Case Studies

SEARCH FOR EUROPEAN SALES AND MARKETING DIRECTOR FOR A US $2 BILLION DIVISION OF A LARGE US INDUSTRIAL GROUP IN THE METAL INDUSTRY

Situation Analysis

A leading organisation in the metal industry with a turnover of US $20 billion was looking for a new European Sales and Marketing Director, in a division which was entering a major change process.

They briefed Neumann International to find a candidate that would report to the global President of the business unit, with management responsibility for seven sales offices, four Market Managers and five Product Managers. The overall strategy of the division was to move from commodity sales to specialty products and to increase sales profitability.

Action

Neumann International developed a list of over sixty target companies in the metal, aluminium, glass, plastics, paper and chemical sectors, including some integrated industrial distribution companies. International Sales & Marketing Directors, with strong key account management and cross-border business experience as well as the ability to work across multiple cultures, were then identified and qualified in these companies.

The client had a strong diversity policy which Neumann International worked closely with to present a diverse shortlist of experienced business to business Commercial Directors.

Result

The client was extremely pleased with the shortlist and following two in-depth interviews appointed a candidate from a large industrial US Group. When on board the candidate delivered excellent results and has contributed to the positive turn-around of the European Sales operations. She is now being considered for promotion to another division by the client.