The Client
We partnered with a global consumer electronics company looking to make its mark in the EMEA region. Headquartered internationally, the brand had begun gaining momentum in other markets, but its presence in Europe – particularly in the UK – was relatively undeveloped.
To accelerate growth, establish strong retailer partnerships, and drive brand visibility, the company created a newly formed position: Managing Director, EMEA. The hire would be pivotal to spearheading operations in a competitive, fast-moving market and building the foundation for long-term regional success.
Given the strategic importance of the role, the client needed more than just a talent supplier – they needed a true consultative partner who could shape the scope of the role, define the ideal candidate profile, and deliver top-tier talent under tight timelines.
The Brief
The newly created Managing Director role came with a set of unique challenges and expectations. The client required a senior leader with an in-depth understanding of the consumer electronics space and a proven track record of building challenger brands from the ground up. The successful candidate needed to possess:
- Established relationships with leading retailers (both online and brick-and-mortar)
- Experience in developing market strategies in underdeveloped regions
- The ability to inspire belief in a brand that was largely unknown in the EMEA market
- A dynamic, entrepreneurial mindset ready to lead a transformative project
Time was critical. The client wanted to move quickly to generate regional momentum and begin building key commercial relationships. Weekly updates, transparent communication, and alignment across time zones were essential for success, particularly given the seniority of the stakeholders involved.
The Actions
Deep Consultation & Role Definition
Our engagement began not with a job spec but with a blank slate. We held detailed discovery sessions with the client to learn about their business journey, current market position, and their goals for EMEA expansion.
Initially, the brief was broad. But through continued collaboration, we helped the client refine their expectations and define the tangible impact they wanted in the first 6–12 months. This led to a clear, focused vision for the role, forming the foundation for a compelling candidate proposition and robust talent search.
Precision Market Mapping & Targeted Headhunt
As specialists within both the consumer goods and electronics space, we leveraged our deep networks to identify and map a high-potential talent pool. This included:
- Senior leaders from major blue-chip CE brands
- Executives who had launched and scaled challenger brands
- Individuals with hands-on experience opening and developing retailer accounts across Europe
Our proactive sourcing strategy combined active headhunting with targeted outreach, our proprietary database, and trusted referrals. Early in the process, we presented a wide range of profiles to gauge client preferences, then refined our approach to deliver a shortlist tailored to the company’s evolving needs.
Rigorous Shortlisting & Assessment
Candidate suitability was measured not only by track record and technical capability but also by cultural fit and long-term vision. We assessed:
- Tenure and proven success in leadership roles
- Experience building brands in underdeveloped markets
- Retailer relationships and commercial acumen
- Drive, ambition, and entrepreneurial spirit
- Salary expectations and alignment with long-term business goals
Only those who met these stringent criteria advanced to the next stage, ensuring the client’s time was spent engaging with only the most relevant candidates.
Managing Complex Dynamics & Communication
Given the seniority of the role and involvement of C-level stakeholders across different time zones, we implemented a disciplined communication framework. This included:
- Weekly progress calls to review pipelines and feedback
- Daily updates via email to maintain momentum
- Meticulous interview coordination around high-level schedules
- Transparent expectation management on both sides – particularly around evolving compensation discussions
By acting as a central point of coordination, we ensured clarity, speed, and alignment throughout the process.
The Result
Our process culminated in the successful placement of a Managing Director EMEA who brought not only the right credentials but also a visionary mindset. The appointed candidate:
- Had led international expansion for a market-leading consumer electronics brand
- Held deep commercial relationships across major retailers in the region
- Was inspired by the opportunity to lead an untapped brand into a period of rapid growth
- Saw the project as a multi-year venture with significant long-term potential
Out of an 8-strong shortlist, the client advanced through a three-stage interview process, ultimately selecting from a final two.
The hire was completed ahead of the targeted timeframe, allowing the client to move swiftly on early commercial priorities. Within months of appointment, the new MD had secured meetings with major EMEA retailers and initiated promising discussions – some now approaching deal completion.
This strategic hire became the catalyst for broader business transformation in the region. The company has already seen:
- A marked increase in EMEA sales trajectory
- Accelerated brand visibility across new markets
- Strong early-stage retailer interest both online and offline
Our consultative approach – particularly in co-developing the role and guiding the client on industry benchmarks – was recognised as a key differentiator. The client noted that typical in-house talent teams or generalist agencies may not have been able to secure access to this calibre of candidate.
As a result, our partnership has now expanded globally, extending into the Americas and across multiple functions within our Consumer Goods practice.