A Global Presence

Title: General Manager

CLIENT:
Our client is an $84 million sales-driven instrumentation manufacturer.  Their systems, software and instruments are widely used in a variety of industries.  Between 1989 and 1990, the company was formed by the merger of three companies.  The purpose behind the merger was to capitalize on their synergy and combined dominance of the marketplace.  Together, their presence accounted for approximately 80% of the industry.  Unfortunately, this effort failed due to lack of focus and leadership; therefore, the synergy they had hoped to achieve eluded them.  A new President was appointed to initiate a major turnaround.  Upon determining that the financial performance of the company was unacceptable, he set in motion the reengineering of the company, changing its structure from a Functional to a Strategic Business Unit structure. He publishing Core Values redirected their sales approach and redefined the company’s focus.

POSITION:
Reporting to the President, the new General Manager will have P&L responsibility for multiple business units. With $50M in revenue and approximately 40% of the business European, 30% US and 30% Asian this individual will develop plans and strategies to grow the business.  This leader will move the organization from a regional sales model to a “head of supply chain” model in significant industries including automotive, appliances, electronics, computers, and any other significant industry dependent upon plastics and painted surfaces. The GM will lead and direct the activities sales and technical support professionals in conjunction with leveraging agent networks in 65 countries while balancing technology and sales to drive global growth. His/her charter will be to get cost out of products, speed product development, add value to the customers, provide innovation, cultivate relationships, motivate Sales and Marketing and move forward as a team while fostering a harmonious organization.

RESPONSIBILITIES: 

• Provide vision to motivate staff and define direction for the global business Oversee the sales function on an international basis.
• Lead, develop and inspire a team of approximately 40 sales and technical support professionals.
• Work with agent network on an international basis.
• Serve on the Executive Committee.
• Provide competitive analysis, market understanding and monitoring of the marketplace to ensure an up-to- date competitive and market information with which to make sound business decisions and determine the company’s best strategies and growth opportunities.
• Lead activities related to closing deals and assist with deal negotiations as needed.
• Cross-Functional Collaboration

REQUIREMENTS:

• The ideal person will be an experienced professional with approximately 15 years of Business Unit
• Management sales of technological products including electronics, instrumentation, and embedded software.
• Demonstrated success in developing effective business strategies that have lead to measurable business growth and experience in closing business deals which support the strategic goals.
• Demonstrated ability to thrive in an environment where challenging and questioning is the key to success.
• Ability to work in a matrix organization where R&D and Marketing are a shared service.
• A proven ability to work at the top of the supply chain to negotiate and close deals at that level versus working with suppliers
• The ability to travel extensively

COMPANY APPEAL:

• Leads to President.
• Trust and support of the President to carry out mutually understood directives.
• Backing of successful parent company.
• Solid key management team eager for strong leadership.
• Being part of company dedicated to becoming Number One in their industry.
• A growing industry with limitless customer base.
• Top management philosophically dedicated to Total Quality.
• Desirable location and facility.
• Entrepreneurial atmosphere.
• The only true global player in the industry.

COMPENSATION:

• Compensation package in $300,000.00 range to include salary and performance based bonus program

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