This desk is a relatively newer space for us which has seen traction over the last 4 years. Our clients include largely the global MNCs as well as few local firms in UAE and KSA.
- Director Sales, Middle East with a leading global Paints firm
Our client is one of the largest Air Filtration companies in the World. Headquartered in the US, their business is spread across all seven continents of the world. They were looking to expand their office base and also increase market share for one of their Niche business – Gas Phase Air Filtration.
They were looking for a Head of Middle East and Africa who will be based in Dubai and manage this wide region.
They were facing a number of challenges in this region, one of which was losing the market share to their competitors in this region. One of the reasons was that they were operating through their distributors and had no direct member of their firm on-shore in the Middle East to manage the distributors. The distributors were reporting directly to the US Office and this would sometimes become chaotic.
Therefore they wanted to hire a direct staff to manage the distributors in Middle East and expand the presence in Africa.
Our Search Strategy
We prepared a search strategy after multiple discussions with the Global Head of Sales, based in USA. The strategy was to find and present candidates preferably with experience in this niche market i.e Air Filtration.
Their preference was to look for a person with a Mechanical Engineering / Chemical Engineering degree and an MBA.
We prepared our search strategy in a way that we present two sets of candidates. We did a complete market mapping exercise to identify all companies in the Air filtration industry in the Middle East region. We also mapped various distributors who were working with these Air Filtration companies.
The first tier of candidates came from direct competition i.e Air Filtration companies. These candidates had previous experience of the industry and knew the market really well. They were managing the distributors in the region and were familiar with the market dynamics.
Our second tier of candidates came from distributors who were working directly with the Air Filtration companies in the region. These candidates had a mix of principal and distributor experience in their careers and were managing on the ground sales activities for the principal companies.
Geographically our search covered all GCC countries, not just UAE.
We presented our shortlisted candidates to the Global Head of Sales who was very happy with the initial shortlist. The initial round was done over the phone with the Global Head of Sales, followed by face to face interviews in Dubai by a two-member panel from the Leadership team.
The final round of interviews took place with the CEO and one of the candidates was offered the position of Head of Middle East and Africa. We continue to partner with this organization for their talent requirements in this region.