Managing Director - Surgical Instruments, Ophthalmology

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The Client

Our client is a well established European manufacturer of surgical instruments and equipment used in ophthalmology. Collingwood Executive Search has been partnering this client since 2005 and has built a strong partnership through a period of rapid growth which has been fuelled by our identification of high calibre sales, marketing and training professionals from the sector. 


The Business Challenge

The Managing Director role was a replacement position, however the new appointment had a far more commercial requirement than previously. The objective of the role was to significantly increase sales outside its UK base and particularly with ophthalmic surgeons in Asia, Middle East and Continental Europe. The sales model was to build a strong distributor network. 


The Role

The Managing Director role needed someone who could manage the company from side to side including manufacturing, product development, logistics and customer services whilst being the figurehead responsible for developing and delivering the aggressive sales growth strategy.

It was essential that candidates had gained this experience in the international ophthalmology sector. 


The Solution

Collingwood was the chosen headhunter for this assignment due to our extensive experience headhunting in the European medical devices market and track record of “finding needles in haystacks” and attracting high calibre, high performing individuals to our clients. We have an extensive track record in the wider medical devices sector and so had a solid understanding of its culture and process to supply products to hospitals.

Collingwood started this executive headhunt by investing time with our client to really understand their culture, the role and the person they needed to entice. From there we developed an assignment specification detailing the company information, job description, candidate profile and remuneration package. The document confirmed to our client that Collingwood fully understood their requirements.

Using their experience and knowledge of the ophthalmology sector, our consultant compiled and presented a list of target companies to the client. From this agreed list, key individuals were identified and approached confidentially to discuss the opportunity.

A candidate shortlist of 6 was presented to our client along with individual interview reports and extensive behavioural (psychometric) assessments. These assessments identified communication style, results orientation, motivation for wanting to work for our client and highlighted synergies between the values of our client and candidates. 


The Result

The CEO and HR Director met with 6 candidates for the first stage interviews. From here, the preferred candidate progressed to meet the full board where a more in-depth assessment took place resulting in a successful appointment. 


About the author
Doug Mackay
min read

Having started his career in Executive Search in 1998, Doug set up Collingwood in 2005 alongside his wife, Claire Mackay.

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Doug Mcckay

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