Determine whether the model is wrong, the seat is wrong, or both.
Sometimes the commercial model is wrong. Sometimes the person in the seat is wrong. NovusMarc assesses the strategy, organization, authority and leadership level before recommending a change. Loom Haven Advisors executes the search when new talent is actually required.
Do not replace a leader before understanding the system around the seat.
The model may be wrong
The wrong channel, economics, resources, positioning or authority structure can make a capable leader look ineffective. Correct the model before judging the person against it.
The seat may be underpowered
A role designed as a senior sales representative position cannot quietly absorb country leadership, general management, channel strategy and headquarters alignment. Define the level the business actually requires.
Execution still depends on people
Once the model and seat are sound, the leader must still understand the channel, build the team and deliver the operating cadence. That is where NovusMarc's channel record changes the search specification.
Before replacing the sales leader, determine whether the problem is talent or the model.
The seats required to execute the model.
The work spans manufacturers, suppliers, distributors, dealers, international entrants and domestic U.S. businesses. Search can be retained or contingent, depending on the role.
C-suite and commercial leadership
Chief revenue officers, general managers, and commercial leaders who can take the plan and run it, permanent or interim.
National account managers & directors
The person who owns the retailer or distributor relationship: the line review, the program calendar, the scorecard, the number.
VP Sales & channel sales leadership
Leaders who can run big-box, pro, and distribution as three different businesses, because they are.
Top-producing hunters
Sellers with a live network in the accounts you are trying to open, and a track record of converting it. The profile that produces a result early enough to prove the model.
Sales operations
Forecasting, program administration, chargeback recovery, deduction management. The machinery behind the account.
Category & program management
Talent that speaks the merchant's language: resets, planograms, program economics, promotional execution.
We know what commercial talent succeeds in big-box.
The Managing Director spent more than two decades in US big-box retail, operating a ~$1B commercial B2B distribution P&L and leading human resources for a $3B North American subsidiary. We know what commercial talent succeeds in big-box and pro-channel relationships because we have led the organizations that depend on it.
Loom Haven Advisors. A NovusMarc Company.
Real search infrastructure, not a solo recruiter: dedicated research, structured processes, and retained and contingent models across executive and specialized roles, extended by vetted staffing partners for volume and specialty go-to-market hiring. The search firm is owned, which is why the specification comes from operators who have run this channel and the network, the standards, and the accountability all sit inside the group.
Discuss the model before opening the search.
A direct conversation about the commercial challenge, the organization and whether leadership or talent is actually the constraint.
Discuss Your Commercial Challenge