Executive Search for a Chief Commercial Officer for an Aviation Software Business
Business Type: Aviation Software
Location: Europe
Executive Search Team: Aimee Simpson, Executive Search Consultant & Aviation Recruitment Team Leader
Our client, an Aviation Software provider was seeking to replace their outgoing Chief Commercial Officer (CCO).
The CEO and Head of People made an inbound enquiry to GOOSE Recruitment based on our reputation in Aviation Executive Search.
The Challenge
Our client was a smaller business looking to distance itself from larger corporate norms. They faced challenges in selling the opportunity within this new start-up environment and struggled to find a candidate with the right balance of commercial acumen and product expertise. Additionally, they needed someone experienced in managing remote teams and accustomed to working remotely themselves.
The Solution
1. Client Needs Assessment:
We conducted three in-depth meetings—one with the CEO and two with the Head of People—to fully understand their requirements, emphasising leadership, change management, and growth objectives. Having previously worked with a generalist executive search firm that failed to deliver, we recognised the importance of grasping the nuances of this search and the imperativeness of conducting a successful search.
2. Employer Value Proposition:
We collaborated with the Head of People to craft a compelling narrative of this opportunity ensuring it resonated with potential candidates.
3. Compensation Advice:
We provided clear compensation guidelines upfront to align expectations and maximise interest within the client’s budget.
4. Market Mapping & Candidate Sourcing:
Extensive market research was conducted to understand the aviation software and technology landscape. We leveraged our expertise in aviation recruitment to identify candidates with overlapping skill sets, ensuring a comprehensive approach to sourcing top talent within this dynamic sector.
5. Proactive Candidate Engagement:
Leveraging both GOOSE and client branding, we proactively connected with targeted candidates, highlighting the exceptional opportunity to drive commercial leadership and spearhead transformative initiatives within the business.
6. Comprehensive Interviews:
We conducted detailed interviews, presenting the client’s value proposition while evaluating candidates’ fit for the role based on their experience and alignment with the start-up culture.
7. Refined Shortlist:
After multiple interview rounds, we presented a strong shortlist of highly qualified candidates, including individuals from various regions and international markets. We facilitated face-to-face interviews in London, UK for the final three candidates.
8. Final Selection & Offer Management:
We supported the client through the final interview and offer stages. The client was initially torn between two candidates, and our expertise helped guide them toward a choice that brought energy, enthusiasm, and a mindset well-suited for a start-up environment.
The Results
We successfully placed a dynamic CCO who had extensive experience in the aviation sector. Their background in leading transformative initiatives and managing remote teams has already resulted in immediate improvements in the company’s sales strategies and overall market positioning. In the long term, the client has benefited from enhanced operational efficiencies and a renewed focus on growth. Our ongoing partnership has seen us assist in filling various roles as the business continues to expand.
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