Case Study #2 - Senior Business Developer & Sales Manager (France)

Sector: Retail (High-End Tableware & Kitchenware)
Location: France

Context:
The company, a U.S.-listed family business, sought to establish a direct commercial presence in France after operating through distributors.

Strategic Objective:
To hire a versatile business developer who could build and lead the French sales operations, engage with resellers, and support growth in a competitive, brand-new market.

Challenge:

  • Brand unfamiliarity in France

  • Transition from indirect to direct sales

  • Standalone role requiring autonomy and international alignment

Process:
Direct search approach only (headhunting)

Sourcing Strategy:

  • Focused on the premium retail ecosystem

  • Activated networks in the design/kitchenware segment

  • Prioritized candidates from Grandes Écoles

Candidate Profile:

  • Business school graduate with strong sales acumen

  • Background in a direct competitor

  • Entrepreneurial mindset and desire to scale up responsibilities