Client overview 

A leading sustainable residential property developer has been creating award-winning communities across the UK since 1999. With a portfolio spanning inner-city apartments to countryside family homes, the company is recognised for exceptional build quality, environmental stewardship, and long-term customer care. As the business entered an ambitious growth phase, they required a strategic sales leader to drive revenue expansion whilst maintaining their reputation for quality and customer experience. 

The challenge 

The property sector faced significant headwinds with rising interest rates and economic uncertainty impacting buyer confidence. The developer needed a Head of Sales who could navigate challenging market conditions whilst scaling their sales operation across multiple developments. The ideal candidate required proven experience in premium residential sales, strategic team leadership, and the ability to maintain conversion rates in a competitive market. Cultural fit was paramount – the successful candidate needed to embody the company's commitment to sustainability and customer-centricity. 

Our approach 

Leadership 

Georgia Zambakides led this critical assignment, bringing specialist expertise in property and construction recruitment. Georgia's unique background – transitioning from a career in performing arts to executive search – provides her with exceptional interpersonal skills and an ability to assess candidate authenticity beyond CV credentials. Her deep understanding of the residential sales sector enabled her to identify leaders who could balance commercial targets with brand values. 

Methodology 

Executive Search Framework: Georgia deployed a targeted search strategy focusing on premium housebuilders and lifestyle property brands, identifying candidates who had successfully led sales teams through previous market cycles. 

Candidate Pack: A comprehensive package was developed showcasing the company's sustainability credentials, career progression opportunities, and the highly competitive benefits package including enhanced pension contributions, life assurance, and flexible holiday purchasing scheme. 

Consultative Process: Georgia conducted detailed briefing sessions with stakeholders to understand both technical requirements and cultural nuances, ensuring assessment criteria reflected the company's long-term vision and values. 

Results 

• Assignment completed within eight weeks  

• 75% shortlist-to-interview conversion rate  

• Appointed candidate secured from competitor premium housebuilder  

• Candidate brought £50m+ portfolio management experience  

• Successful probation completion with immediate performance impact 

Key Success Factors 

Georgia's sector specialisation and consultative approach ensured alignment between candidate capabilities and client culture. The comprehensive candidate value proposition, highlighting both competitive remuneration and the company's industry-leading sustainability reputation, proved instrumental in securing a high-calibre appointment during a challenging market period.