Watson-Marlow Fluid Technology Solutions (WMFTS), a subsidiary of the Spirax Group and a global leader in thermal energy and fluid technology, recently faced a pivotal moment in its US operations. The organisation sought rapid expansion into two complex markets, industrial and life sciences. To achieve this, WMFTS turned to Mercury Hampton, a trusted partner known for its forward-thinking, embedded recruitment model. The goal? To fill six specialist sales positions in record time without compromising on quality or cultural fit.
This strategic partnership not only delivered outstanding results but also demonstrated how an embedded recruitment approach, bolstered by sector expertise and innovative methods, can tackle the toughest hiring challenges.
Understanding the Challenge
WMFTS had ambitious plans to expand their territory in the United States, a market critical to their global growth strategy. However, the organisation faced significant obstacles that risked derailing these goals.
One pressing issue was the prolonged vacancy of the West Coast DSM OEM sales role, which had remained unfilled for over 12 months, putting a strain on the organisation’s operational efficiency. Simultaneously, the business required five additional specialist sales positions to support its rapid growth. Finding high-calibre candidates with the technical expertise and an ability to integrate seamlessly into WMFTS’s values-driven culture posed a considerable challenge.
Traditional recruitment routes, such as job boards and generalist agencies, proved inadequate for such highly specialised roles under these time-sensitive conditions. WMFTS required a proactive, tailored approach to ensure the right hires were made in the right timeframe.
A Proven Recruitment Partner
Mercury Hampton was no stranger to WMFTS. The partnership had already produced outstanding recruitment outcomes in both the UK and US markets. Key successes included the appointment of Aaron Yeaton as Regional General Manager and another standout placement as Head of Operational Excellence.
Aaron’s positive experience as a candidate further solidified Mercury Hampton’s reputation for delivering excellence. Naturally, when his commercial team needed urgent recruitment support, Mercury Hampton was the first choice.
A Tailored Embedded Approach
To meet WMFTS’s requirements under challenging circumstances, Mercury Hampton implemented their embedded recruitment model. This specialised approach integrated seamlessly with WMFTS’s internal teams, ensuring aligned objectives and a shared sense of urgency.
Transparent, Fixed-Fee Model
Central to Mercury Hampton’s approach was their fixed-fee model, offering cost certainty and transparency across all six roles. This method stands in stark contrast to traditional agencies, which commonly charge commission fees of up to 30% of a candidate’s annual salary.
Targeted Industry Expertise
Mercury Hampton’s team comprised consultants with deep specialisation in the industrial and life sciences sectors. They leveraged their extensive networks and market insight to pinpoint qualified talent, bypassing the limitations of traditional candidate pools.
Headhunting for Hard-to-Fill Roles
For challenging roles such as the DSM OEM West Coast position, Mercury Hampton prioritised direct headhunting to source top-tier, passive candidates. This approach focused on individuals who were not actively seeking new opportunities but were a perfect fit for WMFTS’s strategic aims.
Cultural and Behavioural Alignment
Mercury Hampton understands that success in hiring extends far beyond technical qualifications. Through behavioural assessments and cultural evaluations, they ensured that every shortlisted candidate reflected WMFTS’s values and long-term vision.
Key Success Factors
Several key elements were instrumental in the project’s success:
- Embedded Recruitment Model: By operating as an integrated extension of WMFTS, Mercury Hampton delivered aligned solutions with seamless collaboration.
- Fixed-Fee Structure: This approach enabled exceptional cost control and full financial transparency, allowing WMFTS to allocate resources more effectively.
- Sector Expertise: Consultants skilled in the industrial and life sciences markets successfully managed multiple hires simultaneously, maintaining quality throughout.
- Commitment to High Standards: Mercury Hampton’s prioritisation of candidate care, as demonstrated during Aaron Yeaton’s hiring, translated into a consistent, positive candidate experience for all stakeholders.
- Proactive Communication: Open dialogue and regular updates ensured trust and positioned Mercury Hampton as a true partner, not just a vendor.
Consultant Contribution
Two core team members drove Mercury Hampton’s project success:
- Richard York, Associate Director and Global Headhunter: Richard led the engagement, leveraging his extensive international recruitment experience and a consultative approach tailored to WMFTS’s needs. He maintained the primary client relationship and oversaw the end-to-end recruitment process.
- Dave Macpherson, Head of Global Accounts, supported Richard by focusing on longlisting, shortlisting, and ensuring consistency. His meticulous attention to detail guaranteed a smooth hiring process from start to finish.
This dynamic duo provided WMFTS with unparalleled service, demonstrating collaborative excellence at every stage.
Delivering Results
Mercury Hampton’s tailored and strategic approach yielded exceptional results for WMFTS:
- Rapid Placements: All six sales roles were successfully filled within 10 weeks.
- Cost-Effective Recruitment: Thanks to the fixed-fee model, the cost per hire was significantly lower than industry-standard commission rates, providing financial predictability.
- High-Quality Talent: All hires met stringent technical requirements while aligning with WMFTS’s culture, contributing to a cohesive and high-performing team.
- Operational Efficiency: Freed from the burden of managing recruitment challenges, WMFTS’s internal teams were able to focus on strategic growth initiatives.
Added Value
Mercury Hampton’s involvement transcended traditional recruitment. Their investment in understanding WMFTS’s culture, goals, and technical requirements allowed them to act as strategic advisors rather than mere service providers.
- Deeper Cultural Integration: Comprehensive assessments ensured every candidate was aligned with WMFTS’s values and long-term vision.
- Engaging Passive Talent: By engaging otherwise unreachable candidates, Mercury Hampton added significant value that job boards and agencies could not replicate.
- Strategic Partnership: Mercury Hampton’s transparent communication and consultative approach strengthened their role as a genuine partner, delivering results that directly supported WMFTS’s long-term success.
Setting a New Benchmark
This partnership exemplifies how an embedded recruitment model can deliver rapid, high-quality, and cost-effective results. Mercury Hampton rose to the challenge, helping WMFTS overcome critical recruitment obstacles while keeping their ambitious expansion plans on track.
When businesses face specialised hiring needs and complex challenges, Mercury Hampton offers more than a solution; they provide an advantage.
Need help finding the right talent? Mercury Hampton can guide you every step of the way. Get in touch today to learn more.