Case Study

Staffing of a Group Sales Director in APAC

Results at a Glance

  • Use a targeted search approach to source a candidate that aligned to the technical and cultural needs of the business.

Focus Areas

  • Group Sales Director, Asia Pacific

Business Challenge

This global life-science company designs, manufactures, and distributes a broad range of innovative tools and services to the life science research and clinical diagnostics markets. They have a global team of more than 7,750 employees and serves more than 100,000 research and industry customers worldwide through the company’s global network of operations.

The company came to Aston Carter with an exclusive requirement for a Group Sales Director, Asia Pacific. The needs of the position would require a very niche and commercial minded candidate with a strong sales background and ability to lead a sales team of 150 employees within the Asia Pacific region.

A core challenge of the project was the need to keep the client’s identify and the position title completely confidential during the initial screening and assessment phase of the process.

Our Solution

Aston Carter partnered with the key management team of the company to identify the ideal fit of the candidate, understand the business culture and the team structure for the position.

Following this analysis an extensive market mapping project was conducted over a three week period to map the target companies and carry out initial confidential conversations to identify the target candidates.

Aston Carter provided the management team with detailed reports on each of the twelve candidates that were identified from the mapping project. These reports included relevant market intelligence such as their academic qualifications, past successes, compensation package and motivation factors.

The top five candidates were invited to attend an interview with the company, and complete an in depth personality assessment.

Candidates were only informed of the full details of the position and the company once the management team had indicated their desire for an initial interview with the identified candidate.

Results

By understanding the detailed requirements of the position from the outset, Aston Carter was able to use a targeted search approach to source a candidate that aligned to both the technical and culture needs of the business.

Throughout the process fortnightly project meetings were arranged to discuss progress, any feedback and ensure that expectations were aligned to the project timeframe.

The selected candidate had a strong sales and marketing background from various life science and diagnostic MNC’s; their strong attitude and alignment to the Bio-Rad culture was a key factor in their selection.

Aston Carter’s strong relationship with the company continues to grow, with a further eight roles released to Aston Carter following this successful placement.