Case Study: InPost - CEO, UK & CEO, International

9th November 2021

InPost, the international subsidiary of Integer, covers the UK market with an extensive network of fully automated parcel lockers that are accessible 24/7, enabling customers to collect, send, and return parcels at their convenience. We placed their CEO, UK & CEO, International.

We supported Advent International to hire a CEO, UK & CEO, International for their portfolio company, InPost. The right candidates would shepherd the business through its next stage of growth in the UK and other continental European markets. Having recently announced the deployment of its 2,000th Automated Parcel Machine in the UK, we’d say InPost is well on its way.

InPost: Courier of the future

InPost, the international subsidiary of Integer, covers the UK market with an extensive network of fully automated parcel lockers that are accessible 24/7, enabling customers to collect, send, and return parcels at their convenience.  

With a revenue of £148m (Q1 2021), growth has accelerated by providing services to the ecommerce sector and logistics services for the delivery of parcels. The easily recognisable locker units are located in a variety of safe and secure locations. In the UK, these locations include Morrisons supermarkets, Esso petrol stations and Transport for London sites.

The aim is to scale InPost in the UK in a similarly rapid trajectory to that of Integer’s Polish home market - a goal made possible by InPost’s performance in recent times. In the nine months to September 2020, the company doubled revenue and nearly tripled operating EBITDA. An eloquent precursor to its IPO earlier this year, that valued InPost at €8bn. The courier firm will continue to take advantage of massive increases in online shopping as it plans an expansion into France, Spain, and Italy.

What kind of CEO did InPost want to lead in the UK?

To scale the business, InPost was looking for its first CEO to lead in the UK. The successful individual would work closely with and report into the global CEO, Rafał Brzoska and Chairman, Mark Robertshaw, taking the business through the next stage of growth as InPost expanded.

First and foremost, this individual would sell InPost’s services to e-tailers and build out the team. Early on, they’d be tasked with putting together a business plan and creating a target list of the top e-tailers to establish relationships with. At the time, InPost already had connections with some leading names in the space, and it was required that the new chief executive deliver on those relationships - opening doors to many new deals.

 Additionally, the CEO needed to bring prior operational and logistical experience. InPost had recently agreed a deal with courier firm Hermes as their delivery partner and this relationship was to be managed by the new CEO. Scaling up the locations and locker numbers is critical to the business’ ability to rapidly increase revenue, so there were several operational elements which needed to be aligned.

The right person for the role

The outstanding final candidate of the CEO, UK search was Jason Tavaria

The previous founder of Dolphin Music (an ecommerce trailblazer in the early 2000s) has a wealth of ecommerce and delivery expertise. His entrepreneurial spirit and disciplined approach put him ahead of the competition - we’re so pleased to have brought Jason and InPost together.

Jason ticked all the boxes. After years as a London Business School mentor and the president of YPO (Young Presidents’ Organisation, a global leadership community), Jason has cultivated a strong global network across retail, technology, and ecommerce. His ability to establish and maintain partner relationships was evident thanks to his tenure leading same-day delivery service, Shutl. 

Jason’s strong interpersonal skills and drive are testament to his ability to inspire, influence, and build successful commercial teams. He’s been at InPost for a couple of years now. In that time, Jason’s built a high functioning, customer-centric management team that’s positioned to expand the courier firm deeper into Europe and beyond.

Continued international expansion

In addition to filling the CEO, UK position, Founders Keepers also placed Michael Rouse, InPost’s CEO, International. 

With an incredible track record, Michael has a phenomenal B2B2C background and a deep understanding of customer centric propositions. He’s a highly regarded transformational change specialist and thought leader, who specialises in customer loyalty, global channel development, brand innovation, performance uplift and strategic growth.

Michael brings a unique perspective to; global finance; retail and fast moving consumer good organisations that require tangible results through transparent infrastructure; customer-focused operating models; creative sales and marketing strategies; smart product fit and pricing; and prudent risk management.

Jason and Michael have already made incredible contributions to InPost. We look forward to partnering with the team again in the near future.

“We have now used Founders Keepers for multiple searches for senior executives with backgrounds in high growth, international technology businesses. We have been extremely pleased with the calibre and breadth of candidates they have sourced for us and I would have no hesitation in using Founders for future searches and would recommend them to others who are seeking high quality, imaginative, and highly engaged search expertise.”

Mark Robertshaw, Chairman, InPost

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