The challenge

A global leader in industrial automation, operating through international subsidiaries and dedicated sales networks, sought to accelerate its development strategies by strengthening its presence in key target markets.

The objective was not merely to increase headcount, but to find commercial leaders capable of driving growth, interpreting market trends, and executing development plans aligned with the overarching business strategy.

The complexity

The challenge lay in identifying technical-commercial profiles who could do more than just hit sales targets.

The company needed individuals capable of contributing to the broader development of its local branches and providing strategic market insights. These roles required a rare blend of sales expertise, technical fluency, and the cultural intelligence to navigate specific needs across diverse international contexts.

The approach

Our work focused on identifying candidates perfectly aligned with the company’s strategic growth objectives. We looked beyond simple performance metrics and sales backgrounds, evaluating each candidate’s market influence and potential for strategic contribution.

This intervention led to the appointment of Sales Area Managers possessing both the technical and managerial acumen required for their specific regions. Furthermore, we developed a talent pipeline (backup pool) to ensure long-term continuity and organizational flexibility.

The impact

The project successfully fortified the company’s commercial footprint in its target markets. By aligning talent with strategy, we provided the necessary support for global growth initiatives, resulting in a more robust and resilient international sales presence.