Global Director of Sales – Health & Nutrition Additives Company

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Global Director of Sales

Client/Industry

Health & Nutrition Additives Company

Situation

The Vice President of Health and Nutrition retained the Ropella Group to search for the Global Director of Sales for his company. The candidate should have a Bachelor’s in Chemistry or Chemical Engineering and have at least 10 years of experience in supervising a multi-person sales team. Specific experience within the Health and Nutrition marketplace was required as well.

Challenge

The client company is a world leader in natural based ingredients and has the broadest portfolio of products ranging from dietary supplements to pharmaceutical excipients. The client is interested in only looking at local candidates and/or candidates that would require minimal relocation. There is also a rumor that the client will be sold within the next 8-12 months making it very difficult to attract top talent.

Methodology/Solution

We worked with our client to draft a clear statement outlining the unsubstantiated rumors in the market about them being sold. We also used company press releases to show candidates our client’s strength and the parent company’s desire to continue being a world leader in the health and nutrition market. We then started our search contacting all the Sales Managers and Directors of Sales at the major Health and Nutrition suppliers within the Midwest. We also contacted the VP’s and Directors of Sales at the smaller medium sized companies who had closely related technology. We were able to find a number of interested prospects who didn’t care about the rumors because of the client’s strong position within the marketplace. After several phone and face to face interviews, we were left with the final two candidates. One came from a direct competitor and had vast amount of experience leading sales teams. The other came from a larger organization that had closely related technology and had global experience.

Candidate

The selected candidate had a Bachelor’s in Business from a well respected program and had numerous years of experience working within major additives companies. She also had global exposure and possessed stronger leadership skills.

Post-mortem

The candidate has been fully accepted by the organization and is restructuring their global sales team to be better aligned with the market.

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