Case Study 1
Doubling the Impact - Strategic Sales Leadership Recruitment at Happersberger Otopront
Client Background
Happersberger Otopront is at the forefront of the medical and dental equipment industry, specializing in state-of-the-art dental chairs and ENT diagnostic tools. Their commitment to innovation and excellence has positioned them as a key player in global markets, with a unique sales model that relies on intermediaries to reach end-users, primarily dentists.
Challenge
The challenge was multifaceted: Happersberger Otopront sought to enhance its international sales strategy amidst the complexities of an indirect sales model. The initial goal was to hire an International Sales Manager capable of:
- Cultivating and strengthening relationships with distributors and dealers.
- Tailoring sales strategies to diverse international markets.
- Navigating the indirect sales model to effectively communicate value to end-users.
Strategy
Acknowledging the unique opportunity presented by the two exceptional candidates, the recruitment strategy was adapted to encompass:
- Comprehensive Evaluation and Presentation: All candidates underwent a rigorous evaluation process, focusing on their strategic fit within the indirect sales model, their ability to manage and grow international distributor networks, and their approach to market challenges.
- Strategic Consultation: Engaging in deep consultations with the company’s leadership, a case was made for the strategic value of expanding the original role into two positions. This approach highlighted how each candidate brought distinct strengths.
- Decision-Making: The idea of hiring two candidates was explored, emphasizing how this could accelerate the company's international sales objectives and enhance market penetration more effectively than a single hire.
Results
The client’s decision to hire both candidates as International Sales Managers resulted in significant and immediate benefits:
- Dual Strategic Leadership: The unique strengths and combined expertise of the two managers invigorated Happersberger Otopront’s sales strategy, leading to more innovative and adaptable sales approaches across different markets.
- Enhanced Distributor Networks: With two leaders focusing on expanding and deepening distributor relationships, the company saw a rapid improvement in distributor engagement and performance, leading to increased sales volumes and market coverage.
- Accelerated Market Growth: The collaborative efforts of the two new sales managers led to a more dynamic market presence, with accelerated growth in key regions and improved brand visibility among end-users, despite the indirect sales model.
General recommendation
Recruiting partnership since 2016, multiple positions filled
Client Background
Megger Germany GmbH is a prominent company in the electrical test and measurement industry, renowned for providing high-quality, reliable testing equipment and solutions. Serving a diverse range of industries, including power generation, distribution, and manufacturing, Megger Germany GmbH is dedicated to ensuring the safety and efficiency of electrical systems through innovative and advanced testing technologies.
LEadership
The company is led by Friedrich Enkert, whose strategic vision and leadership have been instrumental in driving the company’s growth and maintaining its reputation for excellence.
- Skytz Consulting played a crucial role in filling more than 10 positions at Megger Germany GmbH and its subsidiaries, ensuring the recruitment of highly qualified professionals.
- The majority of the recruited positions were executive and sales-related roles, including critical sales engineering positions, which are essential for driving the company's growth and market presence.
- Leveraging its expertise in the engineering sector, Skytz Consulting effectively sourced and placed candidates with strong electrical engineering backgrounds, aligning perfectly with Megger Germany GmbH's industry needs and technical requirements.
Case Study 2
High level recruitment for Megger's SebaKMT Water Leak Detection Unit
Client Background
Megger is a leading global provider of electrical testing equipment, known for its innovation and quality. With a vast portfolio that includes SebaKMT, a specialist in water leak detection technologies, Megger is committed to excellence and market leadership. Skytz consulting works with Megger since 2016.
Challenge
Megger faced the critical challenge of finding a Head for its SebaKMT Water Leak Detection Business Unit. The role required a unique blend of technical expertise, leadership skills, and industry knowledge to drive the unit forward in a competitive market. The key challenges included:
- Identifying a candidate with the right technical background, outstanding analytical skills and a proven track record in running a business unit and reaching given goals.
- Ensuring the candidate aligned with Megger's corporate culture and had the vision to lead the unit towards achieving its strategic goals.
- The need for a strategic recruitment process that could efficiently source and evaluate potential candidates on a global scale, reflecting Megger's multinational presence.
Strategy
To address these challenges, a comprehensive recruitment strategy was formulated and executed, focusing on three main pillars:
- Targeted Search and Sourcing: Leveraging an extensive network of industry professionals and utilizing advanced sourcing techniques, a targeted search was initiated to identify potential candidates who met the specific criteria for this critical role.
- Evaluation Process: A multi-stage evaluation process was designed, combining analytical assessments, leadership competency interviews, and cultural fit analyses.
- Stakeholder Engagement and Transparent Communication: Throughout the recruitment process, continuous engagement with Megger's key stakeholders was maintained to ensure alignment and consensus.
Results
The recruitment strategy culminated in the successful placement of the new Head of the SebaKMT Water Leak Detection Business Unit. The results of this strategic recruitment effort included:
- Enhanced Leadership: The candidate brought a wealth of experience and a fresh perspective to SebaKMT, driving innovative strategies and reinforcing the unit's market position.
- Alignment with Strategic Goals: With the new leadership the business unit showed a stronger alignment with Megger's overarching strategic objectives.
- Positive Impact on KPIs: The new leadership, the SebaKMT Water Leak Detection Unit witnessed significant improvements in key performance indicators, including product innovation, market share growth, and customer satisfaction.
Case Study 3
Strategic Marketing Recruitment at Box02 LLC
Client Background
Box02 LLC is a dynamic e-commerce company operating multiple direct-to-consumer (D2C) stores. Known for its innovative approach and commitment to excellence, Box02 LLC focuses on delivering high-quality products directly to consumers through an efficient and engaging online shopping experience.
Challenge
Box02 LLC sought to enhance its marketing strategy, particularly in the realm of paid advertisements. The company needed to hire two marketing managers who were not only experts in paid ads but also capable of fitting seamlessly into the company culture. The primary goals were:
- To find candidates with a deep understanding of digital marketing and paid ad strategies.
- To ensure a smooth integration of new hires into the existing marketing team.
- To enhance the overall marketing effectiveness and ROI through targeted ad campaigns.
Strategy
Skytz Consulting, implemented a comprehensive recruitment strategy to address these needs:
- In-depth Industry Understanding: Leveraging his extensive knowledge of the e-commerce industry, Philipp identified key characteristics and skills required for the marketing manager roles.
- Rigorous Candidate Evaluation: Philipp conducted a thorough evaluation process, ensuring that all presented candidates not only had the requisite skills and experience but also aligned with Box02 LLC's corporate culture.
- Efficient Recruitment Process: By streamlining the recruitment process, Philipp was able to present suitable candidates within a short timeframe, minimizing downtime and accelerating the hiring process.
Results
The successful recruitment of two highly skilled marketing managers brought significant benefits to Box02 LLC:
- Enhanced Marketing Team: The new hires contributed to a more robust and dynamic marketing team, bringing fresh perspectives and innovative strategies to the table.
- Improved Ad Campaign Performance: With expertise in paid ads, the new managers developed and executed highly effective advertising campaigns, leading to increased traffic and sales.
- Cultural Fit: The seamless integration of the new managers into the team ensured continued cohesion and collaboration, maintaining a positive and productive work environment.
Case Study 4
Strategic Leadership Recruitment for Südwestdeutsche Rohrleitungs GmbH’s Expansion
Client Background
Südwestdeutsche Rohrleitungs GmbH, a leading company in the construction and maintenance of pipeline systems, has established itself as a key player in the industry with a focus on innovation, quality, and sustainability. With ambitions to expand their operations into the south of Germany, the company sought to launch a new venture that would require adept leadership and strategic direction.
Challenge
The primary challenge was identifying and recruiting a Main Construction Manager capable of leading this ambitious new venture. The role demanded a unique combination of skills, including:
- Extensive experience in pipeline construction and project management.
- The ability to navigate the regulatory and environmental challenges unique to the region.
- Leadership qualities to build and manage a high-performing team from the ground up.
- Strategic foresight to align the new venture with the company’s overarching goals and values.
Strategy
The recruitment strategy was tailored to meet these specific challenges through a multi-faceted approach:
- Targeted Search: Utilizing specialized networks within the construction and pipeline industry, a targeted search was initiated to identify candidates with the precise blend of technical expertise and leadership experience required for the role.
- Comprehensive Evaluation: A rigorous evaluation process was designed to assess candidates’ technical knowledge, strategic thinking, and leadership capabilities. This included scenario-based assessments to gauge their approach to potential challenges in the new venture.
- Stakeholder Collaboration: Engaging closely with key stakeholders at Südwestdeutsche Rohrleitungs GmbH, the recruitment process ensured alignment on the candidate profile.
Results
The recruit as the Main Construction Manager marked a pivotal moment for Südwestdeutsche Rohrleitungs GmbH’s expansion efforts. His impact was immediate with several key outcomes:
- Successful Venture Launch: Under new leadership, the new venture was successfully launched on time and within budget.
- Team Building and Leadership: He assembled and led a team of skilled professionals, fostering a culture of innovation, efficiency, and collaboration.
- Strategic Milestones Achieved: The new venture quickly met its initial milestones, including the completion of critical infrastructure projects, adherence to environmental and regulatory standards, and establishment of key partnerships in the region.
