Managing Director, FTTH - Telecommunications


Our client was a c. £160m privately owned manufacturer of copper and fibre cables and components for the telecommunications industry. Their customers included most telecoms operators across Europe and the Middle East. The business had been built through acquisition and was building a product portfolio that would provide end to end solutions for “the last mile” including home installs. Applications were around connected broadband for residential customers.


The company identified the DACH region as a key opportunity to grow revenues but did not have any internal expertise who knew the customers. Two roles were created to establish the company in DACH, a Managing Director and a Sales Director.

Reporting to the Chief Executive Officer in the UK, the Managing Director’s focus was to establish a product portfolio for fibre to the home applications. To this point the business had only had a copper offering but having recently acquired a fibre products manufacturer, it felt DACH was a good place to launch. Based in Germany, the role required an experienced leader from the FTTH market, someone with a robust network in DACH who could open doors easily with telecoms operators. A good proportion of the product portfolio needed to be sourced and so it was imperative that candidates also had strong procurement and supply chain expertise particularly in China.


We knew the FTTH and CATV market really well having partnered clients in it for a significant amount of time. Our executive search strategy produced a long list of 6 strong candidates who we met face to face to take them through a competency and behavioural assessment.


We shortlisted three candidates and after our client’s two-stage interview process an appointment was made. The candidate lived in Germany and met the brief in every way.