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Finding a Sales Director for a Nordic IT Healthcare Business

Background

Mawell is a leading e-health provider, delivering innovative solutions and expertise to public and private healthcare and welfare organizations in the Nordic region and the UK.

Headquartered in Finland, with operations in Sweden and the UK, Mawell is backed by CapMan, a leading Finnish private equity group. The business is poised for further expansion internationally and in the UK, where it has an established and growing business, delivering products and services mainly in the area of clinical process support.

The Task

The company's strategy is to grow the UK business significantly based on recent successful wins. Key to this was the recruitment of an outstanding sales professional whose role would be to spearhead the achievement of UK revenue targets and lead an established team. Kilpatrick were asked to handle this recruitment through their partnership with the Swedish executive search firm, OIL, for whom Mawell is a key client, knowledge of the medical healthcare sector, and experience of recruiting for Nordic clients developing operations in the UK.

Our Approach

We met with Rain Eriksoo, Business Unit Director, E-Health Systems, to gain a full understanding of the organisation and the role of the Sales Director in delivering the sales strategy for the UK. We conducted a thorough search of the market to identify top sales talent with IT solutions experience, leadership capability and the ability to build long term customer relationships. Specifically we wanted someone who would deliver in an international context and be able to relate to the Finnish/Swedish culture.

The Outcome

Following the search and in-depth discussions and interviewing by us, a shortlist of three candidates was presented to Rain, who was pleased with its quality and the speed of delivery. We then supported him in his interviewing and assessment, from which a particularly suitable candidate emerged. This individual had a valuable mix of sales and marketing experience gained in emerging and established international IT healthcare companies. An offer was made, and we played a key role in ensuring a successful appointment. We maintain regular contact with the Sales Director and Rain, both of whom are happy with his performance and progress.

© 2017 Kilpatrick Ltd
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