Stabilization and Transformation in a Challenging Market Environment

Traditioneller chinesischer Tempel

Executive Search Success: China Managing Director for a Leading Furniture Supplier

At Steinkellner China Search, successful partnerships like these define our work: when we help companies navigate complex transformation processes in one of the world’s most strategically crucial markets: China.
This success story showcases an exceptional project, marked by both high qualitative demands and extreme time pressure. Discover how we supported a leading international furniture supplier in securing a major investment in China stabilizing both the team and market position during a period of significant market change.

A renowned, internationally active furniture supplier headquartered in Austria, known for its highest quality standards, was facing a critical leadership gap in China. The position of China Managing Director had been vacant for 18 months by the time we were engaged. Meanwhile, the Chinese furniture and real estate markets, where the company had made significant investments, had turned from strongly growing to significantly declining due to the global upheavals of recent years. The stakes were high: the company had already rejected a large number of candidates before our involvement, making the starting point particularly complex.

The urgency was considerable. Without strong local leadership, not only was a major investment at risk, but also the stability and morale of the Shanghai-based team of around 400 employees. For the decision-makers on the client side, the achievement of strategic objectives was directly tied to this challenge.

Further complicated: the pool of qualified international executives in Shanghai had become increasingly limited. Moreover, our client is known for its exceptionally rigorous selection processes and internal coordination – factors that added a high level of complexity to the search.

Our assignment at Steinkellner China Search was obvious: o successfully complete the China General Manager search within a tight timeframe with a fitting executive capable of stabilizing operations in a declining market and positioning the business for future success.
Despite the project’s complexity, and knowing it would require exceptional commitment, our entire team embraced the challenge with enthusiasm. Our familiarity with the client’s corporate culture, paired with our deep dedication to supporting European companies in China, provided the foundation for an effective partnership.

Our process consistently followed the Steinkellner Method: Rather than focusing solely on qualifications, we began by defining clear impact goals: What does this executive has to accomplish over the next three years?
This goal-oriented approach enabled a deep analysis and precise calibration of the search profile. As usual in strategically critical projects, the collaboration was highly interactive, with direct communication and personal involvement of Manfred Steinkellner in all key discussions.
What set this project apart was the combination of strong teamwork, personal dedication, and effective project management. Together, we consciously delivered high-speed performance aligned with the demanding timeline

Within two and a half months of intensive work, we successfully filled the China Managing Director position. From a highly competitive field of 80 candidates, one exceptional fit emerged: a Western executive fluent in Chinese. Among the very first profiles identified by our team, this candidate impressed not only with his industry expertise and exceptional communication skills, but above all with his empathy and intrinsic motivation for both the role and the company.
His strong personal commitment and desire to take on this specific leadership challenge made him the perfect match.

The quality of the placement was proven immediately: the leadership gap was closed, and the new executive was able to take decisive action from day one safeguarding the client’s important investment in China.

Our success in this project was based on several key factors:

  • Outstanding teamwork and the unique intuition of our research team to identify top talent beyond conventional paths
  • Proactive project management that structured and aligned a complex internal stakeholder landscape
  • Deep industry understanding and a consulting approach built on honest, transparent assessments
  • Personal commitment and a recruitment philosophy that treats every placement as our own
  • Proven process excellence and China expertise acting as true intercultural bridge-builders.

While long-term results are still developing due to the recent start of the new General Manager, we at Steinkellner China Search remain closely involved to support a smooth integration. The foundation has been laid for renewed growth and stability in the China market.

  • Our precise definition of impact goals rather than relying on a generic job description enable us to focus precisely on the competencies needed to drive transformation in a declining market.
  • Our deep understanding of both the expectations of a European quality-driven leader and the realities and opportunities of the Chinese market was crucial for selecting a truly suitable executive.
  • Our collaborative approach and proactive management ensured success within the ambitious time schedule. We acted as a true partner navigating complexity, and staying committed even with challenging conditions to actively manage the demanding process.
  • Our dedication to high quality standards aiming to realize not just any placement, but the best possible one, was fundamental. We consistently prioritized the client’s long-term success, reinforced by our fixed-price policy designed to ensure lasting value.

Your success story could be next

These success stories confirm: With the right partner at your side and a proven method in place, even the most complex challenges in China can be managed successfully.
If you are ready to set the course for sustainable success, let’s connect