Redefining Continuity in Success

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Revitalization of China Business for an Austrian Measurement Technology Specialist

When long-standing executives lose dynamism and strategically important markets stagnate, decisive action with a delicate touch is required. For us at Steinkellner China Search, the task of turning the tide in the Chinese market for a leading Austrian provider of precision measurement technology was a particularly exciting challenge. This success story demonstrates how we helped reclaim lost market share and set the course for renewed, sustainable growth in China by identifying a hand-picked and perfectly matched General Manager with a strong sales track record.

A leading Austrian specialist in precision measurement technology faced a serious challenge in its Chinese market. The incumbent Chinese managing director, who had originally helped build up the company locally and also held shares in it, showed declining motivation after successful years. This directly affected business development: sales had been declining in previous years. Another problem area was the strategic orientation. Due to the managing director’s existing contacts in the aviation industry, other important segments, such as the automotive sector, were neglected.

The COO of our client, who also served as the market representative for China, recognized the urgent need for action to regain market share in these neglected but important segments and to revitalize the China business.

The assignment to us as Steinkellner China Search was clearly defined: to identify an industry-experienced talent from the field of measurement technology for the position of managing director in China. The sought-after leadership personality had to bring a high level of sales management experience and a convincing background in building and leading successful sales teams. The overarching goal was to help our client reclaim lost market share in China while strategically developing new growth areas.

We focused our search on personalities who not only met the professional requirements but also possessed the necessary dynamism and strategic foresight to reshape an established market and lead an existing team to new peak performance. The sensitivity of the situation – replacing a long-standing managing director and shareholder – required us to proceed with particular care and discretion.

Our intensive search and precise selection process led to the timely appointment of the General Manager position with a hand-picked and perfectly matched executive. The positive effects of this decision became quickly apparent and sustainable. Since the appointment in November 2017, our client has been recording a continuous increase in sales figures in China – clear evidence of the right choice and successful change management initiated by the new executive.

The new Chinese managing director we placed proved to be not only professionally excellent and strategically adept but also offered outstanding value for money. His salary was about 20% below market conditions for comparable positions, which further underlined the economic efficiency of this important personnel decision without compromising on quality. Through this successful placement, we were able to make a significant contribution to our client’s continued success and return to the growth path in this strategically important market.

  • Precise identification of the “Perfect Match”: Our ability to find not only professionally qualified but also culturally and motivationally ideally suited executives who can bring about real change.
  • Focus on proven successes (Track Record): The consistent search for talents with demonstrable experience in sales management and successful reclaiming of market shares.
  • Efficient and discreet change management recruiting: Our sensitive approach to filling key positions, especially in complex internal constellations.
  • Economically advantageous solutions: Our commitment to realizing not only the best but also an economically sensible placement for our clients, offering excellent value for money.

Your success story could be the next

Is your company in China facing the challenge of revitalizing stagnating markets or reigniting motivation in your leadership team? Do you need a leadership personality who not only manages but actively reclaims market share and sets new growth impulses? Let’s discuss how we at Steinkellner China Search can use our expertise and dedicated team to find the right personality for your success in China.