Case Studies
Head of Sales Benelux
Case Studies
Overview
Our client, a multinational enterprise software vendor with 5,800 employees across 80 countries, was seeking to hire a seasoned senior executive to join them as part of their strategic expansion across Europe into key defined target markets. On this occasion, their sights were firmly fixed on recruiting a figurehead to lead their efforts in the Benelux region.
Challenge
Right from the beginning, our client had a clear idea of the individual they wished to pursue for the role and from our discussions with them, it soon became clear that one individual stood out above all others in their minds.
The primary challenge was that within an industry where key figures tended to know each other through general business activities, networking events and trade shows, the utmost discretion would be required in order to secure the attention of the identified candidate.
Solution
Once a mutual agreement on outreach strategy had been reached in conjunction with our client, Jurupa carefully devised a best practice plan in order to engage with the sole target individual.
Based on careful research and perception data gleaned from those in the market who knew and had worked with this person, Jurupa reached out with a combination of tailored messaging and video outreach. The candidate reacted with cautious interest and agreed to sign an NDA to protect all parties.
Outcome
A dinner meeting was arranged between the General Manager and our candidate where an open-ended discussion ensued and led to the gradual process of building and nurturing a relationship.
Interviews with the rest of the senior management team followed and within a relatively short space of time – 4 weeks – the process was concluded and our client proudly announced that their prime candidate had made the decision to join from a major rival organisation. Ultimately, the ability of Jurupa to act as a broker behind the success enabled our client to secure an individual who became a “powerhouse” hire.
Results
48
Candidates
2
Finalists
3
Shortlisted
1
Appointed
Journey
Project team kick-off meeting
- WEEK 1: The delivery team will are fully briefed on the scope of work, SLA and job profile
Project recruitment phases
- WEEK 2: Thorough research involving regional / global talent mapping
Search & selection
- WEEK 3: Discreetly approach high level, prospective candidates. Gauge initial levels of interest
Preliminary candidate interviews
- WEEK 4: Preliminary interviews including competency-based questionnaire
Longlist presentation
- Present client with an honest candidate appraisal and perception report
Search execution plan
Candidate shortlisting
- WEEK 5: Re-appraisal and requalification of candidates, followed by selection of candidates for interview
Interview
- WEEKS 6 & 7: Ensure the interview schedule is adhered to
Offer management
- WEEK 8: Agree remuneration, offer and present to successful candidate. Address all concerns and issues to ensure a smooth process
Acceptance & notice period
- Address counter offer scenario to ensure candidate’s commitment
Project feedback
- Upon completion of assignment – review the process and discuss next steps
