Assignments

Case Studies

Telecommunications - Chief Sales & Marketing Officer

Industry:
Telecommunications
South Africa's first converged Telecommunications network operator, part of the TATA International Group. The company aims to reduce the cost of doing business by enhancing the operational efficiencies of companies through the optimal use of advanced communications technologies. This Company is gearing up to be a preferred provider of leading-edge telecommunications, well beyond the traditional concept of a fixed line operators

Position
Chief Sales and Marketing Officer

Assignment Challenge
Target Search was appointed exclusively for a three month period to work an African Search for an experienced Sales and Marketing executive to manage a team of 100 staff across various divisions and at Exco level. Candidates needed to be South African, earning under thy R2.2 mil range with space to leverage. Most candidates approached were already at this mark and above and well entrenched within their roles together with receiving exceptional benefits, STI’s, LTI’s and shares, resulting in a “shrinking pool” of possibilities. The difficulties also lay in identifying exceptional Leadership and the ability to rise to the challenge of working in a young organisation which had previously made a few mistakes which had damaged their image and overall public perception. Candidate should have a “can do” attitude and the ability to drive aggressive targets and generate new sources of revenue by creating and executing profitable business plans. We were required to produce names within the first three weeks and a on a dedicated Head Hunt post and a detailed Search Matrix in order to c close on this within a 2 month period

Non Negotiable Client Requirements

• Post Grad in Economics and / or Business Administration and / or Engineering +
MBA – preferably specialising in fixed line enterprise markets.
• A minimum of 10 years Management Experience in Sales / Marketing or CRM within telecommications was an essential component as was experience in fixed line enterprise market segment.
• Candidate is to ensure the success of sales and marketing in this organisations strategic market segments including the development and implementation of their marketing strategy. Product innovation and product develop0ment

Key Performance Areas
• Research and develop strategies and plans which identify marketing opportunities, direct marketing, and new project development
• Ensure the development and implementation of marketing and branding strategy within the organization
• Develop and implement a product strategy
• Ensure that continuous market analysis and customer-oriented product development and the introduction of new products
• Manage new and existing products throughout the product lifecycle and product portfolio
• Management and control of the corporate brand and image

Process
• We first-off assembled the best of two researchers to partner our Director, best in terms of knowledge of the ICT industry and ability to research within Linked-In, previous Placement information of candidates in similar roles, leads from technology magazines and research into competitor organisations both locally and internationally.
• Previous referees for other high profile candidates within this “space” whom we have previously placed were also prepared for contact.
• Current MD’s , G.M.’s, Country Managers, marketing Managers and Sales Managers and Directors were matrixed
• Co0mpelling story was assembled together with named off detailed research and initial approaches were made, thus fine-tuning resulting First Draft for Director to make initial contact with.
• Interview format and questioning technique was formally implemented along with the batch interviews (13) for short listing.

Achievement
Target Search and Selection completed the assignment in a space of 3 months. The individual that was identified was more mature than initially envisaged and all qualifications were prevalent as well as the correct drive, leadership, experience in driving complex sales teams and personality attributes. This person made enough of impression for the Company to negotiate a higher package based on his tenacity and achievements within his previous Sales and Marketing management roles.
Process was managed and successfully concluded by Gail Burns, Managing Director