Component Vendor - Network Hardware
The Client
The Client is a leading vendor in the area network components with more than 15 years of business in Japan but had not been able to take the business to the next level by expanding sales and possible value added partners. The client identified the need to evolve the existing business beyond the single business partner and had decided to add a dedicated Japan Sales Country Manger to focus on further developing the existing partner’s business as well as exploring possible further relationships.
The Approach
The initial approach for the search as directed by the client was that of a sales manager for Japan. However, after significant discussions and consulting it was clear that the client was truly seeking a Japan Country Manger level candidate who would be capable of leveraging existing relationships as well as delicately expanding business in areas that are prosperous without disrupting the existing critical and key present partnership.
The Team
An Adept Consultant worked very closely with the CEO of the operation and the senior WW sales VP in the project. A dedicated and committed team of long term executives were involved in the search process and contributed well to the building partnership that Adept was building in this search. The search process required almost one year from the initial conversation to the agreement on the profile of the candidate.
The Solution
Adept identified a list of 4 high profile candidates who possessed the necessary skills of being able to grow business while nurturing the existing delicate partner relationship. After several round of meetings and two finalist candidates, the leading candidate was identified and offered the position. Adept’s methodology of building a pipeline insured that the client had a strong backup candidate in the case that the leading candidate resulting in fallout.
The package provided to the client was considerably conservative in comparison to the market level for such candidates and roles. However, the upside of the opportunity posed significant gains and the candidate was consultant and able to identify the balance of compensation with long term stability in the opportunity. Given the nature of the IT industry, this level of stability was welcomed by the candidate and therefore closed at a much lower level that originally expected.
Adept Client Manager Quote:
This search proved to be ever so challenging due the conservative nature of the client and the need for a delicate candidate to posses the ability to manage and nurture the existing crucial relationship while simultaneously driving to carefully expand business opportunities in Japan.
For further information regarding this search please contact Doug Wilson doug@adept-grp.com