BBL Batteries.

As part of our consultative approach, we supported John throughout the process, sharing our knowledge of the business, helping him understand the opportunity in greater detail and providing interview guidance. Whilst an experienced professional, it had been several years since John’s last interview, so ensuring he felt prepared and confident was an important part of the process.

The first-stage interview proved highly successful. John met the senior leadership team, gained a thorough understanding of the role and was given a comprehensive introduction to the business, including a tour of the Head Office facilities.

The Directors were particularly struck by John’s grasp of the customer base and his clear enthusiasm for the route to market, qualities that gave them real confidence in his ability to hit the ground running.

Feedback from both parties was overwhelmingly positive.

Once all interviews had been completed, the Directors were unanimous: John was the right fit. Given the depth of the initial meeting and the strong alignment on both sides, they took the decision to move directly to offer stage.

Supporting Both Parties Beyond the Offer

Once John accepted, the focus shifted to a smooth handover from acceptance to start date.

We worked closely throughout this period with John and the team at BBL Batteries, facilitating discussions, managing expectations, and staying in regular contact with both parties during his notice period. This included supporting John as he tendered his resignation and coordinating his references.

BBL Batteries matched this with their own commitment to a strong start. Ahead of John’s first day, the team kept in regular touch, introduced him to colleagues across the five branches he’d be supporting, and put together a structured onboarding plan so he could get up to speed quickly and start building relationships with customers from day one.

John joined BBL Batteries in July and has already begun to settle into his new role, supporting customers across the Southwest and contributing to the next phase of the company’s growth journey.

In Their Words

“We have used Kayleigh for many years and she has rarely failed to find us exactly the right person for the job we’re filling.

Sometimes we don’t make it easy for her as we cast our net wide in the jobs market to satisfy our own curiosity, but time and again, especially compared to other very ‘slapdash, put 2+2 together and I make my commission’ agents, Kayleigh stands out.

She’s really taken the time to know us as a company and to establish whether a candidate will genuinely be a good fit before proposing them. In a sea of CVs and agents, that’s very refreshing.”

Erika, Director, BBL Batteries

Looking Ahead

For BBL Batteries, John represents more than a hire…the right person, at the right time, for a business committed to continued growth and exceptional customer service.

As BBL Batteries continues to invest in its people and strengthen customer relationships across the region, we’re glad to keep supporting their growth plans.

Kayleigh Bradley is a Recruitment Consultant at Glen Callum Associates, specialising in sales and commercial recruitment across the automotive aftermarket and allied sectors.

This assignment was delivered by Kayleigh, who has worked with BBL Batteries over a number of years and understands both the business and the market in which it operates. Kayleigh reflects on her work with BBL Batteries –

“I’ve enjoyed working with Erika and the wider team at BBL Batteries for many years. They have built an impressive business based on expertise, customer service and strong family values, which makes them a rewarding company to recruit for. It’s always gratifying to see great candidates join the team and go on to build successful careers within the business.”