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Case Study
 
Frank Huggins
Vice President
 
Industry Practices:
Functional Practices:
 
Canadian Energy Management Company Hires Sales Team for New Business Unit
Director Sales, and Account Executive (2)
 
 

The initial mandate was to find the Director. While that project was underway and the client had confidence Mandrake would deliver, a second project was initiated to find an Account Executive. There was urgency to attack a new market.

 

Industry
Business to Business

Function
Sales

Position
Director Sales
Account Executive

Location
Toronto

Situation
Our client was a leader in its core business providing equipment to multi-residential apartment owners. Their business was mature. The organization saw an opportunity to sell a new line of product to their client base but they would need to move quickly. A brand new Sales capability was needed, and fast. 

Approach
We had two strategies- a) find top Sales leaders with experience selling similar services to similar customers and b) find top Sales ability with from outside the space with backgrounds in Tier 1 sales environments such as office products.

Result
We were successful in creating a short list comprised of talent from both pools described above. Ultimately, the winning Director was from outside the space. His classic Xerox training combined with his sales success in challenging markets (telco; internet services) convinced the hiring team that he had transferable skills that would work in their space. They were right. The new business line achieved its aggressive Year 1 goals in market share and volume under trying conditions.

The Account Executive we found was a significant contributor to the units’ success.

Based on the momentum achieved in Year 1, the client added a second Account Executive from our short list of a year prior.

Testimonials
“I’d recommend Frank based on his very thorough approach, high communication level and his ability to meet all deadlines. The candidates he presented to us complimented Frank and his professionalism. Frank also continues to follow up long after the candidates are placed.”
Human Resources Director

 
 
 
Testimonials
"Stefan is not only an Executive Consultant with a track record of few hundred completed C-level searches, but the CEO of one of Canadian's best Executive Search and HR Consultancy firm. He is a strategic advisor to numerous senior level executives (Supervisory Boards and Board of Directors) as well as a coach and mentor to many professionals. His entrepreneurship experiences, abilities and achievements are both well recognized and appreciated by world's known YPO. He is a person one can trust, rely on, expect that he would deliver, enjoy his companion and sense a of humor, admire his wisdom and values, and respect him for what he stands for both as his family is concerned and the business he runs. What is quite unique about him is that being extremely blessed to be successful, he constantly remembers about those less fortunate and in need. He is an initiator of many undertakings to raise money, support and help others financially. One of the few ones that I would dream to work with if I had a chance to. Without any hesitation I would encourage any of my Clients to work with Stefan in Canada."
Daniel Lewczuk
CEO at Executive Network/IMD International Search
 
 
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