Case Study – Bausch & Lomb Head of Sales

Opportunity

One of John’s oldest clients, a world leader in the optical products field, had a confidential search for a Head of Sales open for over a year. It had started prior to the COVID-19 pandemic, but as the global situation worsened, the client’s need to fill this role became more urgent. The successful candidate would ideally be a seasoned veteran of the position who would bring structure and leadership to a five-year growth plan.

 

Negotiation, Search, Challenges

The role was on a semi-exclusive basis with three agencies to ensure both confidentiality and sufficient breadth of search to attract suitable talent. Having already placed many candidates with them, including their Head of Marketing, John had an excellent history with the client that ensured Zensho Agency was asked to help. His strong direct relationship with the country manager helped him to acquire a deeper understanding of the kind of individual that would satisfy the role’s requirements.

 

The client wanted someone in the role by the end of 2019, and the original search was expected to take 3-6 months. John began with a candidate pool based largely on referrals and direct hunting at the client’s competitors. He already had a broad network in this space, and so was able to quickly generate a shortlist of candidates he could either introduce directly or who could refer him to more suitable options. His experience made vetting candidates for the local interviews easy, while the APAC and Global interviewers’ priorities were somewhat harder to narrow down.

 

As is common with searches of this type, John’s greatest challenge was aligning the client’s expectations and priorities for this role. He identified one excellent prospect early in the search and the candidate reached final stage. But then the client put him on hold, feeling that, despite him having the right qualities and experience, he was a little young and might face issues within the team dynamic. He ultimately received another offer elsewhere and accepted it. Thereafter, the client identified a number of other finalists, stalling the process each time. This led to other viable candidates to fall out of the running or lose interest.

 

Results

“Timing was on my side,” says our modest man from Malta. “Through a combination of persistence and luck, I introduced my final candidate as the search was just being restarted for another cycle. The candidate was in a position to be patient and, thanks to my knowledge of the client and search history, I was able to manage his expectations.” John coordinated with the client to streamline the Japan interviews and allow more time for APAC and Global to consider the candidate.The COVID situation meant that the process dragged on longer than usual, as internal communications slowed to a crawl. All interviews had to be conducted online until a final offer meeting, and John ensured that expectations were aligned on both sides. Ironically, this brought about the fastest signing of an offer letter he has ever seen.

 

The candidate has only recently taken over the sales operations for the client, but even with the workflow difficulties imposed by COVID, he is having a positive impact on company sales performance. The main objective for his role – the restructuring of the sales organization – is underway, and he is already respected as a crucial part of the client’s Japan leadership team.

 

Although the client was disappointed that the search had taken so long, they feel confident that they made the correct choice and that the candidate was worth waiting for through an arduous process. John agrees. And having now placed both the Head of Sales and Head of Marketing within this organization, he can offer future candidates exceptional insight whilst also better serving the client’s needs.

Zensho Agency is an exclusive, remote-first, technology-driven brokerage leading the global recruitment rebellion. Authentic and present, we’re a tribe that has grown together through a genuine desire for collective success. Including yours. So, why work with us? Because those who enjoy liberation, empowerment, and maximum rewards make the most trusted advisors to the people they serve.

 

Our freedom. Your potential.®

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Values: A message to our awesome tribe

Years from now, you may not remember the particulars of deals you closed at Zensho (or what the returns were). You will remember your colleagues and how it felt to work with them. The imprint you left on the world.

We invited you to join our tribe because you impressed us as someone who shares values intrinsic to our culture. But just to ensure we’re totally on the same page, here they are, spelled out in black and white and trimmed in our corporate colors.

Freedom is Zensho’s central pillar. Beyond the mere state of being free, for us the word carries with it a sense of obligation: “Freedom to…” What follows should define you as a person. Of course, to provide your business community with amazing service, but also to engage and give back to the world. And that’s where Autonomy comes in. Unlike the general implications of self-rule, ours leads not to detachment but to a broad and radical sense of interconnectivity. One that enables each of us to commune with others in infinite ways. Together, these two values empower you like nothing else on earth, and they’re here waiting for you.

So, what do we ask in return?

Transparency means not only having open books, but being one yourself. No secrets or ulterior agendas. It is to share personal and industry information without seeking to leverage it for profit or motivate others in any way. Its cousin, Clarity, is about including precision and context in the communication process. At Zensho, we always try to anticipate the details a fellow partner might need and supply them up front.

Which leads us to…

Collaboration. That is, to cooperate meaningfully. Because only through recognizing individual strengths can we thrive as a whole. For us, collaboration requires presence as we listen and respond, evolving toward a collective goal represented by the name of our charity initiative: Ayni (reciprocity). This can’t exist without Collegiality. How we care for each other and the tribe as a whole, share both opportunity and responsibility with open hearts – that’s what empowers us to excel as a firm.

With these six in place, our seventh value happens all by itself.

Harmony. When your environment manifests balance between all people and things – even forces that oppose each other – life just flows. Living completely becomes a state of being. After all, that’s the very meaning of Zensho.