Context: A global FMCG leader was seeking a regional executive to head its operations in Asia, with a particular mandate to accelerate growth in China through strategic acquisitions of local market players. The ideal candidate needed deep familiarity with the Chinese consumer goods landscape, proven experience in executing market entry and M&A-driven expansion, and a leadership style that could align with a multinational corporate culture.
Challenge: The brief required a rare blend of operational and strategic capabilities, language fluency and cultural dexterity across a complex and nuanced region. The client engaged several leading local firms alongside us, expecting that regional specialists would hold the upper hand in identifying suitable candidates.
Approach: We conducted a cross-border search focused on commercially seasoned FMCG leaders with a track record of success in China. Our team identified a Hong Kong-based Business Unit Director at a top-tier consumer multinational, who had not been actively seeking new opportunities. Through tailored outreach and flexible engagement, initiated over a weekend, we were able to open a dialogue, present the strategic trajectory of the role, and build a compelling case for the move.
Result: The candidate, a high-potential executive fluent in English, Mandarin and Cantonese, was ultimately appointed as Managing Director - Asia. He relocated to Beijing to lead the client’s regional growth strategy, bringing with him both the operational knowledge and M&A experience critical to the success of the expansion.
Impact: This appointment not only fulfilled the strategic brief but also demonstrated our ability to outmaneuver entrenched regional competitors by combining speed, precision, and influence. The client cited the cultural alignment and caliber of the placement as a decisive turning point in its China strategy.