Cesium Group | Performing Market Mapping for Enotria & Coe

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Enotria & Coe

The Challenge

Enotria is a venture capital backed business, and one of the UK leading wine distributors. Having made a significant investment over a sustained period in both new facilities and a distribution centre, Enotria acquired a leading competitor Coe Vintners in August 2015.

Its aim was to move towards bringing a more composite offering to market, embracing not just wine, but also spirits and beers.

As the business embarked on a period of change, it became clear a better understanding of the competitive  landscape in which compensation, benefits and rewards operated in was a pressing requirement. They needed to negotiate from a position of strength in winning the war on talent when recruiting for key commercial roles nationwide.

The Solution

Prior to the acquisition, Cesium Group were tasked with performing a significant market mapping exercise of key competitors to build both competitive intelligence up front, and talent pipelines post the merger and integration.

Running parallel to this project, Cesium Group was also engaged by the CEO of Enotria to find a Head of Sales Operations, a Head of Customer Service and a Head of Credit Control to overhaul the businesses’ order to cash cycle.

We were also retained to help find a number of key commercial hires to strengthen the businesses’ routes to market, as well as reach.

With the new people effectively hired and on-board, the business completed its integration and launch to the wider world in February 2016.


“We have used Paul on a number of Beverage Alcohol industry searches. He has a comprehensive understanding of the industry and seems to know everyone in key functional roles across beer, wine, spirits, wholesale and retail.  Yet, in a challenging search for us, he found a great candidate from outside the industry who is a superstar. Cesium’s success is combining his network, industry understanding and focus on finding a culture fit for your organisation.”

Troy Christensen CEO