Executive Summary
A Swiss traditional company with more than 100 years of experience in the consumer goods and healthcare sector was facing the challenge of filling a senior Sales & Marketing role at executive management level as part of a strategic realignment. Together with a specialized executive search partner, a precisely defined target profile was developed, taking equal account of professional excellence, leadership strength and cultural fit. Through a structured direct approach and a clearly guided selection process, a shortlist of three highly qualified candidates was presented within less than four months. Ultimately, the position was filled with a leadership personality who fully met the defined requirements profile.
Initial Situation & Challenge
A strategic key role in a phase of transformation
The client is an internationally oriented Swiss company based in German-speaking Switzerland, established for over a century as a reliable partner in the field of consumer and healthcare products. Alongside its established core business, the company is undergoing a phase of strategic development, expanding new business areas while further strengthening its international market positions.
As part of this realignment, the role of Director Sales & Marketing as a member of the executive management was newly filled. The position combines strategic responsibility with operational leadership and was intended both to stabilize and further develop the existing business and to generate new growth impulses. In addition to solid sales and marketing experience, the role required the ability to effectively manage different markets, customer segments and organizational units.
Key challenges:
- Filling a business-critical leadership role at executive management level
- A very demanding requirements profile with a focus on strategy, leadership and international market experience
- Expectation of clear value orientation, particularly with regard to quality and sustainability
- A highly competitive market environment with limited availability of suitable candidates
- Limited internal resources for independent market coverage
Our Approach
Clear role positioning and structured direct search
At the start of the mandate, a differentiated target profile was developed together with the client. The focus was not only on professional competencies, but also on leadership style, values and cultural fit with the existing executive management team.
The search approach was based on active, discreet direct outreach. Instead of broad advertisements, the relevant market was analyzed in a targeted manner and systematically addressed. A two-person consultant team ensured that multiple perspectives were incorporated into candidate assessments and that decisions were made on a broad, well-founded basis.
Guiding principles of the approach:
- Clear definition of role, responsibility and expectations
- Focus on international experience and strategic steering capability
- Consideration of leadership competence and value alignment
- Transparent communication with candidates and the client
- Precise timeline planning with clear milestones
Search & Selection Process
Efficiently managed, closely aligned and without surprises
Based on the defined target profile, the relevant candidate market was systematically identified. Outreach was conducted personally and discreetly. In several interview rounds, professional suitability, leadership experience and cultural fit were examined in depth.
The entire process was clearly structured, tightly managed and characterized by continuous alignment with the client. This ensured a high level of commitment on all sides and significantly minimized internal effort.
Process overview:
- Identification of relevant profiles in the market
- Direct, personal outreach to suitable candidates
- Multi-stage interviews for professional and cultural evaluation
- Presentation of a qualified shortlist after a few weeks
- Six candidates in the final interview round
- Ongoing feedback loops and transparent decision-making foundations
Result & Client Value
Successful placement with high fit and minimal effort
The vacancy was successfully filled within less than four months. The selected candidate fully met the jointly defined profile. The client benefited from high selection quality and a process that ran without friction and without unexpected developments.
Concrete value for the client:
- Reliable placement of a central executive management function
- High decision security through structured comparability of candidates
- Significant relief of internal resources
- Acquisition of a leadership personality with clear strategic and cultural fit
- Sustainable contribution to ongoing corporate development
Key KPIs:
- 7 weeks to the presentation of the shortlist
- 6 candidates in the final interview round
- Less than 4 months total mandate duration
Lessons Learned
What made this recruitment success possible
- A clearly sharpened role positioning creates market relevance
- Direct outreach is critical for demanding leadership roles
- Cultural fit is just as important as professional qualification
- Closely managed, transparent processes increase commitment and security
- Multi-perspective evaluation improves the quality of decisions
