Case Study
Building Commercial Momentum in a High-Growth Industrial Business
Boyden partnered with a leading specialty manufacturer to identify a growth-focused sales executive to drive expansion across new verticals and global markets.
The Client
Our client, a specialty manufacturer providing advanced heat treatment solutions for hostile environments, serves multiple industrial sectors with applications designed for low-carbon steel. Following years of refining its proprietary process, the organization, backed by an innovative private equity investor, achieved an impressive 85% market share within its core segment.
The Challenge
With a strong technical leadership team already in place, the company set its sights on broadening its market presence. To achieve this, it required a Director of Sales and Business Development capable of driving expansion into new markets and geographies while deepening penetration across existing customer bases.
The role demanded a leader who could address five strategic growth priorities:
- Expand product use per application through data-driven design strategies.
- Enter new vertical markets.
- Develop international growth through third-party partnerships.
- Grow the secondary accessories business.
- Leverage new R&D initiatives to disrupt the market and strengthen competitive advantage.
Candidates needed a proven ability to sell differentiated technical services to asset reliability and corrosion protection professionals, while identifying and cultivating opportunities that others might overlook.
The Solution
Boyden conducted a highly targeted search across related industrial sectors, focusing on commercially oriented leaders with a blend of technical knowledge and entrepreneurial drive. The process emphasized individuals who had successfully built or scaled business units offering complex, value-added services to engineering and manufacturing clients.
The Results
The successful candidate had previously led the rapid growth of a comparable technology company, achieving an eight-fold sales increase within nine months. Their proven ability to expand key accounts, attract new customers, and leverage data-driven marketing and presentation strategies positioned them as a transformative commercial leader for the client.
The Impact
By adding this strategic commercial leader, the organization is now positioned to accelerate entry into new verticals, expand internationally, and fully capitalize on its R&D innovations. The appointment has strengthened the company’s ability to balance technical excellence with commercial growth, sustaining its leadership in a competitive global market.
