Sales Manager - Real Estate

IRC Global Executive Search Partner

Business Consulting, IRC Global Executive Search Partner - Poland

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Sales Manager

Client/industry

Real Estate - developer in Warsaw residential sector. Country of origin – Spain. The core competency of the group is building construction, building materials and real estate developing in whole Spain. The company turn-over as of 2005 reached 520 million euro. The first country of foreign investment - Poland.

Situation

The 1st year of company activity in a tough residential Polish market. The company structure: Managing Director, Financial Controller, Assistants and recently selected Project Manager and Chief Accountant (all assignments for manager positions done by BC). The Polish branch has recently succeeded in purchasing 3 sites in very good locations, ready to start construction and sales of approx. 1500 apartments.
The market situation: High boom in the residential sector with extremely high demand for the apartments influencing and escalating prices. Many developing companies with foreign investment have recently been entering the Polish market, especially the Warsaw residential market. Recruitment needs: high competency in terms of purchasing sites, in recruiting high level professionals with min 4-5 years experience in the business and bilingual.

Challenge:

The Sales Manager would have to create the sales structure, recruit the sales team, be responsible for marketing aspects, should have a minimum 3 years experience in sales or sales and marketing in local residential market or within the international working environment, should be multilingual, ideally with knowledge of Polish, Spanish and English. There were very few candidates available in the market and even fewer that could fulfil all these criteria’s. Most companies in the Warsaw market had not created the sale manager position in their structure up to this point. Typically sales were conducted by the sales specialists within the company without the existence of a sales manager or by the outsourced the agents from the local real estate agencies.

Methodology/Solution:

The target list was defined of approximately 50 local developing companies specialized in the residential sector. We focused on sales and marketing manager positions, Senior Sales Specialists were reconsidered as well. All candidates that existed in the market were selected by us and contacted. As the result was not satisfactory to us we decided to change the target and search for Polish professionals who had left the country and currently worked abroad, at the country of origin of our client – Spain. This proved to be a very good decision. We eventually approached and selected the ideal candidate in Spain.

Candidate:

We succeeded not only in finding the ideal Sale Manager with 4 years experience in residential sector, but also able to communicate fluently in Polish, Spanish, English and French, very well knowing the culture of both Spanish and Polish markets and what was very important –
very well motivated, as being able to return home country and use all the experience gained abroad.

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