PAM Building
Placing a field sales executive for PAM Building's Scotland and North East territory — finding a candidate who could balance specification, contractor and merchant relationships across the region.
Client Overview
PAM Building is a Saint-Gobain company and the leading European manufacturer of cast iron drainage systems for commercial, public and residential buildings. Operating from its manufacturing base in France and supported by a UK technical sales operation, PAM Building supplies above and below ground cast iron drainage, rainwater and soil systems to architects, main contractors, merchants and specialist drainage distributors. Its products — including the Ensign and Timesaver soil pipe ranges — are specified on multi-storey commercial buildings, heritage refurbishment projects and major public sector developments across the UK. With a product portfolio made from 99% recycled material and carrying Euroclass A1 fire ratings and superior acoustic performance credentials, PAM Building positions itself firmly in the premium specification end of the UK drainage market.
The Brief
PAM Building needed a field-based Sales Executive to cover Scotland and the North East of England. The role involved managing a mix of architects (40% specification work), main contractors (40% project pursuit and engagement) and merchants (20% distribution support), inheriting an existing account base and active project pipeline. The successful candidate would need to develop strong relationships across all three customer types simultaneously, provide technical guidance to support product selection on projects, and proactively identify and win new specifications in the region.
The Challenge
PAM Building had struggled to attract quality candidates in Scotland. The role demanded a technically credible specification salesperson who could operate across three distinct customer channels — architects, contractors and merchants — with a different commercial dynamic in each. Cultural fit was critically important to PAM Building; the business placed high value on its people representing the brand professionally and with genuine technical competence. Previous attempts to recruit had produced a volume of candidates but not the right quality, and the business needed a shortlist that would genuinely stand up to its rigorous selection process.
What Sales Recruit UK Did
Sales Recruit UK built a shortlist of five candidates drawn from within and adjacent to the specification-led building products market. The SRUK Fit Score process assessed each candidate across specification sales capability, contractor engagement experience, merchant relationship management, technical credibility in drainage or closely allied product categories, and cultural alignment with PAM Building's values. Rather than limiting the search to candidates with direct cast iron or drainage experience, the brief was interpreted to include candidates from other specification-led building products sectors who could demonstrate the same go-to-market model and the right commercial attributes.
The Outcome
PAM Building selected and appointed a candidate from the shortlist who has remained with the business and is performing well in the role — managing the inherited account base, developing new specification relationships and building the brand's presence across Scotland and the North East.