The Challenge:
On this search, our client was one of the premier Medical Technology firms in the world, with over $15b+ in annual revenues and a market-leading position in multiple categories. Having recently made a significant investment to acquire a Robotics start-up, they required a seasoned VP Sales, capable of re-igniting the spark the team once had but had lost after being consumed by what they viewed as another large, corporate entity. The new VP needed to shift the team’s mindset, so that they saw the incredible benefits that being part of this new, larger company offered, and to show them that the reality was that their acquirer’s culture was in fact one of pace and innovation. Furthermore, the VP needed to complete a talent assessment, build new capabilities into the team, and develop a more mature, comprehensive and forward-thinking commercial strategy to scale the business.
The Solution:
Our client chose Miramar because of our proven track-record of helping both VC-backed start ups and large-caps in the MedTech industry hire leaders that transform and scale businesses. Based on the specific challenges this business faced, and the particular high-growth and burgeoning category it was in, we created a bespoke search strategy to identify leaders with the right types of experiences within a select few spaces. In particular, we extensively mapped sales leadership across (medical) Robotics, Interventional Cardiology, and Neurovascular domains. We developed a custom assessment process to evaluate potential candidates’ capabilities with respect to the key success criteria, building a creative and tailored messaging campaign to attract the highest caliber talent.
The Result:
- Detailed analysis of Sales Leadership talent within the competitive landscape was conducted and presented to our client.
- Four shortlisted candidates were delivered for consideration within three weeks of launch, after having identified over 80 prospective candidates and over 50 conversations.
- Within six weeks of launch, a successful placement had been made – a data-driven decision, informed by a clear and detailed picture of the marketplace.
