Principal Consultant - Executive Search

Overview:

The Principal Consultant is a pinnacle role within the recruitment consulting profession and the trusted hand to the head of the business unit. They are experienced and informed leaders that operate at the sharp end of all consulting 360 activities. High leadership, low management responsibilities allow time, freedom and autonomy to deliver exceptional customer (Client & Candidate) management, client development, customer experience and manage all aspects of the vacancy lifecycle management.

For some, the Principal Consultant role is a “career anchor” they are in it the long-term and focus on mastery because they enjoy billing, high commission and exciting activities that accompany the role without being held back or restricted by people management. For others, once mastery is achieved it is a springboard into management roles, proving they can combine top performance and leadership with team contribution.

The Opportunity:

Deputising for the Head of Business or Business Manager, a Principal Consultant benefits from perfecting / mastering all aspects of what it takes to be a high performing recruitment consultant (and all the trust, freedom, accolades and financial reward that comes with it). They are afforded the opportunity to develop advanced leadership skills and exposure to business management /operations activities that would path the way / stepping stone to one of several career directions within the group (depending on their strengths, aspirations and how that aligns to the wider business strategic goals).

As an expert within their field in all aspects of recruitment consulting, Principal Consultants are masters of their craft and held in high regard by their peers. They are an example to which other recruiters aspire to.

About Ford & Stanley Group

Ford & Stanley Talent Services Group comprises specialist teams covering talent acquisition from Shopfloor to Boardroom, and wider Talent Solutions comprising Integrated services supporting the employment lifecycle, Leadership Development, Performance Coaching & Mental Fitness Support amongst other talent-related services. The Ford & Stanley client base comprises over 150 employers from start-up & SME through to large corporate organisations across 6 specialist sectors spanning the UK, Europe and North Americas.

A significant proportion of our turnover is carried out within the rail sector where the company is recognised as a key player. Group growth will be realised by growing the company’s sphere of influence in fledgling sectors, whilst increasing market share within the rail sector which still has significant growth headroom.

With Head Offices based in Pride Park, Derby, Ford & Stanley is privately owned, has c.60 employees, £25million turnover, has averaged 18% annual growth since inception, and to date been awarded 6 major multi-year contracted recruitment partnership agreements with UK and international organisations.

Team loyalty is consistently high with the current average length at recruiter level being 3.2 years, within support functions is 3.1 years, 6.5 years at middle management level and 13.3 years at director level. Our team culture is inclusive and highly supportive, and our mission of creating ‘10 million Better Workdays’ is very much central to how the business operates.

We are environmentally active and run our own conservation meadow as part of this.

For a deeper insight into our culture, mission and values please visit our Join us page. You may also want to see some of the great work our teams have been doing for the environment here.

The Role:

The Principal Consultant sits between a Managing Consultant and Business Manager – a role that blends top-level billing expertise with elements of mentorship, strategy, and business development through client development and new sales activity.

A Principal Consultant is expected to be a top biller, client advisor and role model, with the credibility to influence both clients and colleagues, often shaping the companies growth direction while maintaining strong individual results.

High-Level Billing & Quality Delivery

• Consistently generate strong personal revenue and financial contribution
• Manage senior or complex client relationships
• Deliver low volume, high-value search assignments
• Uphold the exceptional key performance indicators such as shortlist coverage, CV to Interview, worked to offer and worked to filled ratios

Client Development & Strategy

• Act as a trusted advisor to clients, going beyond “filling jobs” to talent advisory
• Win new business and grow key accounts through consultative selling.
• Identify opportunities in the market and position the company as a thought leader within its specialist sector
• Instead of simply filling roles, you are building client partnerships that generate repeat business, increase exclusivity and position you and the company as a strategic partner, not a just supplier
• Deputising for Head of / Business Manager in event of client or candidate misunderstandings, disagreements or anticipated risks.

Mentorship & Team Contribution

• Mentor junior and mid-level consultants (without necessarily holding formal management responsibility)
• Share market knowledge, techniques, and best practice
• “Set the bar” for quality, process and professionalism within the team

Thought Leadership & Market Expertise

• Be seen as an expert in a specific sector or discipline

Lead Generation & Market Intel Follow Up

• Review, triage and action leads provided by the research teams
• Proactively initiate and nurture leads / spot opportunities and follow up such as:
• Candidates leaving post / back fill opportunities
• Market Intelligence / News articles
• Live advertised vacancies
• Where else candidates are interviewing
• Existing network intel

Sales & Business Development

Aspects and not the core of the role are that of undertaking warm new business development activities that include:

• Securing referrals from existing contacts, clients and candidates for new business opportunities
• Relationship and solution based sales not transactional
• Converting candidate relationships into new client relationships
• Completing smart and proactive candidate marketing activities using identified most placeable candidates
• Represent the business at hosted and industry networking events / socials
• Following up and conversion of leads in a warm and professional (non-cold sales) manner

Strategic Account Management

• Deepening relationships with existing clients (not just HR, but hiring managers, project directors, executives).
• Scheduling regular review meetings to assess performance and uncover upcoming hiring needs.
• Identifying opportunities and act to expand into other departments or functions.

Relationship Building Outside of Active Hiring

• Regular check-ins even when there are no live vacancies
• Inviting clients to networking events, industry conferences, or social functions
• Building trust so that when hiring needs arise, the consultant is the first call

Team/Leadership Contribution

• Coaching junior consultants on how to approach client development
• Leading by example in opening doors and winning new business
• Input to the strategic group client list and long-term growth accounts

Delivery & Process – Undertake all aspects of the vacancy lifecycle to an exemplary

standard. Headline milestones of each search onboarded to include but not limited to:

• Pre-Market Research & Salary Benchmarking
• Situational Discovery (Role scoping meeting with hiring manager)
• Assignment brief & Timescales for delivery plan communicated back to the client
• Candidate Opportunity Brief Build
• Advert Draft + Social Media Campaign Design
• Longlisting activities
• Targeted Headhunting Campaign
• LinkedIn Project Search & InMail Design
• Immediate Network Approach / Known Candidates
• Shortlisting & First Engagement/Approach to candidates (Opportunity Pitch)
• Mid-Search Update & Provision of Market Intelligence to client hiring manager
• Full Candidate Discoveries of all shortlisted candidates
• Profile/CV write up with notes and recommendations as to suitability aligned to brief
• Shortlist Presentation (min. 5 options) to client with recommendations to interview all
• Interviews Organised + Interview preparation call with candidates
• Final Stage Interview confirmations + Pre Close & Sounding Board Positioning
• Offer of employment presented to candidate + SoundingBoard
• Offer management, negotiations and secure acceptance
• HR Starter Pack provided to client to generate contract & offer letter
• Post Resignation Debrief & Start Date Confirmed
• Mid notice check in / mid notice coffee booked for candidate & client
• First day client check in & candidate good luck text

Winning Shortlists – Responsible of ensuring every search is completed using ALL Tools at their disposal to produce a winning shortlist and a 100% CV to interview ratio.

• Tracker Search & Longlist
• Job Board Search & Longlist
• Internal referrals
• Advert Response
• LinkedIn Recruiter
• Network by referral
• Direct Headhunting

MPC / PCM – Responsible for ensuring consistent, professional MPC / PCM activities within the executive search business.

• Have watch dogs set up for in demand talent within your sector specialism on all platforms identifying who is a MPC and who is not (placing value on time).
• Complete candidate discoveries on the MPC, write up and introduce the candidate to companies where the candidate is likely to be of interest.
• Research companies that have live requirements that match the candidates’ skills, experience and interest.
• Ensuring shortlist ‘top up’ (when applicable) after an MPC is taken forward to interview.

Essential Hard Skills (Skills & Experience)

Essential Soft Skills (Attributes & Behaviours)

Working Arrangements & Location:

At Ford & Stanley Talent Services Group, we have a proudly in office policy which has been pivotal to our exponential growth and success. Ford & Stanley operates as a business ‘eco-system’, with each team member symbiotically supporting and relying on the other for their experience, learning opportunities, in-the-moment knowledge sharing and motivation when we need a lift. Whilst we operate proudly in office, we also recognise that our staff have busy lives and on occasion require flexibility. What is paramount, is we are in office when our colleagues and customers need us to be. This is crucial to individual career development, needs of our customers (candidates and clients) and the continued business growth. Our offices are based on Pride Park, Derby. Working Hours: 8:30am to 5:30pm, with a 4:30pm Friday finish.

Interview Process:

• Initial discussion with Group Sales & Commercial Director. Introductory, informal conversation.
• 1st Stage Interview. Introductory discussion with the Group Chairman – an open conversation about the organisation, its values and culture. Followed by a formal interview with the Head of and Director of the business unit. Open Q&A. Office tour, meet some relevant people for casual, open conversation.
• Final Stage. Face to face with the Group Commercial Director and two potential future colleagues, this will include a 3 slide presentation:

Salary Banding: Low £40k Mid £42.5k Top £45k

Package

• Car Allowance
• Uncapped Commission Scheme
• Pension: 4% employer / 5% employee (Opt in and out option)
• Holidays: 25 + 8 bank holidays
• Extended Christmas break & company shutdown
• Sell Holidays (Max 5)
• Life Assurance: 4 x Annual Salary
• Health Shield: Free Dental, Eyecare, Discount Gym, Massages etc
• Private medical care (3 years + service)
• 24/7 Confidential Mental Fitness & Performance Coach Access
• Fully expensed half year company away day
• Fully expensed iPhone
• Laptop + seamless connectivity to company infrastructure anywhere in the world
• Sickness: After probation – 10 days at full pay 10 days half pay

Benefits:

• World Class Rated Leadership Training
• Clear progression route with structured quarterly PDRs and Individual Development Plans (IDP’s) built around your strengths
• Monthly / Quarterly team social budget
• Regular Company and Team Socials
• Access to industry-leading candidate sourcing and head-hunting software
• Fully stocked Beer & Prosecco fridges
• High-quality privately-owned offices
• Free parking
• Opportunities to volunteer at our privately owned Conservation Meadow where we plant trees for every placement
• ‘The first 7’ (years) company recognition experience
• £500 internal referral scheme.