Recruitment of a Sales Leader into a fast growing D2C Brand
Recruitment of a Sales Leader into a fast growing D2C Brand
A D2C Beauty Brand, operating in the UK and beyond, wanted to add an additional revenue stream and launch into retailers and wholesale.
Case Study:
Finding the right person to scale a D2C Beauty Brand into Retail and Wholesale
Client Background:
A fast-growing Direct-to-Consumer (D2C) beauty brand, known for its’ loyal customer base and strong social media presence, was ready to expand its market reach. Having experienced rapid success in Europe, the brand set its sights on entering both retail and wholesale channels across the UK and US.
Client Objective:
To hire an experienced sales leader with a strong network in global retail and wholesale distribution to lead this strategic expansion.
The Challenge:
- Transitioning from a D2C model into wholesale and retail posed several challenges:
- Navigating the complexities of bricks-and-mortar retail in two distinct markets
- Understanding the different regulatory environments and buyer expectations
- Finding a senior commercial hire with deep industry knowledge, and proven success in both UK and US markets
The client needed someone with:
- Strong buyer relationships and good category understanding
- Demonstrated experience launching new brands and working within an SME environment
- Cross-border expertise to scale the business in two regions concurrently
How TMR Group helped:
TMR Group partnered closely with the brand’s founders to define a precise recruitment brief, ensuring clarity on the role’s commercial objectives, growth targets, and cultural fit.
Leading the project was Sophie, a seasoned recruiter at TMR Group with deep expertise in beauty and wellness executive search.
What Sophie did:
- Conducted a market-mapping exercise to identify top-performing talent in beauty sales roles across the UK and US
- Engaged her established network to discreetly approach candidates with retail and wholesale expertise
- Screened for both commercial acumen and the agility to thrive in a fast-paced startup environment
- Within 2 weeks, Sophie presented a shortlist of high-calibre candidates, all with:
- Existing relationships with leading UK and US retailers like Sephora, Boots, Ulta, and Target
- Experience launching challenger brands into physical retail
- Strong cultural alignment with the brand’s values and fast-moving, entrepreneurial energy
The Result:
The selected candidate was hired to spearhead the move into retail and wholesale, without cannibalising their D2C opportunity and successful history. Within their first 6 months, they:
- Secured listings with major UK retailers and signed US distribution agreements
- Built out a retail activation and trade marketing strategy tailored to each market
- Laid the foundation for long-term revenue growth beyond the D2C channel
If you would like more information on working with us please call 01675 624500 or mail us here – Recruitment