Tamlite
Replacing an Area Sales Manager for Tamlite in Scotland — navigating a shallow talent pool caused by a well-documented skills gap in electrical sector sales at this level.
Client Overview
Tamlite is a UK manufacturer of LED lighting solutions for commercial, industrial and public sector applications. The business sells through a combination of electrical wholesale distributors, contractors and specification channels, with a product range that includes high-performance LED fittings for warehouses, manufacturing environments, retail, healthcare and education facilities. Tamlite's field sales team works closely with electrical wholesalers and contractors across their territories, supporting project quotations, developing specifications and managing key wholesale and contractor accounts.
The Brief
When Tamlite's existing Area Sales Manager in Scotland left for a new opportunity, the business needed a replacement quickly. The role required someone who could immediately engage with the wholesale and contractor network, maintain existing relationships during the transition, and develop new project opportunities across the Scottish territory.
The Challenge
The electrical sector is experiencing a well-documented skills gap at field sales level. Not enough new talent is coming through the ranks to replace the experienced ASMs who are moving into senior roles or leaving the sector. This makes the talent pool genuinely shallow for roles requiring industry experience — particularly in Scotland where the overall talent market is smaller. The challenge was finding candidates who either had the right electrical wholesale and contractor background, or who could demonstrate closely comparable go-to-market skills from adjacent sectors and make the transition quickly.
What Sales Recruit UK Did
Sales Recruit UK built a shortlist combining candidates from within the electrical sector and from adjacent sectors where the wholesale-plus-contractor sales model was directly comparable. Each candidate was assessed through the SRUK Fit Score process across territory management capability, wholesale relationship experience, contractor engagement, product knowledge depth and development potential — with the understanding that some candidates would need a degree of development in sector-specific knowledge once in role.
The Outcome
Tamlite selected a candidate who needed some development in the sector-specific dimension but demonstrated the right commercial attributes and personal qualities. That person has successfully joined the business and is developing well in the role, validating the approach of prioritising the right personal profile over rigid sector experience requirements.