Kardex, one of the world’s leading providers of warehouse automation solutions, approached us with a strategically critical assignment – to recruit a Country Sales Manager.
The key requirement was to hire an experienced sales leader responsible for developing Kardex’s business in Poland, managing executive-level sales processes, and representing the brand in dealings with the country’s largest industrial clients.
The need to recruit a candidate capable of conducting value-based sales processes – focusing on quality and business outcomes rather than competing on price.
0–7% turnover, fully trained teams, seamless integration.
“Our partnership with Pomerico involved a complex, multi-stage executive search process for the role of Country Sales Manager.
We were looking for someone capable of consultative sales, holding conversations at the executive level, and defending value in B2B negotiations.
Candidates went through sales tasks, interviews, language tests, and assessment center elements. We received a detailed report and three finalists, each of whom was highly suitable both in competencies and in working style.
The entire process was very well organized and significantly reduced our operational workload, allowing me to focus on other business areas.
Pomerico has been our long-term partner – they understand the industry, engage fully, and deliver beyond expectations. They also provide expert HR know-how and tools.
I am fully aware that without Pomerico’s work, it would have been extremely difficult to reach such a large pool of candidates, run such a detailed selection process, and, most importantly, hire a candidate this well-suited. I see this cooperation as an investment rather than a cost, as the right hire at this level can directly impact millions in revenue.
Pomerico is not only a recruitment partner but also a trusted advisory partner we can rely on.
The project began with a diagnosis of the client’s business and cultural challenges in the intralogistics sales environment, as well as an analysis of Kardex’s specific strategy. Based on this, we created a multi-dimensional competency matrix built on eleven pillars, covering:
This framework enabled us to precisely design the recruitment process – defining who we were looking for, how to reach such candidates, and how to assess not only their hard qualifications but also their style of work and communication in complex decision-making environments.
At the same time, we developed a sourcing strategy that delivered over 1,600 potential candidates from various channels: direct search, our proprietary candidate database, job boards, and online campaigns.
After initial screening and interviews with 78 candidates, we conducted in-depth online meetings with 23 candidates, which included:
From this pool, we selected three top candidates, each of whom had significant experience in project-based sales and demonstrated the ability to conduct value-driven sales processes.
Decision-making support – organizing and participating in Kardex executive board meetings with the three finalists, followed by joint analysis and decision-making.
The Kardex project demonstrated that successful executive search requires a combination of:
Thanks to this methodology, the client received not only high-quality candidates but also a minimized risk of failure in a strategic hire, ultimately increasing the chances of achieving long-term organizational goals.
For the client’s management, the process saved valuable time and allowed them to focus on core business objectives.
HR Project & Operations Manager
Your first point of contact
Available Mon–Fri, 9:00–17:00 CET
