From Stabilization to Acceleration: Driving Health & Growth Through Strategic Sales Leadership

The Client

Our client is a private equity-backed leader in product formulation innovation and manufacturing for the vitamins, minerals, and supplements industry. With over 15 years of experience, the company offers end-to-end solutions, including research and development, product development, and full-service manufacturing in a current Good Manufacturing Practices (cGMP)-certified facility.

By combining technical expertise with trend-driven insights, they partner with entrepreneurial brands to create high-quality, great-tasting supplements designed to stand out in the market. Their integrated approach streamlines operations, simplifies scalability, and supports sustainable growth—all while navigating complex regulatory landscapes.

The Challenge

When the company’s Head of Sales abruptly departed, it left a significant leadership void. With aggressive growth targets of 30% year-over-year, the sudden exit had the potential to threaten team morale, disrupt sales alignment, and jeopardize performance during a critical phase of expansion.

The client urgently needed an experienced interim sales leader who could:

• Immediately stabilize and align the sales team
• Maintain momentum toward ambitious revenue goals
• Strengthen customer relationships
• Implement strategic improvements to sales operations and reporting
• Lead with executive presence, emotional intelligence, and a hands-on approach

While direct experience in the supplement and nutrition space was a plus, the priority was a proven sales leader with a track record of delivering results in dynamic, high-growth environments.

Our Approach

We conducted a targeted search for seasoned executives with a blend of strategic vision and operational execution. The focus was on leaders with experience in consumer goods, wellness, and business-to-business (B2B) sales, particularly those adept at navigating private equity-backed environments. The ideal candidate would possess strong team leadership capabilities, P&L (profit and loss) ownership experience, and a history of turning around or scaling sales organizations.

The Placement

We placed a veteran sales executive with over 25 years of managerial and sales experience, including C-suite experience and roles at multiple vitamin and supplement companies. The placements credentials included:

• P&L and balance sheet management with budgets exceeding $400 million
• Proven success leading teams of 100+ across sales, marketing, and operations
• Deep expertise in demand generation, product innovation, and multi-channel sales strategy
• Extensive experience working with a wide range of retailers, including Amazon, big-box stores, grocery chains, club retailers, specialty stores, and natural foods outlets
• A leadership style centered on empowerment, high energy, and fostering collaborative, results-driven teams

The Outcome

The interim engagement delivered rapid and measurable impact:

• Reversed a nearly 7% year-to-date revenue shortfall, exceeding both 1st and 2nd Quarter revenue objectives by more than 9%
• Addressed a 20% team attrition rate by developing a retention strategy focused on stabilizing core business through targeted customer rebates and accounts receivable terms, specifically for the top-10 customers
• Built and implemented an automated suite of analytical sales reports, enhancing data-driven decision-making across the organization. These reports were subsequently approved by the board and have been institutionalized for ongoing monthly business reviews, now utilized by the company’s permanent sales leadership

Through steady leadership and strategic execution, the interim Head of Sales not only stabilized the sales organization but also laid the groundwork for sustainable growth, positioning the company to continue its upward trajectory.