Check Point were looking for a Territory Manager to build and develop their presence in Scotland with Public Sector and Large Enterprise being their priority.
Why was the hire important?
Whilst they did have a previous footprint in Scotland, they were losing ground on this due to or having sales or technical capability locally.
What was the challenge?
Due to not managing people based in Scotland before, they didn’t know the market. They needed someone self-sufficient with the contacts to secure existing business while strategically targeting the right clients in the market.
What was ESP's process?
- ESP shortlisted 5 candidates
- Communicated extensively at each stage
- Negotiated to get the best outcomes for both
- Coached the successful candidate through the resignation and joining Check Point as quick as was reasonable
The Outcome
- The hired candidate became the top performing EMEA sales person in their second year
- Helped recruit for 5 new employees in the region over the following 3 years
- This unit consistently one of the top performing regions in the UK with planned future expansion still ahead
