Ethos Energy: Strengthening Sales Through Executive Search

Securing Niche Sales Talent in Competitive Markets 

For senior sales roles, the main challenge is accessing talent with a strong mix of experience selling, negotiating and developing business accounts, technical expertise, and regional knowledge. For niche and senior commercial roles, the available talent pool is limited, candidates are not typically active in the job market, and competition for high performers is intense. This is where industry recruitment specialists add immense value to the hiring process. 

CSG Talent first contacted Ethos Energy two years ago when HVAC executive search specialist Gabe Field suggested a candidate for the Sales Director role in the US. The Vice President of Sales was impressed by the quality of the candidate presented and the pace Gabe worked at. That first impression sparked a partnership that has since grown into a long-term collaboration between CSG Talent and Ethos Energy. 

A Consultative and Targeted Executive Search Approach 

Executive search brings unique value to businesses like Ethos Energy, where the right hire can directly influence revenue growth, market expansion, and long-term client relationships. Unlike traditional recruitment channels that can potentially generate high volumes of unsuitable applicants, executive search enables access to passive talent and ensures only the most qualified professionals reach the shortlist. 

The first professional placed in the partnership was Sales Director Ty Razzouk, who was a critical hire for the organisation’s US operations. This placement demonstrated the value of Gabe’s targeted headhunting approach and his ability to engage experienced professionals who were not actively seeking new roles. Over time, Gabe has gone on to support Ethos Energy with multiple senior hires, including another Sales Director and three Sales Account Managers, strengthening the organisation’s sales team across both U.S and international markets. 

What sets this partnership apart is how CSG Talent goes beyond candidate sourcing to provide a consultative executive search service. Ethos Energy’s HR managers and leadership team benefit from CSG Talent sharing market insights and strategic advice on salaries and talent acquisition. In a competitive market where candidates often request salaries that are above initial budgets, The HVAC recruitment team advise when it is worth stretching to secure exceptional talent, and when to remain within budget, dependent on market activity and competitiveness. This honest, upfront approach has helped Ethos Energy make confident hiring decisions that balance costs with securing industry-leading professionals. 

A clear example of the value of executive search came when Ethos Energy needed to appoint a Sales Manager to cover the Western U.S region. Despite internal sourcing, Ethos Energy struggled to find suitable candidates with the necessary expertise in the local market. Through a combination of detailed market mapping and proactive headhunting, CSG Talent expanded the search beyond the local area and identified a highly skilled candidate based in Illinois, ultimately securing a placement that would not have been possible through local talent pools. This ability to widen the talent pool and secure professionals from different regions has been key in helping Ethos Energy overcome the challenges of hiring in niche markets. 

Another factor that has proven valuable to Ethos Energy is the pace and efficiency CSG Talent operates with, as senior roles within sales teams cannot remain vacant for long without impacting revenue and growth. Gabe’s ability to quickly understand the role requirements, leverage his established network, and deliver strong shortlists has saved the HR team significant time and ensured hiring managers can focus on interviewing only the most relevant candidates. This efficiency has reduced delays, shortened hiring timelines, and provided Ethos Energy with the sales leadership it needs to continue growing.