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VP, International Business Development
THE CHALLENGE
Miramar was retained by a $100 million US-based healthcare technology company who needed to hire a VP to run their international business. The company was backed by a well-known private equity firm and needed to supercharge growth in the EMEA and APAC regions. The primary challenge for the new hire was to professionalise the sales operation in the international region. It was essential for Miramar to identify and attract a sales leader who understood strategic sales planning including market segmentation for direct and indirect business, account planning and regional partner strategies.
THE SOLUTION
The Miramar team focused on identifying sales leaders from large sales organisations whose experience would bring rigor to the sales process. Whilst Miramar did look at the direct competitor ecosystem for talent, the primary focus was on technology companies with scale and infrastructure where the talent would bring the right behaviours to the international operations. Whilst the primary focus was on technology sales leaders who were selling into healthcare and life sciences, Miramar also looked at the adjacent talent pool of candidates who were selling into similarly highly regulated industries like financial services.
THE RESULT
Utilizing our network in the technology sector, Miramar identified, engaged and assessed a shortlist of candidates within three weeks.
The process took a total of 10 weeks to the point of offer, and the client was very positive about the speed and understanding of the target talent pool.
The impact
The business hired a VP to run the international region who had a unique blend of large corporate and start-up technology sales experience. This hire was also a domain expert in healthcare and life sciences.
