Key Account Manager Data Storage Germany

Listed Under: Sales Case Studies

Key Account Managers - Data Storage (Germany)

Frankfurt base - National Remit

Our client is a data storage technology company. Current products focus on backup equipment and software to manage storage systems. New products include data retention systems, which they call information lifecycle management, or ILM.
Martin Hamilton of Standley Associates was invited him to assist in seeking several Key Account Managers for the company, based in Eschborn, near Frankfurt.

The company although very successful was looking for new blood in order to re-invigorate and build on its position as a top player in the German market. Competition at the time was fierce, the new Managing Director being aware that something needed to be done as sales had reached a plateau.

The search was a challenging one as the business had an existing reputation that although having gone through a change programme many candidates perception was that the company was unlikely to be somewhere they wanted to join.

However Standley Associates were able to present the new story, and the prospects moving forward.
The consultants together with the company put an action plan together in the form of features and benefits in order to attract some good salespeople. This was successful resulting in two appointments with the company, with both candidates coming directly from competitors.