Case Studies

Global Off Highway OEM, Senior Vice President, Sales and Marketing (USA)

Sector: Mobility
Location: USA

THE CHALLENGE

The US leadership team of a global off-highway OEM asked Miramar to support them on a major cultural transformation program within their Americas commercial function which required a new Senior Vice President Sales & Marketing. The business had significant challenges around effective team and performance management at territory level and required more dynamic leadership able to re-engage the dealer network, drive motivation and re-define winning culture back in to the DNA of the external sales teams.

THE SOLUTION

We worked closely with the US executive management to fully understand historic and present cultural challenges within their commercial function. This involved several detailed briefing sessions to deep-dive in to the internal and external factors impacting the business and the future vision for the organisation. We created a highly targeted search strategy focussed on competitor off-highway OEM’s and organisations in adjacent sectors who had successfully implemented comparable change programs. This required the identification of impactful executives with proven success in crises and change management.

THE RESULT

  • 140 executives identified and 6 profiles shortlisted within 4 weeks
  • The search successfully concluded by week 6.

Our work helped our client implement a successful cultural change program through the hire of a market leading turnaround specialist. The executive was able execute an organisational restructure and re-energise the sales function via effective leadership and performance management.

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