Situation
Our client is a very innovative, quality-conscious manufacturing company in the automotive industry. The company combines the advantages of having experienced management and innovative design teams to produce solutions which are arguably the most technologically superior in the industry today, and that are customized to customers’ specific requirements. Its products are sold through a network of dealers that covers most European markets and is able to offer various finance solutions as well as a complete after-sales-service.

A change of focus was required in the structural development of the company’s domestic market. This was a strategic necessity as demand for the company’s primary products was stagnating and market trends were pointing clearly at products that hitherto had not enjoyed high priority.

We had already performed a variety of assignments for the company President & CEO and the Chairman of the Board, both of whom have a very international background and comprehensive knowledge of industrial manufacturing and sales in the business-to-business market. We had assisted the Board with the appointment of the new President & CEO, which had led to particularly positive results, and now the company’s President & CEO turned to us for our help in finding a highly qualified Sales Director.

Search
The successful candidate would be a person with a highly commercial and strategic mindset who was both interested in and willing to play an active role in key account sales. In addition, he/she would have a structured work approach and have an excellent overview.

The sales organization was to be streamlined and professionalized. Innovative thinking was the order of the day, and the new Sales Director would be a visible leader with the skills to create a more professional and open culture in the sales organization. It was important that the appointee had tried similar complex tasks and thus gained the experience and understanding necessary to measure the challenge associated with his new brief.

We presented a number of highly qualified candidates with the right background and leadership qualities for the position.

Results
The new Sales Director has been a huge success. The organization has gained a leader who has really managed to structure and streamline across the board. The employees have gained a visible leader who has managed to turn the tide in the sales organization and initiated a large number of activities including employee education. Sales growth has been extremely positive, doubling market share, and setting new records after the appointment of the new Sales Director. This has given the company the will and the surplus energy to think even more internationally, and many exciting plans and a new international growth strategy have been developed.

Our client is very happy with our advisory services and the search process. After completing this search we were asked to undertake a new assignment for the client.