Cross-European country leadership for growth

Strategic aims assessment – market mapping – sales leadership transformation – stakeholder alignment – talent benchmarks – platform for growth

A multi-$bn technology services provider has been facing dramatic market growth and massive increase in demand. After large-scale acquisitions, the company has recognised that a higher-profile market presence and more organisational maturity demand a different type and calibre of sales-oriented country leader across European locations. Samuel Jacques Associates has helped set a new country leadership template and undertaken repeated country leader searches across Europe in the context of wider transformation to help create the new platform for growth.


·        No recognised template for successful sales-oriented Country Managing Directors

·        Country businesses run as relatively autonomous local entities

·        Reactive sales stance in-country, and low senior-level in-market profile and reputation

·        Limited cross-border account coordination or synergy across countries and regions

·        Under-achievement of Channel opportunity and balance of direct / indirect market development

·        Barriers to potential step-change in growth, and no succession planning opportunity


·        Clear template in place for successful Country Managing Directors who drive revenue growth

·        New proactive sales stance across Enterprise, Carrier and Channel

·        Enhanced international cooperation, constructive culture and a better-functioning matrix

·        Built-in senior client / contact network and corresponding local reputation enhancement

·        Better balancing of Channel and direct; more accurate planning for the future

·        High-ambition growth with succession opportunity and overall talent enhancement

·        A cadre of leaders set up for the next stage of growth.

SAMUEL JACQUES ASSOCIATES’ contribution to the partnership and business outcome:

ü  Defined the new role remit and person template to lead country BUs

ü  Consultatively raised awareness of the changed business dynamics

ü  Drove country leadership hires with proactive sales stance and more corporate presence

ü  Managed and aligned divergent views across a complex, international stakeholder landscape

ü  Provided on-the-ground market intelligence to calibrate ambitions in the competitive context

ü  Created market buzz around the company’s ambitions through wide-ranging local dialogue

ü  Transparent management of internal candidates to retain engagement and avoid disruption

ü  Set and fulfilled expectations for business transformation led by the new talent benchmark.

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