Commercial Director

The Client

Heat Merchants Group (HMG) is a leading distributor of heating, plumbing, and renewable energy solutions in Ireland, operating through its brands Heat Merchants, Tubs & Tiles, and Bassets. As part of the UK-based Wolseley Group, HMG is a key player in the Irish market, with 42 branches across the country. The company offers a broad portfolio of domestic and commercial products, supported by technical design and estimation services. Following its acquisition by Wolseley Group, HMG is in a period of strategic growth, with ambitious plans to expand its network.

The Requirement

HMG sought to appoint a Commercial Director to join its Executive Management Team and lead the design and implementation of the company’s commercial strategy. The role was newly created to drive the company’s ambitious growth objectives, including expanding its branch network and exploring potential acquisitions. The Commercial Director would be responsible for overseeing critical functions such as Purchasing, Pricing, Marketing, and Service & Warranty teams within HMG. The ideal candidate needed to have a strong commercial background, with proven experience in strategic planning, leadership, and operational execution in a multi-branch or multi-location business environment.

The Solution

The executive search process for the Commercial Director role was designed to identify a highly skilled individual who could contribute to the strategic growth and market positioning of Heat Merchants Group. A comprehensive consultation with the senior leadership team at HMG was conducted to fully understand the company’s strategic objectives, culture, and the specific needs of the Commercial Director role. Leveraging a targeted search strategy, our executive search team identified high-calibre candidates with the requisite experience in commercial strategy, leadership, and the ability to navigate the complexities of a large distribution network. Candidates were sourced from within the construction and building materials sector, as well as from broader commercial roles in similar industries, ensuring a broad pool of potential candidates with the skills to align with HMG’s specific needs.

The Outcome

The appointed Commercial Director brought a wealth of experience in commercial strategy and operational leadership, particularly within multi-location businesses. With a strong background in strategic sales, purchasing, pricing, and team leadership, the new Commercial Director was able to quickly integrate into HMG’s Executive Management Team and begin implementing key strategic initiatives. The appointment of the Commercial Director not only filled a critical leadership gap but also enabled HMG to continue its growth momentum in a highly competitive market.