Amici Procurement Chief Revenue Officer Case Study

Amici Procurement engaged Oakstone International on a retained basis to appoint a senior sales leader capable of owning new business, growth, retention, and the end-to-end customer journey while contributing at an executive level. Navigating geographic constraints, a niche commercial model, and a highly selective founder-led process, Oakstone engaged 160+ candidates, progressed 45 into conversation, and presented 10–12 board-ready profiles, securing a commercially astute leader aligned with Amici’s culture, sector, and long-term growth ambitions.

Background

Search Background

Requirements

The Challenge

The Result

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Background

Amici Procurement provides a purchasing and supply chain management service, allowing biotech organisations to focus on discovering life-changing innovations.

Search Background

• Highly successful founder-led business in the niche Biotech industry

• The CEO was looking to identify an experienced sales leader who could operate both in terms of commercial leadership and as an additional executive contributor

• Amici was recommended to Oakstone by an existing CEO contact who had worked with us in a recent PE-backed venture

• The business had a slightly “different” commercial model, with the required profile needing to have the foresight to understand the sector they operate in to maximise the market opportunity (rather than come in and rip up an already successful business).

• Retained agreement agreed due to the complexity and seniority of the position.

Requirements

• Amici required a sales leader who could take ownership of new business acquisition, customer growth, retention and the entire customer journey.

• The individual needed to have experience growing small technology companies.

• Amici required this hire to also have an understanding of business application software and SMB industry experience.

• Wider executive-level management and strong collaboration abilities were also required.

• Culturally collaborative, connected person.

The Challenge

• Geographical challenges were presented as the main offices based in Glasgow.

• Amici is a relatively small company and therefore required thorough ‘selling’ of the company and opportunity.

• Amici’s product is niche and therefore required someone with an understanding of the vertical.

The Results

• Oakstone identified over 160 candidates, engaging approx. 45, moving to over 18 profile introductions.

• 10 – 12 people were presented and met by the CEO, as well as business advisors to Amici.

• Successfully hired a leader who could contribute both to the commercial organisation as well as the strategic direction of the business.

More about Oakstone and Amici Procurement

• Why is cultural alignment critical in CRO hires?

  CROs work closely with founders, customers, and leadership teams. In founder-led organisations, cultural alignment, collaboration, and shared values are as important as commercial capability for long-term success.

• How does Oakstone approach CRO searches differently?

  Oakstone International works closely with founders to refine the brief, challenge assumptions, and identify revenue leaders capable of scaling without disrupting what already works. The focus is on long-term impact, not short-term optics.