Case Studies
RECRUITMENT OF THE WHOLE SALES ORGANIZATION FOR A LEADER IN THE FOOD INDUSTRY
Situational Analysis
A US market leader in the food industry decided to set up its own sales organization in order to achieve the tremendous turnover growth challenge on the French market and to become the market leader in France.
The company wanted to move to a new organization and market
approach, without losing any market share. Neumann International
recommended the Management Solutions service and partnered to build a
new team from scratch.
Action
Neumann International utilised past successful experience with the
company in recruiting candidates with values consistent with those of
the organisation, strong knowledge of the FMCG sector and Neumann
International's capacity to dedicate a flexible team.
A Key Account Manager and a Project leader worked with the Human
Resources Management team throughout the process to:
- Create a target structure
- Segment all positions and respective levels
- Develop job descriptions
- Advise on salary and compensation packages
- Project manage the entire recruitment process
- Manage the communication campaign including website creation, advertising in the press and direct marketing.
The recruitment program involved a diverse and dedicated team from
Neumann International who over a six month period delivered high
quality recruitment and human resources recommendations, ongoing follow
up with candidates and detailed weekly reports to the company.
Result
In a six month period, Neumann International successfully managed the recruitment of fifty people and the client has significantly increased its market share. This project required excellent logistic management including outstanding quality control. Since this success story, Neumann International have managed further work for the group across Europe.
BUILDING EXPERTISE AND PARTNERSHIP FOR A NEW ENTRANT TO A MAJOR EUROPEAN ELECTRICITY MARKET
Situational Analysis
Neumann International's client had just entered onto a recently
liberalised energy market aiming to gain significant market
share.
Neumann International's understanding of the political and economic
context of the electricity sector at the European level helped Neumann
International to win the mandate. Neumann International then identified
what talent and skills were required and recruited the right candidate
profiles accordingly.
Action
To ensure understanding of the electricity industry, the challenges
the client faced and achieve common agreement on the objectives,
Neumann International organised work shops in collaboration with the
“Plants Operating Manager” and the “Energy Risk Manager”. With full
understanding of the project and agreement on the goal, Neumann
International then set up the profiles to identify and source
candidates.
First, Neumann International analyzed and identified other markets
that had recently been through a liberalisation process, so Neumann
International could target other industries where the different
required expertise and profiles may be located. Neumann International
highlighted the telecommunications industry as a good target, as at the
time that industry was going through a critical period of change, so
many candidates within this industry had the background understanding
of the issues the electricity industry was now facing on a liberalised
market. As well, the positions Neumann International were recruiting
for were attractive to candidates coming from the telecommunications
industry.
A Trading Marketplace Manager was selected from the
telecommunications industry. To recruit the Middle Office Manager,
Neumann International identified someone from the energy business with
the required profile. For this position, Neumann International
recruited a candidate with a trading background in energy who was based
in London and motivated to come back to France.
For the Back Office Manager, Neumann International selected a junior
profile with Engineering qualifications and significant internships in
the energy industry who was motivated to start his career in a changing
and dynamic market.
Result
Due to Neumann International's understanding of the client's
expectations and technical aspects of the industry and the changes it
was facing Neumann International recruited the three key managers in
charge of setting up the trading market place.
Neumann International's strategic perspective ensured the recruited
personalities complemented each other and were able to collaborate with
shared motivation for achieving their objectives.
Following Neumann International's success with this assignment Neumann International has now provided top talent in other roles in the organisation such as: Pricing Manager, Lawyer and Key Account Managers.
RAPID RECRUITMENT OF SALES FORCE FOR MEDICAL COMPANY
Situation Analysis
A UK based medical device company with a newly established
subsidiary and small sales team in France wanted to recruit quickly
additional strong sales professionals to boost their market share. The
client chose Neumann International for Neumann International's
experience in finding large numbers of highly skilled specialist
professionals in a short time frame. This experience was key to the
mandate as delivering a solution in a short time frame was crucial to
the success of this project.
Action
Neumann International worked with the client to define two sets of
key values and skills that were required in the candidate profile based
on successful, high achievers within the existing sales force. All
sales managers were involved and provided with human resource guidance
to ensure consistency in the search and selection process.
Neumann International managed a very structured and fast-paced
interview program and decision making process with the client and
provided a diverse selection of highly qualified and motivated
candidates within four weeks of beginning the search and selection
process.
Result
Neumann International placed over ten sales professionals to support
the client’s market growth. Neumann International have often since
partnered with the client on further human resource projects including
the recruitment of several key customer service and IT positions.