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Con nfiden ntial P Positio on Descript tion an nd Opportu unity O Overview
Highly C Confidential ‐ The informa ation in this p position descr ription is high hly confidentia al. Please con nsider that this email contains confidentia al and/or privi ileged inform mation. Any un nauthorized c copying, disclosure or distr ribution of th he materia al in this emai il is strictly pr rohibited. Can ndidate shall not disclose t to any person n any confidential informa ation concern ning this posit tion. If you are not the int tended recipient (or have received this document in n error) please notify the sender immediat tely and destroy this document.
Client Company C
CHG‐MERID DIAN Deutsche Computer Leas sing AG Franz‐Beer‐ ‐Straße 111 D‐88250 Weingarten, Ge ermany Role: Vice President of Sales, Poland d nit: Poland Business Un Warsaw Location: W Reports To: : Thomas Alb brecht, Easter rn European B Business Lead der, CHG Parent Web b Site: www.c chg‐meridian n.de Local P Poland Web S Site: www.ch hg‐meridian.p pl/
The Busin ness
ZRG Partners has been retained to recruit a Head of Sales for C CHG Meridian in Poland. This s key leadersh hip role will report directly y to the Regional Le eader in Germ many and provide oversigh ht and leaders ship to the core business of CHG G in Poland. Founded in 1979, CHG‐M MERIDIAN has s grown into o one of World d´s leading technology service provi iders support ting large corp porate custom mers. CHG of ffers its custo omers holistic c service in the field of IT infrastru ucture ‐ from planning and d financing, th hrough the pr rocurement p process and installation, , to pickup an nd resale of equipment via a its own logis stics and brok kerage center r. The independence and know‐h how of CHG‐M MERIDIAN's st taff guarantees individual, , best of class s support. The compan ny’s core product offering includes specialized finan ncing and leas sing services, asset manag gement and reporting services and creative so olutions to as ssist custome ers in solving t technology problems. ered in Weing gerten, Germany, the company operate es throughout Europe, Latin America an nd North Headquarte America wit th further glo obal expansion planned in the coming y years. Here are so ome quick fact ts about CHG G
Total As ssets = excee eding 1.2 Bil llion Total worldwide em mployees = e exceeding 60 00 Total po ortfolio of Te echnology A Assets = over r 3 Billion Worldw wide Offices = 26 Countries with repr resentation = = 17
s outstanding g technology Leasing services on a glob bal basis, prov viding At the core of the value proposition is strong cove erage in both Eastern and W Western Euro ope, Mexico a and the Unite ed States. Large corporate customers c can lease and d finance key technology assets to bette er match usef yments. ful life to the terms of pay Additionally y, preferred b balance sheet t treatment allows CFO’s a and CIO’s to b better afford s state of art te echnology and softwar re solutions w without the ca apital budget t issues that c can impede in nvestment. Ad dditionally, th he ease 2 2
of CHG’s asset managem ment platform m, through its proprietary T TESMA em, brings a n new level of s service to larg ge corporate c customers online syste who must m manage the complexities o of technology y asset trackin ng across regions and d locations. The firm was founded in n 1979 by an entrepreneur r, Jurgen Gelf f in Southern Germany an ny years. nd has shown n impressive a and steady gr rowth for man Still run tod day as a privat tely help busi iness, CHG ha as grown into o Europe’s larg gest independent technology leasing and solutions pro ovider. With great cash flow and stron ng income, CH HG is position ned for contin nued growth and d prosperity fo or years to co ome.
CHG operat tes on a globa al basis and has been presence in key m markets to ser rve existing clients as they y have had specific c needs. Polan nd was initially founded to o support the e technology n needs of Euro opean clients who had business un nits in Poland. . For 5+ years s, CHG has successfully ent tered the market and supp ported technology leasing and financing sol lutions in the region. How wever, the com mpany is now w positioned t to ramp up th he new olume in Polan nd, through t the expansion n of the existi ng sales team m and through h the strategi ic business vo leadership o of the new sa ales leader. CH HG sees trem mendous oppo ortunity to grow this busin ness and expe erience 300% to 500% growth ov ver the comin ng five years. Armed with h basic infrast tructure and s small team in n the region, t the Sales Lead der will be in charge of lea ading all aspects of S Sales Growth and country profitability. Competition in Poland in ncludes Captiv ve Finance Organizations llike IBM Glob bal and HP Fin nancial as well as osition is banks who finance techn nology and a few independ dents who als so provide se ervices. CHG’ ’s value propo powerful an nd compelling g, when sellin ng against a C Captive Financ ce Organizatio on, where ven ndor neutralit ty in the finan ncing provide s thout advantages. Banks have much more s stringent requ uirements wit the niche understanding g needs to ser rve the custom mers in creat tive ways. For M Multi‐nationa als, local bank ks cannot prov vide the serviices in many emer rging regions w where CHG n now operates.
CHG’s Va alue Propo osition and d Target Markets
In this posit tion, you will be managing g a sales team m that is callin g target custo omers throug gh C‐Level and senior level contac cts in the assigned territor ry selling CHG G’s value prop position. CHG sells a long term fin nancial strateg gy that is specifically desig gned around t the unique ch haracteristics s of technology and the force es of unplann ned change. C Companies th at adopt the CHG solution n will experien nce increased competitive ad dvantage whi ile lowering the financial and technologic cal risks assoc ciated 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 the flexibilit ty provided th hrough CHG’s s customized program options. The busines ss is sold to ta argeted custo omer types with business co oming from tw wo different c channels: Dire ect End User Selling to Tar rget Customers Ref ferrals from T Technology Ve endors who h have customers who need Financin ng
The Vice Pr resident of Sales will be responsible for growing t business in Poland to achieve rev f the o venue and profit grow objectives. The ideal candidate will come to CHG with e wth w o experience in extensive s n successful technology solution selli ing directly to o larger custo omers in the Poland Marketplace. While a larger pe ercentage of customers come from m direct end u user calling, w working with v vendor partners jointly with end user c customers is also an im mportant cha annel, so brin nging experie ence with par rtner selling w with othertTe echnology pr roviders is also important. Requirement for the Ide eal Candidate e: Exte ensive Succes ssful Technology Sales bac ckground (10+ + years of ex xperience) Exp perience in us sing Leasing and Financing to close Sale es while selling technology y solutions Trained and Experienced in “solution sellin ng”, not just commodity s sales Exp ipelines perience in de eveloping detailed sales plans and mana aging sales pi Has s come throug gh the sales r ranks to sales managemen nt Has s hired and m managed sales s teams Is a “Hands on” Leader who c can work in the field with the team and d customers meone who can lead and in nspire the tea am Som Ideally has a good network of past cu g ustomers in Poland that includes cu t ustomer and supplier d rela ationships tha at Fit CHG's ta arget customer profiles Has s good langua age (English) skills to comm municate wit h CHG Loc cation near W Warsaw 4 4
The key obj jectives for th he sales leader will includ de: 1) Hire and build the sales team so the business ca achieve g e t an growth objectives 2) Dev velop and ex xpand referra relationshi with othe CHG regio for al ips er ons clie ent needs in P Poland but als so to refer cus stomers to ot ther parts of CHG 3) Help develop de eeper client relationships w with the sale es team so that CHG can n fund more v volume with e existing relationships 4) Stay connected and develop strategies to drive vendo y p o or/technolog sales gy par rtner referrals s within Polan nd 5) Wo ork with the existing sales t team to drive e new volume e 6) Dev velop key rela ationships to help drive ov verall volume of the region n 7) Dev velop close w working relatio onships with t the Credit an d Funding tea am in Germany 8) Lea arn all aspects s of CHG’s business model so that the d drivers of prof fitability are c clearly under rstood CHG will consider differe ent types of candidates for r this critical r role. The candidate could be a current Head of Sales or Sales leader in P Poland as well as country h head’s and re egion leaders who have the e right sales p pedigree.
The role wil ll provide a so olid compensation offering g that will ma atch the succe ess and the skills of the candida ate. The basic c framework will include a a competitive base salary a and annual bo onus based on ca andidates pas st history of e earnings. How wever, the fin nancial upside es for this role e are substantial, , as the comp pensation mod del provides v very high end d upsides for business unit t success in sa ales and profitability y. For the righ ht leader that t can achieve growth over the coming 2 2‐4 years, the e ability to ma ake substantial annual bonuses is real wit th this opport tunity. The CH HG culture pa ays for top pe erformance and the right leader r can truly ach hieve impress sive financial results from this job. . Additionally y, for leading senior leader rs within CHG G, the compan ny provides a a compelling “ “long term incentive / profit sharin ng” program that allows key leaders to participate in n the global C CHG success. This is one o of the compelling reason for a strong leader r to consider CHG as futur re recognition n in this program can be very meaningful to total compensation. The right ca andidate will s see this oppo ortunity for th he “compensa ation potential” based on the point of a arrival for CHG‐Meridian Poland in 3‐5 years and be more co oncerned with h an employe er for the next t 10 years of their career inste ead of just sho ort term com mpensation lev vels.
Why is th his compel lling positi ion For a T Top Sales L Leader to c consider?
Gro ound Floor op pportunity to be the leader r to achieve m market penet tration and growth within Po oland Gre eat market sto ory as the larg gest independently owned d Technology y Solutions Lea asing company in Europe CHG G Business is much more o of an “Annuity y Business” c compared to m many technology sales wit th ong going sales ea ach year from m existing cust tomers and re evenues spre ead over the t technology lif fecycle Role provides a w wide range of activities fro om hiring, tra aining and dev veloping to p personally driv ving volu ume and strategic planning and market ting. The e growth of CHG Poland in the coming 3 3‐5 years mak kes the enviro onment dyna amic and evolving tability and CHG G‐Meridian Culture and tre eatment of employees is l ong term orie ented with st com mmitment to Poland Lon ng term financ cial earnings potential pro ovides strong financial upside for the rig ght leader tha at can driv ve growth and d succeed in a a pay for perf formance cul ture 5 5
Interview w Process
ZRG provide es our client companies w with best in cl lass hiring pr ocess ground ded in fact based meas surements an nd informatio on. We believ ve finding the e best people e for a role involves clo osely matching exact skills and attrib butes of can ndidates to t the highly specific nee eds of our clie ents. Our ent tire process is s built around d providing a superior leve el of quality candidates to our clien who fit th specificati nts he ions clearly. To accompl ish this, we utilize our pa atent pending Z Score hiring proce ess which pro ovides for imp proved hiring g results and b better fits for r candidates a and employers. To this end, our int terview proce ess with our c client has bee en carefully diiscussed and will include: Steps: 1) Initial Int terviews with ZRG Partners s 2) Presentation of short list of candidates to Client t for approva l 3) Green lig ght from Clien nt to proceed d to Round 2 f for selected c candidate(s) nt team to co 4) Face to F Face Interview w with key me embers of the e managemen onfirm match h and culture fit 5) Finalists will then co omplete Z Sc core On‐line assessment process to c compare individual behav vioral and abase for sim milar position we have f ns filled. At this stage, it w take a will intellectual traits to our hiring data candidate about 60 min a nutes to complete an on‐line assessme process t help every ent to yone insure t is the this right role an nd fit (skills, m management style, and culture). 6) Second interview with senior team m of Client and have cand didate develo op a basic “bu usiness plan” ” on going to the mark ket, to demon nstrate planni ing and market knowledge e 7) Offer Pre esentation wit th ZRG Partne ers 8) Start with h CHG
About ZR RG Partner rs
ZRG Partners is a global executive sea arch firm headquartered in n Boston, MA A, with offices s through the e US, Europe, Canada and Asia Pacific. Our fact bas ed approach to helping our clients m make great hiring decision ns is the found dation of our r offering. The ZRG tea am working o on this project t: mann, Manag ging Partner Larry Hartm 201‐560‐99 900 x 222 lhartmann@ @zrgpartners.com Ken Lubin, M Managing Dir rector 508‐366‐58 800 x 219 firstname.lastname@example.org m Web Site: www.zrgpart tners.com
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