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Client Company
C
CHG‐MERID DIAN
Deutsche Computer Leassing AG
Franz‐Beer‐‐Straße 111
D‐88250 Weingarten, Ge ermany
Role: Vice President of Sales, Poland d
Business Un nit: Poland
Warsaw
Location: W
Reports To:: Thomas Alb brecht, Easterrn European B Business Lead der, CHG
Parent Web b Site: www.cchg‐meridian n.de Local PPoland Web SSite: www.ch
hg‐meridian.p
pl/
The Busin
ness
ZRG Partners has been retained to recruit a Head of Sales for CCHG
Meridian in Poland. Thiss key leadersh
hip role will report directlyy to the
Regional Le
eader in Germ
many and provide oversigh ht and leadersship to
the core business of CHG
G in Poland.
The compan ny’s core product offering includes specialized finanncing and leassing services, asset managgement
olutions to asssist customeers in solving ttechnology problems.
and reporting services and creative so
ered in Weinggerten, Germany, the company operatees throughout Europe, Latin America an
Headquarte nd North
obal expansion planned in the coming yyears.
America witth further glo
Here are so
ome quick factts about CHG
G
Total Asssets = excee
eding 1.2 Billlion
Total worldwide em mployees = eexceeding 6000
Total po
ortfolio of Te
echnology AAssets = overr 3 Billion
Worldwwide Offices = 26
Countries with reprresentation = = 17
At the core of the value proposition iss outstandingg technology Leasing services on a globbal basis, provviding
strong cove
erage in both Eastern and W Western Euro ope, Mexico aand the Uniteed States. Large corporate
customers ccan lease and d finance key technology assets to betteer match usefful life to the terms of payyments.
Additionallyy, preferred b
balance sheett treatment allows CFO’s aand CIO’s to b better afford sstate of art teechnology
and softwarre solutions wwithout the caapital budgett issues that ccan impede in
nvestment. Ad dditionally, thhe ease
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of CHG’s asset managem ment platformm, through its proprietary TTESMA
em, brings a n
online syste new level of sservice to largge corporate ccustomers
who must m manage the complexities o of technologyy asset trackinng across
regions andd locations.
The firm was founded in n 1979 by an entrepreneurr, Jurgen Gelff in Southern
Germany an nd has shown n impressive aand steady grrowth for manny years.
Still run tod
day as a privattely help busiiness, CHG haas grown intoo Europe’s larggest independent technology
leasing and solutions pro ovider. With great cash flow and stronng income, CH HG is position
ned for contin
nued
growth and d prosperity fo
or years to co
ome.
Poland
CHG operattes on a globaal basis and has been presence in key m markets to serrve existing clients as theyy have
nd was initially founded to
had specificc needs. Polan o support thee technology n needs of Euroopean clients who had
nits in Poland.. For 5+ yearss, CHG has successfully enttered the market and supp
business un ported technology
leasing and financing sollutions in the region. How
wever, the com mpany is now w positioned tto ramp up thhe new
olume in Polan
business vo nd, through tthe expansion n of the existi ng sales team
m and through h the strategiic
leadership oof the new saales leader. CH
HG sees tremmendous oppoortunity to grow this busin ness and expeerience
300% to 500% growth ovver the comin ng five years.
Armed with h basic infrasttructure and ssmall team in
n the region, tthe Sales Lead
der will be in charge of leaading all
aspects of SSales Growth and country profitability.
Competition in Poland inncludes Captivve Finance Organizations llike IBM Glob bal and HP Finnancial as well as
banks who finance techn nology and a few independ osition is
dents who alsso provide seervices. CHG’’s value propo
powerful annd compellingg, when sellin ng against a C
Captive Financce
Organizatio
on, where ven ndor neutralitty in the finan
ncing provide s
advantages. Banks have much more sstringent requ uirements witthout
the niche understandingg needs to serrve the custom mers in creattive
ways. For M
Multi‐nationaals, local bankks cannot provvide the serviices in
many emerrging regions w where CHG n now operates.
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CHG’s Va
alue Propo
osition and
d Target Markets
In this posittion, you will be managingg a sales team m that is callin g target custo
omers througgh C‐Level and senior
level contaccts in the assigned territorry selling CHGG’s value propposition.
CHG sells a long term fin nancial strateggy that is specifically desiggned around tthe unique chharacteristicss of
technology and the force es of unplannned change. C Companies th at adopt the CHG solution n will experien nce
increased competitive ad dvantage whiile lowering the
financial and technologiccal risks assocciated with ow wning
technology assets. CHG does not sell a “Low Rate”” Financing
option competing with b banks and oth her finance op ptions,
CHG focuse es its’ business in niches where custome ers value
hrough CHG’ss customized program
the flexibilitty provided th
options.
The businesss is sold to taargeted custoomer types with
business co oming from tw wo different cchannels:
Dire ect End User Selling to Tarrget Customers
Refferrals from TTechnology Ve endors who h have
customers who need Financin ng
Job Description
The Vice Prresident of Sales will be responsible for
f growing tthe business in Poland to
o achieve revvenue and
wth objectives. The ideal candidate will
profit grow w come too CHG with eexperience inn extensive ssuccessful
technology solution selliing directly to o larger custoomers in the Poland Marketplace. While a larger peercentage
of customers come from m direct end u working with vvendor partners jointly with end user ccustomers
user calling, w
is also an immportant chaannel, so brin nging experieence with parrtner selling wwith othertTeechnology prroviders is
also important.
Requirement for the Ide eal Candidate e:
Exte ensive Successsful Technology Sales bacckground (10++ years of exxperience)
Exp perience in ussing Leasing and Financing to close Salees while selling technologyy solutions
Trained and Experienced in “solution sellin ng”, not just commodity ssales
Exp perience in de eveloping detailed sales plans and manaaging sales piipelines
Hass come througgh the sales rranks to sales managemennt
Hass hired and m managed saless teams
Is a “Hands on” Leader who ccan work in the field with the team and d customers
Som meone who can lead and in nspire the teaam
Ideally has a good
g network of past cu ustomers in Poland thatt includes cu
ustomer and d supplier
relaationships thaat Fit CHG's taarget customer profiles
Hass good languaage (English) skills to comm municate wit h CHG
Loccation near W Warsaw
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Groound Floor oppportunity to be the leaderr to achieve m market penettration and
growth within Po oland
Greeat market stoory as the larggest independently ownedd Technologyy Solutions
Leaasing company in Europe
CHG G Business is much more o of an “Annuityy Business” ccompared to m many technology sales witth
onggoing sales eaach year from
m existing custtomers and reevenues spreead over the ttechnology liffecycle
Role provides a wwide range of activities fro
om hiring, traaining and devveloping to p
personally drivving
voluume and strategic planning and marketting.
Thee growth of CHG Poland in the coming 3 3‐5 years makkes the enviroonment dynaamic and evolving
CHG G‐Meridian Culture and tre eatment of employees is l ong term orieented with sttability and
commmitment to Poland
Lonng term financcial earnings potential pro
ovides strong financial upside for the rigght leader thaat can
drivve growth andd succeed in aa pay for perfformance cul ture
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Interview
w Process
ZRG provide es our client companies w with best in cllass hiring pr ocess ground ded in fact
based meassurements an nd informatioon. We believve finding thee best peoplee for a role
involves clo osely matching exact skills and attrib butes of canndidates to tthe highly
specific nee eds of our clie ents. Our enttire process iss built aroundd providing a superior leveel of quality candidates
to our clien he specificatiions clearly. To accompl ish this, we utilize our paatent pending Z Score
nts who fit th
hiring proce ess which pro ovides for impproved hiringg results and bbetter fits forr candidates aand employers. To this
end, our intterview proce ess with our cclient has bee en carefully diiscussed and will include:
Steps:
1) Initial Intterviews with ZRG Partnerss
2) Presentation of short list of candidates to Clientt for approva l
3) Green ligght from Clien nt to proceedd to Round 2 ffor selected ccandidate(s)
4) Face to FFace Interview w with key me embers of the e managemennt team to co onfirm match h and culture fit
5) Finalists will then co omplete Z Sccore On‐line assessment process to ccompare individual behavvioral and
intellectual traits to our hiring dataabase for simmilar positionns we have ffilled. At this stage, it w
will take a
candidate about
a 60 min nutes to complete an on‐line assessmeent process tto help everyyone insure tthis is the
right role an management style, and culture).
nd fit (skills, m
6) Second interview with senior team m of Client and have canddidate develo op a basic “bu usiness plan”” on going
to the markket, to demon nstrate planniing and market knowledgee
7) Offer Pre esentation witth ZRG Partne ers
8) Start with h CHG
About ZR
RG Partnerrs
ZRG Partners is a global executive seaarch firm headquartered inn Boston, MA A, with officess
through thee US, Europe, Canada and Asia Pacific. Our fact bas ed approach to helping
our clients m
make great hiring decisionns is the found
dation of ourr offering.
The ZRG teaam working o on this projectt:
mann, Managging Partner
Larry Hartm
201‐560‐99 900 x 222
lhartmann@ @zrgpartners.com
Ken Lubin, MManaging Dirrector
508‐366‐58 800 x 219
klubin@zrgpartners.com m
Web Site: www.zrgparttners.com
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