Acl Ship

National Sales Manager

The Brief

Atlantic Container Line (ACL) are the world’s leading transatlantic container shipping company. Owned by the Italian ‘Grimaldi Group’ their European headquarters is based in Liverpool and in 2016 they took receipt of five new vessels including the Atlantic Star, the world’s largest Ro-Ro container vessel. To coincide with this exciting chapter in the company’s history, in October 2016 they moved into their new HQ building in Duke Street, the first purpose-built container shipping company headquarters to be opened in the city of Liverpool since Cunard in the 1930’s.

Due to the significant increase in the capacity of the fleet, ACL’s sales team would need to charged with opening up new markets and driving new business to maximise fleet capacity and ensure a return on the investment. To spearhead this drive for new business a new National Sales Manager would be required to develop strategy and lead the sales team into growth.

The Search

Finding a strategic sales leader with experience of the global container shipping market was essential and Sherrington Associates were retained by ACL’s Managing Director to carry out a full search of the candidate market. A robust target list of competitor and adjacent organisations was created and signed off before a series of confidential approaches were made to candidates with relevant backgrounds. After weeks of painstaking research a long list was assembled and presented to the client who selected six candidates for Sherrington to meet in person and assess. A competency framework was developed and candidates were assessed on behaviours specific to the role. Sherrington were also asked to interview ACL’s internal candidates all of whom were given the same in-depth assessment.

The Result

Finally after two months of research, approaching, assessment and selection an offer was made to a highly experienced candidate from a global shipping and logistics business. Key to the appointment was the candidate’s fit with the sales team and ACL’s company culture.

This is a very positive result. We’re very pleased with the work Sherrington have delivered and our new National Sales Manager.

Leanne Morris – Head of Human Resources, Atlantic Container Line

Rob’s professional expertise was invaluable to us in our search and we are delighted to have found Steven.

Ian Higby – Managing Director, Atlantic Container Line