Case Studies

North American Sales VP

VP, Eastern Region

February 01, 2008

VP Sales, Eastern Region


Problem:   The SVP Sales of a large telecommunications equipment maker needed a leader for a major region of their North American operation.   They wanted a person of significant accomplishment because he or she would be directing an organization of 650 professionals responsible for delivering over $2B in annual sales.   Despite the fact that the company maintained a larger recruiting department the SVP Sales was not seeing enough candidates of the caliber needed. 
Action:  KULPER & COMPANY met with key leaders inside the Sales organization as well as the HR VP who would be involved in supporting the search. A decision was made to retain the services of our firm. We reviewed the position description at some length provided to us by the client and made necessary additions to make it more clear and compelling to qualified candidates.   We then began compiling a list of top competitor organizations and reviewed with the HR VP to target our candidate ID efforts.   We then met with the SVP Sales which led to a regularly scheduled weekly conference call to discuss the quality of the candidates being identified and calibrate the search.  
Candidate ID began by broadcasting the search to a number of global sales leaders who were already in our contact network and then aggressively calling referrals and prospects for the position.   Because the position was highly compensated our search was focused on speaking with National and Global Sales executives at world class companies.  
We quickly identified a potential candidate who at the time was heading the Asian business for a major competitor.   He was desirous of a US posting and came with an excellent track record for driving sales and leading large groups of sales teams. He was also experienced in Federal and other channels.
Result    Within 6 weeks of the official start date our client had the resume and our assessment of the candidate who would soon be hired by the head of North American Sales after all references were completed.    
The hired candidate was quickly promoted to handle all sales responsibilities east of the Mississippi, Canada and Federal sales operations and helped lead the sales organization to record achievements in revenue production and company profitability.