A leading provider of clinical protein electrophoresis equipment and reagents recently collaborated with Pender & Howe to recruit a high-performing VP of Sales and Marketing, supporting their ambitions to transform a US distribution hub into the command center for a major expansion.
This strategic shift presented three challenges: developing a succession plan for the company’s President of the Americas, identifying a new high-performing Vice-President (VP) of Sales and Marketing, and then creating a growth plan that would enable the new VP to take over the President role within 6 to 12 months.
The Pender & Howe approach
Our collaboration began with in-depth discussions with the client’s Chief Human Resources Officer (CHRO) in Europe and the Vice-President of America to gain a clear understanding of their vision for the US market and the specific skill sets required for the leadership roles.
Prioritizing the succession plan for the President role, our goal was to identify a leader who could initially embrace the role of commercial leader, make a significant impact on sales and marketing, and then transition to broader responsibilities
Utilizing our vast industry network and cutting-edge digital tools, we quickly identified a pool of qualified candidates with:
- A strong track record of exceeding sales targets in the US healthcare and in vitro diagnostics market
- Proven ability to navigate the complexities of the clinical diagnostics market
- A results-oriented leader with a focus on driving immediate sales growth Experience building and leading high-performing sales teams with a focus on exceeding quotas
Through meticulous screening and evaluation, we narrowed a pool of 100 candidates down to 10 finalists who closely matched the company’s requirements for experience, expertise, and cultural fit.
Eight of these top contenders were then interviewed for the position, and after a rigorous selection process, three finalists emerged, with the company ultimately making their final choice from this exceptional group.
