Business Case - Vice President Service & After Sales
Situation
The company is the world leader in its field and a global industrial company that develops, manufactures, markets and maintains its products. The company has its own production and sales companies around the world and wanted to develop, make more effective and optimize its entire service and after market organization.
There were many economic rewards to be gained by developing the organization in this area. The objective was to be the best global service provider in the industry with the strongest local presence and the highest customer satisfaction. Furthermore, the aim was to secure the fastest and most efficient service support in order to maximize performance at the lowest total cost, thus creating maximum value for customers and the company itself.
In order to achieve these targets it had been decided to appoint a Vice President of Service & After Sales. As we had previously performed successful assignments for the company, they came to us once again to perform this one.
Search
We were aware of the size of the challenge. We also knew that there were only a few candidates who could match the “ideal profile”.
We focused our search on people with an engineering education and an intercultural attitude, and who had the ability to contribute with structure and knowledge in the realm of concept development in a highly professional industrial company.
The new Vice President had to have extensive experience in service and after sales, and development of service products and concepts. In addition, he/she had to have experience in managing an international commercial organization and in coordinating work across a large organization.
Furthermore, the person had to have a result-oriented way of thinking as well as in-depth insight into and understanding of business economics. The person needed to be a strong negotiator and a motivator, able to create a team spirit and ensure others' enthusiasm through active and positive communication.
While there were only a few people who could match these expectations and who had the right industry-related background, we were able to present some highly qualified candidates. Their experience came from Asia as well as Europe and they had built their careers in multinational and global industrial corporations.
Results
We found the absolutely right person to the great satisfaction of the company. Through his education and experience via positions in the industry and the same type of company, the successful candidate matched all of the company’s wishes and demands. This was a person who could contribute the professional dimension the company needed in order to commercialize the business area with the aim of creating even greater shareholder value. Our client expressed his great satisfaction with our search process and performance of the assignment.
The company is the world leader in its field and a global industrial company that develops, manufactures, markets and maintains its products. The company has its own production and sales companies around the world and wanted to develop, make more effective and optimize its entire service and after market organization.
There were many economic rewards to be gained by developing the organization in this area. The objective was to be the best global service provider in the industry with the strongest local presence and the highest customer satisfaction. Furthermore, the aim was to secure the fastest and most efficient service support in order to maximize performance at the lowest total cost, thus creating maximum value for customers and the company itself.
In order to achieve these targets it had been decided to appoint a Vice President of Service & After Sales. As we had previously performed successful assignments for the company, they came to us once again to perform this one.
Search
We were aware of the size of the challenge. We also knew that there were only a few candidates who could match the “ideal profile”.
We focused our search on people with an engineering education and an intercultural attitude, and who had the ability to contribute with structure and knowledge in the realm of concept development in a highly professional industrial company.
The new Vice President had to have extensive experience in service and after sales, and development of service products and concepts. In addition, he/she had to have experience in managing an international commercial organization and in coordinating work across a large organization.
Furthermore, the person had to have a result-oriented way of thinking as well as in-depth insight into and understanding of business economics. The person needed to be a strong negotiator and a motivator, able to create a team spirit and ensure others' enthusiasm through active and positive communication.
While there were only a few people who could match these expectations and who had the right industry-related background, we were able to present some highly qualified candidates. Their experience came from Asia as well as Europe and they had built their careers in multinational and global industrial corporations.
Results
We found the absolutely right person to the great satisfaction of the company. Through his education and experience via positions in the industry and the same type of company, the successful candidate matched all of the company’s wishes and demands. This was a person who could contribute the professional dimension the company needed in order to commercialize the business area with the aim of creating even greater shareholder value. Our client expressed his great satisfaction with our search process and performance of the assignment.
