(*) As a measure of confidentiality, the identity of the interim manager and the client are changed
1. BACKGROUND
The customer group, a European leader in the provision of turnkey solutions for the provision of complex electromechanical systems, is facing a shrinking market and increased competition. Historically prosperous, the market has shown signs of recession for more than a year, pushing the customer to rethink its business strategy.
Management identified the urgent need to transform the European team’s sales approach from a strategy of loyalty to a strategy of winning new customers. This transformation requires specific skills that the current sales management does not have.
2. DISPOSITION
To support this transition, the client called on WAYDEN to mobilize an expert interim manager as sales director. This manager will work in close collaboration with the general management and under the direct responsibility of the Deputy Chief Executive Officer.
The objectives of the mission:
- Creating a new business dynamic : Implementing a proactive strategy to acquire new customers.
- Review of the sales organization : Optimize resources and improve overall performance.
- Analysis and adaptation of existing processes : Evaluate and adjust processes, tools, and human structures to better meet new business objectives.
3. MISSION
The interim manager manages teams that remain hierarchically linked to the Regional Directors and is involved in the following points:
Deployment of the Strategy
- Initial Audit : Review sales teams across the five regions to identify strengths and areas for improvement.
- Astonishing Report : Present recommendations based on the audit to achieve strategic objectives.
- Validation and implementation : Follow the roadmap approved by senior management to drive the necessary changes.
- Monitoring and adjustment : Monitor sales operations and adjust the strategy according to the results obtained and the available drivers.
Performance Measurement
- Sales Results Analysis : Regularly monitor performance against goals.
- Proposal for strategic readjustments : Propose strategic changes if results are insufficient, in consultation with the sales director and general management.