Business Unit Manager - Engineering Company

IRC Global Executive Search Partner

Sintex Selezione, IRC Global Executive Search Partner - Italy

Client/Industry:

Engineering Industry

Situation

The client, a historic company, is in a situation where senior people, nearing the end of their careers, are in key positions. In March 2006 a Business Unit manager retired. Therefore arose the necessity to search for a substitute.

Assessment

The Italian company, that also includes a small United States participation, has a separate structure according to customer typology. It’s a fast-growing company, having plants both in Italy and abroad. The candidate would be responsible for sales network expansion and negotiations.

Challenge

Engineering industries are usually fast-growing, products are subject to constant developments and frequent innovation processes, where the combination of expertise, coming from several sectors, can be directed to innovative ideas, expansion, technological applications, etc. This knowledge transfer from different areas, though not organized, is one of the most important factors of the company’s successes making it more dynamic and attractive. Thus the ideal candidate should be very flexible according to the market’s constant changes and to able to manage relationships within a world market.

Methodology/Solution

The CVs’ were searched both in our archive and through advertisements in the newspapers. Candidates required a past experience in a trade area of manufacturing industry, preferably in multinational companies. After an exhaustive screening process, ten candidates were interviewed and two candidates were presented to the client.

Candidate

The successful candidate should have a mechanical engineering degree, a good knowledge of English and German, consolidated experience in a commercial area, preferably in the specific industry, and a thorough knowledge of Eastern markets. They should be able to co-ordinate a staff of several people.

Post-mortem

The selected candidate started to work with the company a few months ago. While still in the early stages, he is already realizing good results and is currently coordinating a number of area managers. Subsequently Sintex was engaged to select an Export Area Manager and an Orders Development Engineer, both positions referring to Business Unit Manager.

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