Chief Representative Officer, China - Telecommunications


Our client was a c. €250m Finnish business with a strong reputation of innovation serving network operators with an end-to-end systems in the telecommunications industry. The products are used in broadband and cable television applications in the network infrastructure and consumer home. The business had ambitious international growth plans and was investing significantly to grow its commercial and technical teams across Europe, Middle East and Asia.


A high priority for the organisation was to break into the Chinese market and so a new role for a Chief Representative Officer was created to lead the strategy. Reporting to the Global Sales Director and based in Beijing, the role was responsible for undertaking market research to identify the key end-user aspirational customers to be targeted before building a strong partnership with Chinese distributors and integrators to deliver the strategy. Opening the representative office in China was also done to raise awareness of the strong European brand across China.

Candidates needed to have experience of the Chinese market and an expertise of selling infrastructure technology to telecoms operators.  


We worked with our client to identify “Western” companies that had delivered a similar strategy in China, had successfully entered the market and grown their presence and revenues. These companies then formed a target list for our specialist telecoms consultants to research and headhunt into. Clearly, we also networked and referred from our well-established telecoms network in Europe and the Middle East to gain recommendations to high calibre candidates.

We flew to Beijing to meet and interview 10 candidates face to face.


We shortlisted 5 candidates for our client to assess and after a two-stage interview process, a candidate was successfully appointed. The individual was working for a US business and he had successfully opened up the Chinese market for them. The client was delighted.