Client overview: Leading in insulation solutions
Our client, an international group specializing in construction materials, employs 3,000 people globally. In Germany, their primary revenue source stems from the distribution business, catering to specialized wholesalers in the competitive insulation market. With a limited pool of industry-specific talent, the client sought a successor who would uphold their leadership standards and drive the business forward amidst growing market pressures.
The challenge: Navigating a limited talent pool
The departure of the previous Sales Director due to an internal transfer left a key leadership gap. The search for a successor was constrained by the small number of competitors within this specialized market, requiring a targeted and discreet approach. The ideal candidate needed to not only bring market expertise but also possess leadership experience to navigate and excel in the demanding industry landscape.
Our approach: Discreet and targeted search
Given the transparency of this market, maintaining confidentiality was essential. Friedrichs & Partner / Kestria Germany focused on a highly selective pool of candidates, identified through discreet channels. Our team conducted numerous in-depth exploratory discussions, maintaining strict confidentiality throughout the process to preserve the client’s market standing while ensuring a thorough and careful evaluation of each candidate.
Key Search Criteria:
- Industry-Specific Leadership: Identified individuals with leadership experience within the insulation materials sector.
- Market Knowledge: Emphasis on candidates familiar with the distribution landscape in Germany.
- Confidentiality: Ensured all communications remained discreet to avoid market disruption.
The outcome: A seamless leadership transition
After a four-month, intensive process of confidential discussions and evaluations, a highly qualified candidate from a direct competitor was secured. Through a trust-building approach, Friedrichs & Partner / Kestria Germany facilitated smooth negotiations, ensuring a mutually beneficial agreement. The client was able to move forward confidently, knowing they had the right leader to guide their distribution business towards continued success in a competitive market.