A leading GTP robotics company were undergoing a structural change in its US sales organisation. With a well-established presence in the market, the company sought to optimize its business development strategy by creating a new leadership role to drive customer engagement and lead generation.

Having worked extensively with this client in the past, we were their go-to partner for high-impact and senior-level hires. The team came to us looking for a Director of Business Development and given our deep understanding of the industry and strong network of warehouse automation and robotics professionals, we quickly identified a high-calibre professional who not only possessed the right skills but also had the ambition to make a meaningful impact within the company.

 

 

Challenge

The company needed to establish a brand-new business development division within the US market, which required a candidate with a very specific skill set. Unlike a typical sales role, this position focused on lead generation and customer outreach before passing opportunities to the sales team to be executed. This made it a particularly rare role to fill, as most professionals in business development preferred to see deals through to completion. However, our candidate excelled in this exact area and thrived on creating new business opportunities.

Another challenge was the ambiguity surrounding the role. Since it was a newly created position, there was no predefined job description or structure, making it difficult to clearly outline expectations to potential candidates. Additionally, the company’s US recruitment team was relatively small, which meant they relied on external expertise for senior hires. Our role was not only to source a highly skilled candidate, but we needed to ensure that the position was compelling enough for the candidate, who was not actively looking to leave his current employer but was open to a role with greater impact and career progression.

 

Warehouse automation and robotics in action

 

Solution

Leveraging our extensive industry network, we identified a highly suitable candidate who had been working as a Business Development Manager for four years. While he had been successful in his role, he felt his career progression had stalled and was seeking an opportunity where he could build something from the ground up. Given that this role involved setting up a new function and laying the foundation for future growth, it aligned perfectly with his ambitions.

The recruitment process moved swiftly despite the holiday period. We submitted the candidate’s profile in November, and within a few days, his first interview took place. By early February, he had signed and accepted the offer.

Initially, the company offered him the same salary he was currently earning. However, recognizing his expertise and market value, we successfully negotiated a higher package, ensuring the candidate was adequately compensated for making the move.

Our involvement went beyond simply identifying the right person. We were able to market this opportunity as a strategic leadership position, where the selected candidate would have significant influence, the opportunity to build their own team, and a fast track to a VP-level position—elements that resonated strongly with the successful candidate’s career goals.

 

Impact

As part of the leadership team in the US, the selected candidate will be involved in shaping the company’s market strategy, attending annual strategy meetings in Beijing, and laying the groundwork for an expanded business development function. His previous experience in generating over $35 million in business, coupled with his expertise in the automation industry, positions him as a key asset in driving the company’s growth in North America.

Although it is still early in his tenure, the company is already seeing the benefits of bringing in a dedicated business development leader. His ability to establish key relationships and generate new opportunities will contribute directly to the company’s expansion efforts.

Looking ahead, our partnership with this client remains strong. With ongoing hiring needs and a pipeline of future opportunities, we continue to support their recruitment efforts for business-critical roles.

 

 

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