ITS Technology Group

ITS is now a major player in the business-grade connectivity market, working with hundreds of market-leading partners and reaching almost half a million premises with our XGS-PON and AI-enabled network. Through their core infrastructure and strategic partnerships, they connect businesses across the United Kingdom with high-capacity, agile, future-ready connectivity that’s needed to thrive in today’s digital economy.

Back in 2018, ITS were just getting started on their scale-up journey, having transitioned out of a successful investment round with Maven Capital. With ambitions to acquire multi-million value investment in the near future, they were seeking to bolster their sales engine and strengthen customer relations with the appointment of an experienced Head of Wholesale.

---

Head of Wholesale

Having successfully retained Sherrington Associates to recruit a Group Financial Controller in 2016, ITS approached Sherrington again in late 2018, this time to recruit an experienced strategic account director in the role of Head of Wholesale. Unlike the brief for Group FC, this search would require a candidate with significant sector-experience, thus requiring the search partner to carry out a targeted headhunting campaign within the telecoms and managed services sector.

---

The Search

After investing time to define the client's requirements, Sherrington's team worked with the CEO and other members of ITS's senior management team to carefully shape a compelling Recruitment Pack to showcase the opportunity for Head of Wholesale to prospective candidates and engage their interest. Then, a project plan was provided to clients, highlighting the key milestones in the search process, before commencing research and mapping. Extensive desk research was carried out to identify high-performers within both direct competitor organisations to ITS, as well as relevant IT and Telco's companies working in adjacent spaces within sector.

Following a targeted search campaign that lasted several weeks, a shortlist of four experienced senior account director's was presented to clients at ITS, before Sherrington carried out competency-based assessments and psychometrics. The final shortlist would be summarised in an extensive report, highlighting key skills, relevant experiences, personal values and suggested interview questions for each candidate.

---

The Result

Having facilitated client interviews, after an exhaustive campaign where over sixty potential candidates were engaged through the research phase and an exceptionally strong shortlist was scrutinised and assessed, a successful appointment was made. In early 2019, Philip Lee, formerly Key Account Manager and award-winning sales executive at Daisy Communications, was appointed as Head of Wholesale. Phil went on to enjoy a six year tenure with ITS, successfully being promoted twice, finally to the role of Strategic Account Director.

---