Case study

General Manager & Commercial Team build APAC

USA
Silhouettes of wind turbines against a sunset backdrop, overlaid with blue and orange financial graphs, symbolizing renewable energy trends.

THE CHALLENGE

Our client had acquired a company five years earlier, enabling them to dominate the North American market in their field and expand into EMEA. The acquired technology is a specialist product enabling the development of ‘green transformers’, a critical component in driving a more sustainable future.   

The next growth opportunity lay in APAC, particularly China, where significant new capacity was coming online. The challenge was to map and understand the talent pool to identify individuals capable of rapidly scaling this division within a major US multinational environment. 

THE SOLUTION

Our client adopted a channel pull-through model, requiring sales and technical service teams to combine:  

  • Deep technical and market knowledge  
  • Strong networks with channel partners and end customers  
  • The ability to translate opportunity into sales growth  

Miramar analysed international corporates operating across these channels, including companies selling specialist technology into power utilities and industrial manufacturers.  

Through extensive interviews, we assessed not only technical knowledge and networks, but also candidates’ ability to thrive in a US multinational context, where communication, influencing, and organisational awareness were key. 

THE RESULT

  • Shortlists delivered within 30 days for all searches  
  • Candidates hired from the shortlists and in post within 90 days  
  • Appointment of a hands-on General Sales Manager for China and an expert team of technical sales and business development managers to drive growth in targeted market segments  
  • Process expanded to successfully hire a commercial leader for Southeast Asia (based in Singapore) and a sales lead for Indonesia 

The impact

These hires established a strong commercial presence across APAC, accelerating growth in the strategically critical Chinese market while building a broader regional platform.  

The new leadership team provided the technical credibility, market insight, and commercial execution skills required to win business in a highly competitive landscape.  

By combining local market expertise with multinational organizational capability, our client was able to scale rapidly, strengthen customer trust, and solidify its role as a leader in sustainable transformer technology across Asia.