The client:  Market Leader in Renewable Water heating appliances

Our client is Australia’s country’s largest appliance designer and manufacturer of products for water heating, room heaters and air conditioners.  With over $600M in sales turnover and market share of over 60% across Australia and New Zealand.  Within their renewable energy product line, they also hold significant domestic market share and international coverage across 40 countries.

The brief

Our client required the appointment of a General Manager of International Sales for their renewable and solar product groups to drive the continued growth of their business across Asia, Middle East, Europe and the US.  The key task was to restore stability in economically fragile markets, reposition the business, including developing reinvestment plans. An important priority was continue to build the commercial team, in turn this would expand the distributor networks, as will identifying commercial growth and partnership opportunities in both residential and commercial markets.  The client stipulated that visiting the international markets on a regular basis was essential to the success of the role and thus the correct candidate needed to be happy to spend a significant amount of their time travelling.

Watermark’s solution

With consultation of the client we recommended to relocate the role from WA to be based in Sydney to create a more attractive value proposition and gain access to a larger candidate pool.

Watermark conducted a fast, but extensive map of the Asian and Middle East building materials markets and identified a strong selection of Australasian ex-patriots who were working in international roles with coverage of our client’s core international markets.

Through telephone and video conferencing we were able to interview and screen a key list of candidates who were qualified and motivated to return to Australia to work in this role.

The outcome

Within four weeks, we highlighted a short list of highly credible, potential candidates and presented them to the client.  The client was very quickly able to appoint a General Manager of International Sales with a vast and recent exposure in Asian and Middle Eastern markets.

For more information, contact Russell Reeves on +61 2 9233 1200 or click here to email Russell.

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