Successful case: Placement of a Regional Sales Manager in Thailand
The client is a European headquartered company specialised in building materials with over a century of history in providing high quality products to commercial and residential markets.
Situation
The goal of the client was to establish a presence in Thailand where the majority of their business comes from the Southeast Asia region. The former incumbent was European, based in Hong Kong and got promoted in the company. However, they decided to hire his replacement in Thailand instead of Hong Kong to better serve clients in Southeast Asia due to proximity reasons. The client was looking for an Entrepreneurial Sales Manager with related experience in the industry and with substantial regional exposure.
Process
One of Gemini’s consultants who specialises in this industry searched for suitable candidate and was able to understand what the client really wanted and where their preferences were focused on. An ‘out of the box’, creative approach was adopted in order to ensure the client’s needs were being met. Our consultative working style and direct communication helped the client in making a well-informed decision.
Upon receipt of the search assignment, a market-mapping exercise was conducted in order to survey the talent pool availabilities in Thailand. Undoubtedly, there was no dearth of candidates in the building materials industry available due to the fact that Thailand and Southeast Asian countries such as Philippines, Vietnam, Myanmar and Cambodia, have experiences rapid growth projected to reach an annual average rate of 5,1% during 2018 – 2022 – the fastest among all global regions.
However, the challenges were more in finding the right entrepreneurial kind of candidate who was seasoned enough to work as the sales head for the region, grow the office and team in the coming year, but at the same time willing to roll-up their sleeves and join a start-up environment for a well-established brand.
Directly after the searching process, phone and video interviews were conducted to shortlist candidates with the right hard and soft skills to ensure that the candidate resonated with the company’s culture and brand.
Outcome
After in-depth interviews and assessments by the client and in consultation with Gemini’s consultant, the client finally chose a candidate with a good understanding of the nuances in conducting business in Thailand and Southeast Asia. The candidate had the right mindset and personality for the role. The candidate accepted the offer and all commenced work within a month.
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