Our client, is seeking a well-experienced ‘hands-on’ Sales/Marketing & Business Executive to lead the growth and success of their organization in the Americas. We are seeking an individual who brings significant & verifiable experience and success in selling & marketing technical, engineered capital equipment products through a Distributor Network. The selected candidate will have a deep understanding of the cultural nuances of developing business relationships globally. Someone with ‘expat’ experience running a non-US regional operation for a US company or similar would be a plus. Further, experience in the LATAM region, specifically, and some degree of Spanish and/or Portuguese language proficiency would also be an asset, but is not required. The selected candidate will also be adept at understanding and adapting to the various cultural differences associated with doing business within the US regions and within their target market segments. Our client is seeking an individual who can effectively assess a geographic or market segment opportunity, identify the right partners and/or resources required, and lead profitable incremental revenue generation in those markets. In short, the person for this role will be a results-oriented, polished ‘deal-maker,’ instead of a ‘deal-breaker.’ The person selected for this role will also be accountable for P&L results in the region and be the Leader of the Americas Team and Operations, so demonstrated success with similar P&L and Leadership responsibilities is required. Extended travel to 50% is also a requirement of the position. Finally, the individual chosen for this role will have experience and a solid comfort level of working for a smaller, family-owned (though not ‘family-run’) enterprise. Company Overview: Our Seattle Area based Client is a subsidiary of a non-US-based company that is the leading supplier of their products in the Americas and globally. Our Client began operations over 70 years ago when the founder invented the revolutionary capital equipment solution that today remains the core of their business. While almost all of our client’s products are manufactured in their home country, they own and operate subsidiary businesses in the US, Europe, and Asia. These subsidiary organizations are responsible for sales and marketing of their products through Distributor networks in their regions while maintaining and distributing service parts and conducting all associated after-sales business activities. In total, the company employs approximately 300 people globally and Americas Region revenues are in the $50mm range. Company revenues have grown at double-digit rates in the last 3 years with significant opportunity for further and more accelerated growth in the Americas Region. Fast facts * Global leader in their market segment - 55% Global & 70% Americas market share * Market sectors include consumer, industrial, government, defense, and others

1. Confidential Client Executive Search Profile:
Region General Manager,
Americas

2. Global leader in their market segment
55% Market Share outside of the Americas Region
70% Market Share in the Americas Region
Client‟s customers lie in a wide variety of market sectors including consumer,
industrial, government, and defense
Specialty Capital Equipment Firm with
Dominant Market Share
Seattle Area, WA
Our client, is seeking a well-experienced „hands-on‟ Sales/Marketing & Business Executive to
lead the growth and success of their organization in the Americas. We are seeking an individual
who brings significant & verifiable experience and success in selling & marketing technical,
engineered capital equipment products through a Distributor Network. The selected candidate
will have a deep understanding of the cultural nuances of developing business relationships
globally. Someone with „expat‟ experience running a non-US regional operation for a US
company or similar would be a plus. Further, experience in the LATAM region, specifically, and
some degree of Spanish and/or Portuguese language proficiency would also be an asset, but is
not required. The selected candidate will also be adept at understanding and adapting to the
various cultural differences associated with doing business within the US regions and within
their target market segments. Our client is seeking an individual who can effectively assess a
geographic or market segment opportunity, identify the right partners and/or resources
required, and lead profitable incremental revenue generation in those markets. In short, the
person for this role will be a results-oriented, polished „deal-maker,‟ instead of a „deal-breaker.‟
The person selected for this role will also be accountable for P&L results in the region and be the
Leader of the Americas Team and Operations, so demonstrated success with similar P&L and
Leadership responsibilities is required. Extended travel to 50% is also a requirement of the
position. Finally, the individual chosen for this role will have experience and a solid comfort
level of working for a smaller, family-owned (though not „family-run‟) enterprise.
Company Overview:
Our Seattle Area based Client is a subsidiary of a non-US-based company that is the leading
supplier of their products in the Americas and globally. Our Client began operations over 70
years ago when the founder invented the revolutionary capital equipment solution that today
remains the core of their business.
While almost all of our client‟s products are manufactured in their home country, they own and
operate subsidiary businesses in the US, Europe, and Asia. These subsidiary organizations are
responsible for sales and marketing of their products through Distributor networks in their
regions while maintaining and distributing service parts and conducting all associated after-
sales business activities. In total, the company employs approximately 300 people globally and
Americas Region revenues are in the $50mm range. Company revenues have grown at double-
digit rates in the last 3 years with significant opportunity for further and more accelerated
growth in the Americas Region.
Fast facts

3. Position Detail:
The position of Region General Manager, Americas, reporting to the Global Sales &
Marketing Manager (based in Global HQ) is the senior role in the Americas. The current
organization of the Americas Region includes an Operations Manager, a Financial
Manager, 2 Area Sales Managers, and total headcount of approximately 20 Team Members.
Operating within the strategy, plans, budgets and guidelines agreed upon with the Global
Sales and Marketing Manager, the Region General Manager, Americas will be responsible
for the overall business in the Region. This includes:
Financial responsibility encompassing profitability, budgetary control, maintenance of
suitable inventory, control of debtors, annual audit.
All aspects of staff employment, supervision and direction within agreed parameters.
Marketing and sale of products within the Distributor Network of the region.
The marketing of the company‟s products throughout the whole of the Americas.
Execution of the Distributor Partnership Program to ensure that Distributors are
operating as effectively as possible.
Managing and maintaining the Distributor Network throughout the Americas.
Coordinating the Area Sales Managers efforts with prospecting opportunities
and ensuring that they are effectively driving the distributor sales efforts according to
the Distributor Partnership plans.
Major Results Areas are:
Profitability - maintain the profitability of the business by maintaining the product
pricing, and by aligning the cost structure with the market conditions
People - employ and maintain suitable staff to achieve the goals of the business
Revenue - increase in the sale of products throughout the region
Distribution - maximize the effectiveness of the distribution network with respect to
both sales and after-sales

4. Qualifications:
Experience in an organization which sells technical, engineered capital equipment
Extensive and successful profit center management
Technical sales and sales management experience to high levels
Ability to travel extensively for extended periods of time (50%)
BSME, BS Engineering or similar and a high level of technical appreciation
High energy and a hands-on approach consistent with a lean organization and high share,
small market environment
A demonstrable ability to develop long term mutually beneficial relationships with a wide
range of people from a variety of cultures and regions
Ability to manage & lead multiple activities concurrently and provide ongoing tactical
direction to ensure successful outcomes are consistently delivered
Ability to develop and oversee the effective operation of the Company‟s sales and after
sales process within the Region and through the Distributor Network to achieve a high
market share with emphasis on minimizing commercial/technical risk, and enhancing
customer retention
Comfortable with a structured approach to managing the Sales and Marketing function
where the interests of the Distributor Network and other stakeholders are not
compromised at the expense of achieving short term goals
Ability to work collaboratively with staff at Global Headquarters and other Regions to
achieve desired & required outcomes
Characteristics:
The person who will be the most effective in this position is someone who:
Likes to have daily challenges
Expects and wants to produce tangible results
Is direct and candid in communication style
Likes direct answers based on reality
Wants a generous amount of freedom in which to achieve success
Likes the challenge of problem solving
Wants the ability to measure results on a regular basis
Wants the opportunity to be a leader and make decisions
Will take responsibility for the results achieved
Believes results drive rewards
Likes a lot of people-interaction
Enjoys interacting and building relationships with new people
Likes the team approach to working on projects
Yearns for the opportunity for success in a leading, global organization
Wants a fast pace and a certain lack of routine
Likes to work in a highly dynamic environment
Seeks challenges requiring rapid execution and re-setting of “the bar”
Likes unique challenges and problem-solving
Likes to have big-picture responsibilities and opportunities
Does not enjoy working in a highly bureaucratic organization

5. About Metro Seattle, WA:
Seattle is a major coastal seaport and the seat of King County, in the U.S. state of Washington.
With an estimated 620,778 residents as of 2011, Seattle is the largest city in the Pacific
Northwest region of North America and the largest city on the West Coast north of San
Francisco. The Seattle metropolitan area of around 4 million inhabitants is the 15th largest
metropolitan area in the United States. The city is situated on a narrow isthmus between Puget
Sound (an inlet of the Pacific Ocean) and Lake Washington, about 100 miles (160 km) south of
the Canada–United States border. A major gateway for trade with Asia, Seattle is the 8th largest
port in the United States and 9th largest in North America in terms of container handling.
The city developed as a technology center in the 1980s. The stream of new software,
biotechnology, and Internet companies led to an economic revival, which increased the city's
population by almost 50,000 between 1990 and 2000. More recently, Seattle has become a hub
for "green" industry and a model for sustainable development.
Climate
For more information about this Client Executive Search Profile or Experis Permanent
Placement Solutions, please contact:
Bart Heres
Manager, Permanent Placement Solutions
+1 770-821-5762
bart.heres@experis.com
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Seattle's climate is usually described as oceanic or temperate marine, with mild, wet winters
and warm, dry summers. Temperature extremes are moderated by the adjacent Puget Sound,
greater Pacific Ocean, and Lake Washington. The region is largely denied Pacific storms by
the Olympic Mountains and Arctic air by the Cascade Range. At 37.41 inches, the city receives
less precipitation annually than New York City, Atlanta, Boston, Baltimore, Jacksonville FL,
and most cities on the Eastern Seaboard of the U.S. Seattle typically receives some snowfall
on an annual basis but heavy snow is rare. Average annual snowfall, as measured at Sea-Tac
Airport, is 5.9 inches. Single calendar-day snowfall of six inches or greater has occurred on
only 15 days since 1948, and only once since February 17, 1990. A very sunny and dry climate
typically dominates from late June to late September. An average of 0.7 inches (18 mm) of
rain falls in July and 0.9 inches (23 mm) in August. Summer thunderstorms are rare.