THE PRIVATE EQUITY COMPANY

Continuim Equity Partners, founded in 2021 and based in Pittsburgh, Pennsylvania, is a private equity firm focused on acquiring and growing manufacturing and industrial businesses, particularly family and founder-owned companies. They employ their Efficiency Driven Growth Engine (EDGE) framework, which emphasizes lean processes, go-to-market strategies, people and systems, and strategic mergers and acquisitions to drive transformative growth. With 12 investments to date, including notable acquisitions like Anker Industries and COMCO Plastics, the firm is led by a team of 16 professionals, including Managing Partner George Pilafas and President Henry Watson, dedicated to enhancing the operational excellence of their portfolio companies.

THE PORTFOLIO COMPANY

An industry leader providing complex tube, pipe, rail, and structural steel bending services to a diverse and tenured customer base across multiple end markets. The private equity firm embraces the pursuit of operational excellence alongside management teams. Their mission is to help the successful manufacturing and industrial businesses they acquire realize their full potential. They do this by leading with lean principles and utilizing their operational playbook, EDGE.

WHAT WERE THE PARTICULAR REQUIREMENTS OF THE SEARCH?

Experience in metal bending, a strong lead generation process, and a track record of winning new business.

WHAT CHALLENGES WAS THE CLIENT FACING?

The client previously lacked a fully professionalized sales function.

WAS THERE ANYTHING THAT MADE THE SEARCH CHALLENGING?

Finding a strong candidate who met the requirements, particularly with metal bending experience, sales, and business development experience, was difficult. Many similar companies of the same size within this industry typically do not have a dedicated sales or business development person or team—these roles are often handled by the founder, owner, or president. This made the candidate pool relatively small.

HOW DID YOU OVERCOME THESE CHALLENGES?

Rae Selection ensured that a wide range of relevant keywords were used, not only specific to sales but also targeting the metal bending industry, which has niche terminology. This broadened the pool of candidates and increased the likelihood of finding someone with the right industry experience. Additionally, the search was expanded by incorporating alternative job titles. Professionals with the right skills may have different titles depending on the company or region, such as business development lead, sales director, or commercial manager. This approach helped capture potential candidates who might not have surfaced under a strict "head of sales," "sales," or "business development manager" search.

WAS THERE A TIME YOU WENT ABOVE AND BEYOND TO SECURE THE CANDIDATE?

After sourcing the candidate, all lines of communication were covered, including their work email and LinkedIn. To ensure there were no missed opportunities, follow-ups were sent to their personal email, and a phone call was scheduled as soon as they responded. The candidate was immediately booked in for a profile build-out. Understanding the importance of capturing every detail, Garo, one of the senior associates, stayed later than usual to complete the candidate profile and write-up, which required significant time due to the amount of information. This extra effort ensured nothing was missed and ultimately made the difference in securing the candidate.

HOW HAVE WE HELPED THE CLIENT SINCE?

As a direct result of the search, the client has secured a dynamic sales leader who will build out the sales function. This individual will not only enhance the company’s sales structure but also support their strategic growth plans.

YOUR THOUGHTS ON THE CANDIDATE

"The candidate we hired was an excellent fit for the role. She aligned perfectly with the job description and came across as both likable and enthusiastic throughout the process. Beyond that, she’s local and possesses all the experience and industry knowledge our client was seeking. Her background and personality made her the ideal choice for this head of sales position."

Garo Kassabian, Senior Associate

GET IN TOUCH

Raw Selection favors a meticulous approach to talent research. Our process for selecting the right talent allows us to maintain a 100% success rate for all our retained and engaged clients.

If you are looking for new talent, please contact Jack today at jack.burns@raw-selection.com.