VP Sales for a Global Commercial Real Estate Leader in France | Case Study
Our client is a global leader in commercial real estate, with a portfolio of high-profile shopping centres across Europe and North America. Known for creating vibrant shopping destinations, the group focuses on innovation, customer experience and premium retail partnerships to drive growth and remain at the forefront of the retail real estate industry.
The Brief for a VP Sales Executive Search in France
Our client’s French business needed to fill a critical position: VP Sales. The role required a senior leader with significant experience in retail sales and business development, combined with a detailed understanding of commercial real estate. The ideal candidate needed to possess a proven track record in sales leadership, experience managing large teams, and the ability to drive leasing strategies to optimise footfall and revenue across the portfolio.
The search was further complicated by the need for strong relationships with premium retail brands, a detailed knowledge of the French market, and fluency in French and English.
Our Approach to the French Retail Real Estate Market
1. Targeted Research and Industry Mapping: We initiated an in-depth research process to map the retail real estate market in France. This involved identifying senior executives from within the industry as well as adjacent sectors like luxury goods, fashion and retail sales. Using our proprietary databases and connections in the commercial real estate sector, we focused on candidates who had both the leadership acumen and sales expertise required.
2. Sector-Specific Expertise: Given our client’s positioning in premium retail real estate, we concentrated on individuals with extensive experience in sales and leasing roles within shopping centres or large retail complexes. We prioritised candidates who had successfully managed retail partnerships and were familiar with driving leasing negotiations with high-end brands.
3. Relationship Building with Key Retailers: Understanding that relationships with leading retail brands are essential for this role, we carefully evaluated candidates based on their existing networks within the retail industry. We sought out individuals who had demonstrated success in attracting and maintaining partnerships with top-tier retailers, both local and international, which is crucial for a company of this scale.
4. Thorough Evaluation and Assessment: Each candidate underwent a comprehensive assessment, including behavioural interviews and strategic case studies. We evaluated their ability to balance long-term leasing strategies with short-term revenue goals, and their leadership potential in overseeing large sales teams. Additionally, we assessed their fluency in both French and English, a key requirement for this role.
The Result of the VP Sales Executive Search
Through our strategic and highly targeted executive search approach, we were able to identify and attract a shortlist of highly qualified candidates with extensive experience in retail sales and commercial real estate. The final candidate selected brought over 15 years of experience in managing sales teams and developing leasing strategies for high-end retail destinations.
They had strong relationships with luxury retail brands and an impressive track record of delivering on ambitious sales targets within competitive markets. Our efforts resulted in a successful placement that met both the strategic and operational needs of the business, positioning our client to continue leading in the retail real estate industry.
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