Executive search successful: Head of Sales Public Sector / Bid Management filled

A provider in the field of digitization / fiber optic network expansion was looking for an executive for Head of Sales Public Sector / Bid Management over a longer period of time. The role was central to growth in the public sector: tendering and bid processes, management of complex awards, sales strategy, team leadership and reliable interfaces to technology/delivery, legal, controlling and management.
Despite our own activities, the position remained open for around two years - the market was tight, the requirements were high, and "good self-promoters" did not solve the problem.

Procedure: Executive search with hard quality logic

Kontrast Personalberatung conducted the mandate as an executive search with a discreet direct approach, target company and candidate mapping and structured suitability diagnostics. At the same time, the cooperation with the client was geared towards speed and quality: a precise role profile, clear must-have criteria (public sector track record, bid competence, leadership, reliable results orientation), a stringent interview cascade and consistent reference and plausibility checks.

Result: Shortlist quickly - ideal appointment deliberately "brought to an end"

Time to first shortlist: 47 days. This meant that a reliable selection was quickly on the table.
However, the final appointment was not a sprint, but a marathon: for top candidates who could demonstrably deliver results and do more operationally and strategically than just sell themselves, it took a total of 270 days to find the ideal candidate.

The reasons for this were less to do with the recruiting process than with the reality of the market: high workloads for suitable managers, sensitive change constellations, complex contract and start date logic and the need to ensure a clean "fit" for an ambitious expansion and digitalization programme.

Result: The position was successfully filled in a joint effort with the client - with a candidate profile that convincingly combines performance, procurement and bidding expertise and leadership skills in the public sector. We would like to thank the client for their patient, persistent and trusting cooperation.