• Case Study

EF-Group | Part of Foodbuy Group

EF-Group provides procurement, supply-chain and menu-management solutions to organisations across sectors including healthcare, education, hospitality and facilities management. 

Its technology helps customers manage complex purchasing and supply chains, but the proposition is also highly relationship-led. Dedicated account teams work closely with customers to deliver value, improve efficiency and develop long-term strategic partnerships. 

Electi Talent was engaged to recruit a Senior Client Account Manager to manage a significant portfolio of high-value, strategically important customer relationships. 

The Challenge

EF-Group had already tried to recruit the position without success. 

They needed more than someone with Account Manager on their CV. The successful person needed experience of complex customer portfolios, senior stakeholder relationships, strategic reviews and using commercial insight to retain, grow and improve customer relationships. 

Person fit was equally important. This was a relationship-led business where credibility, communication style and the ability to work effectively with customers and internal teams were essential. 

Our Approach

Rather than restricting the search to EF-Group’s immediate sector, we looked at the commercial DNA of the role. 

Where else would we find people managing complex, long-term B2B service relationships where retention, growth, mobilisation and service delivery all matter? 

That led us into adjacent Contract Services markets. 

The successful candidate was a Major Account Manager with PHS Washrooms. 

Although the services were different, the commercial environment was highly transferable. They brought experience of: 

  • Managing major, multi-site B2B customer relationships 
  • Building relationships with multiple stakeholders 
  • Mobilising new contracts and services successfully 
  • Working across commercial and operational teams to deliver what had been promised 
  • Retaining and growing contracted customers 

Rather than matching the sector, we matched the customer complexity, commercial model, mobilisation experience and relationship skills EF-Group needed. 

The Outcome

  • 2 candidates introduced 
  • 2 candidates interviewed 
  • Both considered outstanding 
  • 1 successful hire 
  • 7 days from brief to shortlist 

Client Feedback

“You never fail to deliver, do you? Both candidates were outstanding.” 

Nicky Gale, Head of Corporate Accounts, EF-Group 

Key Insight

The right talent doesn’t always sit in the obvious sector. 

PHS Washrooms and EF-Group provide very different services, but both require people who can manage complex customer relationships, mobilise services, coordinate delivery, retain and grow customers and become trusted commercial partners. 

Understanding that transferable Contract Services DNA enabled us to widen the talent pool without compromising on capability or person fit. 

Electi Talent Value

A targeted, evidence-led search that looked beyond sector labels to identify transferable commercial capability — delivering two outstanding candidates in seven days and the right hire.