The Context
Guided Solutions had a long-standing successful consulting relationship with a client who, up until the hiring need in question had kept their business operations within the UK and Ireland.
In the years preceding this appointment, the company had made a number of strategic acquisitions of smaller Medical Device manufacturers which gradually served to increase the scope of the overall commercial operations. One such technology manufacturer within the Regenerative Medicine space they had acquired had competitor products performing well in Germany, so the company decided to enter this market with a new national entity and national manager.
The Campaign
As this was the very first hire the company was making outside the UK and Ireland, the role would be defined by the successful applicant’s ability to build a viable entity in Germany through an incredibly driven, hands-on approach. Plotting which regional markets could be infiltrated, and building the direct sales force to carry out the strategy required an individual with deep experience in the market and the relevant network to populate the team quickly, and with high-quality sales people.
The product knowledge and networks of the two candidates who reached final interview stage were unquestionable. What followed was a stringent behavioural assessment over multiple rounds using our advanced psychometric profiling platform, GS Compass. The process was lengthy, but the eventual result was a deep understanding of the candidates’ personalities and motivations, and a guarantee of minimal on-boarding time. Within 6 months the direct sales force was at 7 representatives strong and an established 90% presence in the German market.
Since 2000, Guided Solutions has been helping the world’s most innovative Medical Device start-ups to navigate successfully through critical growth and transformative hiring journeys.
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