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Case Studies

Regional Sales Manager

Overview

Challenge

The primary challenge was to find a candidate with the right mix of practical sales experience and academic excellence. The role required not only a deep understanding of the FMCG sales and distribution landscape but also strategic thinking and leadership skills to drive the sales team towards achieving business objectives. Identifying such a candidate within a tight timeframe added another layer of complexity to the search.

Result

Through targeted outreach and a focused search strategy that included tapping into alumni lists of prominent business schools, three strong matches were identified within a week’s time. The search culminated in the successful hiring of a candidate from a well-known global FMCG company, who brought the desired mix of distribution sales experience and educational pedigree to the role. The swift and efficient recruitment process, leading to the offer being rolled out to the selected candidate, underscored the effectiveness of the targeted search strategy.

Unique Approach

The search strategy was meticulously designed to leverage the networks and alumni lists of leading business schools, aiming to shortlist candidates with a competent background in sales, specifically within the FMCG sector. This targeted approach ensured that the candidates presented not only had the requisite experience in distribution sales but also possessed the strategic and leadership qualities necessary for the Regional Sales Manager role. By focusing on individuals with a strong educational foundation and a proven track record in FMCG sales, the firm was able to quickly identify and engage with suitable candidates, ultimately leading to the successful appointment of a highly qualified Regional Sales Manager.

2017 - 2018

Financial Year

A leading Indian FMCG brand

Client

Regional Sales Manager

Financial Year

2017 - 2018

Sector

Consumer FMCG & Sales

Client

A leading Indian FMCG brand

Location

Gurgaon, India

Function

Sales & Marketing

Industry

Consumer

Introduction

The client is one of India’s leading FMCG companies, known for its diverse product range and extensive distribution network. With a commitment to quality and innovation, the company has established a significant presence in the market. The Regional Sales Manager position was crucial for sustaining the company’s growth momentum, overseeing sales operations, and ensuring the brand’s competitive edge in the region.

Case

The project was centered around a prominent Indian FMCG brand seeking to appoint a Regional Sales Manager for its operations. The role was pivotal for driving sales strategies, managing distribution networks, and achieving sales targets within the region. The ideal candidate was required to have a blend of conventional high-grade experience in distribution sales and a strong educational background, preferably from a reputable business school.

Challenge

The primary challenge was to find a candidate with the right mix of practical sales experience and academic excellence. The role required not only a deep understanding of the FMCG sales and distribution landscape but also strategic thinking and leadership skills to drive the sales team towards achieving business objectives. Identifying such a candidate within a tight timeframe added another layer of complexity to the search.

Unique Approach

The search strategy was meticulously designed to leverage the networks and alumni lists of leading business schools, aiming to shortlist candidates with a competent background in sales, specifically within the FMCG sector. This targeted approach ensured that the candidates presented not only had the requisite experience in distribution sales but also possessed the strategic and leadership qualities necessary for the Regional Sales Manager role. By focusing on individuals with a strong educational foundation and a proven track record in FMCG sales, the firm was able to quickly identify and engage with suitable candidates, ultimately leading to the successful appointment of a highly qualified Regional Sales Manager.

Execution of Strategy

Result

Through targeted outreach and a focused search strategy that included tapping into alumni lists of prominent business schools, three strong matches were identified within a week’s time. The search culminated in the successful hiring of a candidate from a well-known global FMCG company, who brought the desired mix of distribution sales experience and educational pedigree to the role. The swift and efficient recruitment process, leading to the offer being rolled out to the selected candidate, underscored the effectiveness of the targeted search strategy.

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