A Danish company’s subsidiary in a Balkan country lost its local director at very short notice, and the situation was acute. Several key employees had been headhunted by a competitor, and the company was losing customers. In addition, control of the warehouse was lacking, and they were behind on invoicing.
The Danish parent company contacted Nexus Interim to engage an Interim Manager who immediately could assume control of the critical situation.
The requirements for an Interim Country Manager were complex but clear: knowledge of the local culture as well as experience with both business, management, and lobbying.
Three profiles were identified through one of Nexus’ international partners
Part of the job was to maintain important relationships with the local authorities, which required knowledge about local politics, both linguistically and culturally. Nexus contacted their international partner in the area, and within a few days, three candidates who all fitted the job profile were identified and approached.
Nexus quality assured the candidates through detailed interviews and references so that the client could be sure to have the best starting point for the challenges to be solved. The most suitable Interim Managers were presented to the management at the headquarters in Copenhagen. All could start the assignment in the Balkan country immediately. The preferred Interim Manager was an engineer with an MBA from INSEAD.
Knowledge of the local market and solid experience
The interim Country Manager had both local connections, experience in running a sales and service organization, and relevant experience in contact with authorities. In addition, he had a deep understanding of the business and the strategic challenges.
Back on track
After a few months, the situation was under control. The interim Country Manager had recruited new salespeople to replace those who had left the company and had secured control of cash flow, invoicing, and inventory. Customers no longer left the company and the organization regained motivation as the staff could see that the business was moving in the right direction. The political lobbying was carried out in collaboration with a local expert.
Getting a small country organization back on its feet requires operational work at all levels. “There were a lot of hands-on tasks. It is not a job for someone who is used to having others do things for them”, said the Interim Manager. “The business is on the right track. However, I am not yet satisfied, but we have a good overview and control of things,” he concludes.
The CEO of the Danish company said: “We were in an acute situation in the Balkans, where the local manager did not have control over the business and the organization. She was given a quick exit, and it was crucial to quickly find a strong leader with the necessary business background. Together with Nexus, we defined the profile and started the process. After a very short time, we had three good candidates and engaged a very good candidate as Interim Manager. The plan was to first install a new local leadership, and then assess the future options. After 5 months, we have hired the interim Country Manager to permanently head the office in the Balkans.”