{"id":6165,"date":"2026-08-24T13:24:47","date_gmt":"2026-08-24T11:24:47","guid":{"rendered":"https:\/\/bornhauser.com\/?page_id=6165"},"modified":"2026-08-24T15:06:42","modified_gmt":"2026-08-24T13:06:42","slug":"sales-commercial-leadership-executive-search-swiss-bornhauser","status":"publish","type":"page","link":"https:\/\/bornhauser.com\/en\/sales-commercial-leadership-executive-search-swiss-bornhauser\/","title":{"rendered":"Sales & Commercial Leadership Executive Search Swiss | Bornhauser"},"content":{"rendered":"","protected":false},"excerpt":{"rendered":"","protected":false},"author":11,"featured_media":0,"parent":0,"menu_order":30,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0},"class_list":["post-6165","page","type-page","status-publish","hentry"],"aioseo_notices":[],"grid":"{\"colCount\":16,\"colGutter\":0,\"rowGutters\":[0,0,0,0,0,0,0,0,0,0,0,0,0,0],\"frameMargin\":10,\"topFrameMargin\":160,\"bottomFrameMargin\":0,\"rowAttrs\":[{\"bgcolor\":\"#ffffff\",\"relid\":8},{\"relid\":10},{\"relid\":35},{\"bgcolor\":\"#f6f6f6\",\"collapse\":false,\"relid\":11},{\"bgcolor\":\"#f6f6f6\",\"relid\":31},{\"relid\":1},{\"relid\":30},{\"relid\":50},{\"relid\":27},{\"relid\":2},{\"relid\":4},{\"relid\":29},{\"relid\":34},{\"relid\":9},{\"relid\":39}],\"bgColor\":null,\"cont\":[{\"type\":\"text\",\"cont\":\"

Sales & Commercial Leadership<\/span><\/strong><\/h1>

Executive Search for leaders who develop markets, attract customers, and drive sustainable growth<\/strong><\/h2>

Successful growth requires more than just good products and ambitious goals.<\/span><\/p>

We need leaders who understand markets, attract customers, develop teams, and consistently align a sales organization to drive results.<\/span><\/p>

Bornhauser People's Management assists companies in Switzerland with the search for and selection of executives and key personnel in<\/span>Sales, Business Development, Account Management und Commercial Leadership<\/span><\/strong>.<\/span><\/p>

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We bring unique expertise to technology-driven markets\\u2014particularly in <\/span>IT, Software, Technology, Consulting und Professional Services<\/span><\/strong>.<\/span><\/p>

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Understand markets. Win customers. Lead teams. Drive growth.<\/span><\/strong><\/p>

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Discuss your sales leadership search with no obligation<\/span><\/a><\/p>\",\"align\":\"top\",\"row\":0,\"col\":0,\"colspan\":9,\"offsetx\":0,\"offsety\":0,\"spaceabove\":2,\"spacebelow\":0,\"yvel\":1,\"push\":0,\"relid\":37,\"absolute_position\":false,\"pxwidth\":null},{\"type\":\"img\",\"cont\":\"\/wp-content\/uploads\/2026\/08\/Z_20230804-021A9352-2_02_02.jpg\",\"align\":\"onethird\",\"row\":0,\"col\":9,\"colspan\":7,\"offsetx\":0,\"offsety\":0,\"spaceabove\":0,\"spacebelow\":0,\"yvel\":1,\"push\":0,\"relid\":199,\"attid\":6106,\"sizes\":{\"full\":\"\/wp-content\/uploads\/2026\/08\/Z_20230804-021A9352-2_02_02.jpg\"},\"w\":1483,\"h\":989,\"ar\":0.6668914362778152,\"alt\":\"Drei Executive-Search-Berater f\\u00fcr Sales & Commercial Leadership unterst\\u00fctzen Unternehmen bei der Suche nach F\\u00fchrungspers\\u00f6nlichkeiten, die M\\u00e4rkte entwickeln, Kunden gewinnen und nachhaltiges Wachstum gestalten.\",\"frameOverflow\":\"right\",\"absolute_position\":false,\"textOnElement\":{\"enabled\":false,\"topLeft\":\"\",\"topCenter\":\"\",\"topRight\":\"\",\"leftCenter\":\"\",\"centerCenter\":\"\",\"rightCenter\":\"\",\"bottomLeft\":\"\",\"bottomCenter\":\"\",\"bottomRight\":\"\",\"spaceLeftRight\":10,\"spaceLeftRightMu\":\"px\",\"spaceTopBottom\":10,\"spaceTopBottomMu\":\"px\",\"enableSpacePhone\":false,\"spaceLeftRightPhone\":10,\"spaceLeftRightPhoneMu\":\"px\",\"spaceTopBottomPhone\":10,\"spaceTopBottomPhoneMu\":\"px\",\"verticalOffsetCenter\":0,\"verticalOffsetCenterMu\":\"px\",\"verticalOffsetCenterPhone\":0,\"verticalOffsetCenterPhoneMu\":\"px\",\"darkGradientAtTop\":false,\"darkGradientAtBottom\":false,\"darkGradientAtTopColor\":\"#000000\",\"darkGradientAtBottomColor\":\"#000000\",\"mixBlendModeDifference\":false}},{\"type\":\"text\",\"cont\":\"

Good sales leaders don't just sell more<\/span><\/strong><\/h2>

Outstanding individual sales performance alone does not make a good leader.<\/span><\/p>

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Sales leadership requires a different perspective.<\/span><\/p>

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As headhunters specializing in sales and commercial leadership positions in Switzerland, we therefore do not evaluate leaders solely based on revenue figures, industry knowledge, or previous roles. What matters most is how results were achieved and whether a candidate is a good fit for the next role, the market, and the company.<\/p>

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Successful sales leaders provide direction, develop a clear go-to-market strategy, establish effective sales structures, and ensure that the strategy is actually implemented in the market.<\/span><\/p>

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They develop employees, foster a sense of commitment, and at the same time are able to rally customers, management, and internal stakeholders around shared goals.<\/span><\/p>

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As headhunters specializing in sales and commercial leadership positions in Switzerland, we therefore do not evaluate leaders solely based on revenue figures, industry knowledge, or previous roles. What matters most is how results were achieved and whether a candidate is a good fit for the next role, the market, and the company.<\/p>

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We're interested in how the results were obtained and whether the candidate's personality is a good fit for the next assignment.<\/span><\/p>

\\u00a0<\/p>\",\"align\":\"top\",\"row\":1,\"col\":4,\"colspan\":8,\"offsetx\":0,\"offsety\":0,\"spaceabove\":5,\"spacebelow\":0,\"yvel\":1,\"push\":4,\"relid\":5,\"absolute_position\":false},{\"type\":\"text\",\"cont\":\"

Positions in Sales & Commercial Leadership<\/span><\/h2>

Among other things, we assist companies in filling the following positions:<\/span><\/p>

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Chief Revenue Officer \\u2013 CRO<\/span><\/strong><\/h3>

Integrates growth, sales, customer development, and\\u2014depending on the business model\\u2014other commercial functions into a unified market strategy.<\/span><\/p>

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Sales Director \/ Head of Sales<\/span><\/strong><\/h3>

Responsible for sales strategy, organization, leadership, and consistent implementation in the market.<\/span><\/p>

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Head of Business Development<\/span><\/strong><\/h3>

Opens up new markets, partnerships, customer segments, and business opportunities.<\/span><\/p>

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Head of Account Management<\/span><\/strong><\/h3>

Develops strategic customer relationships and lays the groundwork for sustainable growth with existing customers.<\/span><\/p>

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Commercial Director<\/span><\/strong><\/h3>

Combines market strategy, sales, and financial management.<\/span><\/p>

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Strategic \/ Global Account Leadership<\/strong><\/span><\/h3>

Responsible for managing key clients, international accounts, and long-term client development.<\/span><\/p>

Which role is the right one depends on the business model, market readiness, growth strategy, and organization.<\/span><\/p>\",\"align\":\"top\",\"row\":3,\"col\":0,\"colspan\":7,\"offsetx\":0,\"offsety\":0,\"spaceabove\":5,\"spacebelow\":5,\"yvel\":1,\"push\":0,\"relid\":6,\"absolute_position\":false},{\"type\":\"img\",\"cont\":\"\/wp-content\/uploads\/2026\/08\/Z_20260206-_P8A6814-6_02_02.jpg\",\"align\":\"middle\",\"row\":3,\"col\":8,\"colspan\":8,\"offsetx\":0,\"offsety\":0,\"spaceabove\":0,\"spacebelow\":0,\"yvel\":1,\"push\":1,\"relid\":200,\"attid\":6104,\"sizes\":{\"full\":\"\/wp-content\/uploads\/2026\/08\/Z_20260206-_P8A6814-6_02_02.jpg\"},\"w\":1525,\"h\":1017,\"ar\":0.6668852459016393,\"alt\":\"Ein Executive-Search-Berater diskutiert mit einer Kandidatin die Anforderungen an eine F\\u00fchrungsposition in Sales & Commercial Leadership, von Sales Director und Business Development bis hin zum Chief Revenue Officer (CRO)\",\"frameOverflow\":\"right\",\"absolute_position\":false,\"textOnElement\":{\"enabled\":false,\"topLeft\":\"\",\"topCenter\":\"\",\"topRight\":\"\",\"leftCenter\":\"\",\"centerCenter\":\"\",\"rightCenter\":\"\",\"bottomLeft\":\"\",\"bottomCenter\":\"\",\"bottomRight\":\"\",\"spaceLeftRight\":10,\"spaceLeftRightMu\":\"px\",\"spaceTopBottom\":10,\"spaceTopBottomMu\":\"px\",\"enableSpacePhone\":false,\"spaceLeftRightPhone\":10,\"spaceLeftRightPhoneMu\":\"px\",\"spaceTopBottomPhone\":10,\"spaceTopBottomPhoneMu\":\"px\",\"verticalOffsetCenter\":0,\"verticalOffsetCenterMu\":\"px\",\"verticalOffsetCenterPhone\":0,\"verticalOffsetCenterPhoneMu\":\"px\",\"darkGradientAtTop\":false,\"darkGradientAtBottom\":false,\"darkGradientAtTopColor\":\"#000000\",\"darkGradientAtBottomColor\":\"#000000\",\"mixBlendModeDifference\":false}},{\"type\":\"text\",\"cont\":\"

Bornhauser People's Management is your partner.<\/span><\/h3>

Finding the right candidates is a challenge. We\\u2019re happy to assist you in defining and articulating the requirements, as well as in identifying, approaching, and selecting the right candidates.<\/p>

Please contact us.
We're looking forward to it.<\/h3>

Click HERE to contact us <\/a><\/p>\",\"align\":\"top\",\"row\":4,\"col\":0,\"colspan\":16,\"offsetx\":0,\"offsety\":0,\"spaceabove\":5,\"spacebelow\":5,\"yvel\":1,\"push\":0,\"relid\":32,\"absolute_position\":false},{\"type\":\"text\",\"cont\":\"

What Sets a Successful Sales Leader Apart<\/span><\/strong><\/span><\/h2>

Market Understanding<\/span><\/h3>

Good sales leaders don't just understand their product.<\/span><\/p>

They understand market structures, competition, customer segments, buying centers, and the changes that concern their customers.<\/span><\/p>

This enables them to prioritize opportunities and focus their organization on the most attractive markets.<\/span><\/p>

Customer Focus<\/span><\/h3>

Especially when it comes to complex products and services, lasting customer relationships are not built through short-term sales pressure.<\/span><\/p>

Successful leaders understand their customers' challenges, build trust, and create long-term business value.<\/span><\/p>

Leadership<\/span><\/h3>

Sales leadership means developing people and enabling performance.<\/span><\/p>

This includes clear expectations, coaching, consistency, motivation, talent development, and the ability to bring together different personalities to form a high-performing team.<\/span><\/p>

Commercial Excellence<\/span><\/h3>

Pipeline management, forecasting, KPIs, sales processes, territory management, and go-to-market strategies are important management tools.<\/span><\/p>

However, it is crucial not to view these as merely administrative tools, but to use them strategically to manage the business.<\/span><\/p>

Business & Technology<\/span><\/h3>

When selling complex technology and consulting services, the ability to translate technological possibilities into understandable business benefits is essential.<\/span><\/p>

It is precisely at this intersection that we have special expertise.<\/span><\/p>

Personality and Impact<\/span><\/h3>

Successful sales leaders need persuasiveness and energy.<\/span><\/p>

At the same time, they must be able to listen, build trust, deal with resistance, and reconcile differing interests within the organization.<\/span><\/p>

That is why we evaluate not only results, but also personality, leadership skills, and cultural fit.<\/span><\/p>\",\"align\":\"top\",\"row\":5,\"col\":0,\"colspan\":7,\"offsetx\":0,\"offsety\":0,\"spaceabove\":5,\"spacebelow\":0,\"yvel\":1,\"push\":0,\"relid\":3,\"absolute_position\":false,\"dosync\":false},{\"type\":\"img\",\"cont\":\"\/wp-content\/uploads\/2026\/08\/Z_20230804-021A7475_02_02.jpg\",\"align\":\"middle\",\"row\":5,\"col\":8,\"colspan\":8,\"offsetx\":0,\"offsety\":0,\"spaceabove\":0,\"spacebelow\":0,\"yvel\":1,\"push\":1,\"relid\":463,\"attid\":6110,\"sizes\":{\"full\":\"\/wp-content\/uploads\/2026\/08\/Z_20230804-021A7475_02_02.jpg\"},\"w\":2048,\"h\":1366,\"ar\":0.6669921875,\"alt\":\"Ein Executive-Search-Berater f\\u00fchrt einen Videocall mit einem Sales-Leadership-Kandidaten, um Marktverst\\u00e4ndnis, Kundenorientierung, F\\u00fchrungskompetenz, Commercial Excellence und Cultural Fit zu beurteilen.\",\"absolute_position\":false,\"frameOverflow\":\"right\",\"textOnElement\":{\"enabled\":false,\"topLeft\":\"\",\"topCenter\":\"\",\"topRight\":\"\",\"leftCenter\":\"\",\"centerCenter\":\"\",\"rightCenter\":\"\",\"bottomLeft\":\"\",\"bottomCenter\":\"\",\"bottomRight\":\"\",\"spaceLeftRight\":10,\"spaceLeftRightMu\":\"px\",\"spaceTopBottom\":10,\"spaceTopBottomMu\":\"px\",\"enableSpacePhone\":false,\"spaceLeftRightPhone\":10,\"spaceLeftRightPhoneMu\":\"px\",\"spaceTopBottomPhone\":10,\"spaceTopBottomPhoneMu\":\"px\",\"verticalOffsetCenter\":0,\"verticalOffsetCenterMu\":\"px\",\"verticalOffsetCenterPhone\":0,\"verticalOffsetCenterPhoneMu\":\"px\",\"darkGradientAtTop\":false,\"darkGradientAtBottom\":false,\"darkGradientAtTopColor\":\"#000000\",\"darkGradientAtBottomColor\":\"#000000\",\"mixBlendModeDifference\":false}},{\"type\":\"img\",\"cont\":\"\/wp-content\/uploads\/2026\/08\/Z_20230804-021A1765-2_02_02.jpg\",\"align\":\"middle\",\"row\":6,\"col\":0,\"colspan\":7,\"offsetx\":0,\"offsety\":0,\"spaceabove\":0,\"spacebelow\":0,\"yvel\":1,\"push\":0,\"relid\":47,\"attid\":6120,\"sizes\":{\"full\":\"\/wp-content\/uploads\/2026\/08\/Z_20230804-021A1765-2_02_02.jpg\"},\"w\":1606,\"h\":1070,\"ar\":0.6662515566625156,\"alt\":\"Ein Executive-Search-Berater bereitet am Laptop die gezielte Suche nach Sales Leaders vor, die Business-Verst\\u00e4ndnis mit Technologiekompetenz in IT, Software, Consulting und technologieorientierten M\\u00e4rkten verbinden.\",\"absolute_position\":false,\"frameOverflow\":\"left\",\"textOnElement\":{\"enabled\":false,\"topLeft\":\"\",\"topCenter\":\"\",\"topRight\":\"\",\"leftCenter\":\"\",\"centerCenter\":\"\",\"rightCenter\":\"\",\"bottomLeft\":\"\",\"bottomCenter\":\"\",\"bottomRight\":\"\",\"spaceLeftRight\":10,\"spaceLeftRightMu\":\"px\",\"spaceTopBottom\":10,\"spaceTopBottomMu\":\"px\",\"enableSpacePhone\":false,\"spaceLeftRightPhone\":10,\"spaceLeftRightPhoneMu\":\"px\",\"spaceTopBottomPhone\":10,\"spaceTopBottomPhoneMu\":\"px\",\"verticalOffsetCenter\":0,\"verticalOffsetCenterMu\":\"px\",\"verticalOffsetCenterPhone\":0,\"verticalOffsetCenterPhoneMu\":\"px\",\"darkGradientAtTop\":false,\"darkGradientAtBottom\":false,\"darkGradientAtTopColor\":\"#000000\",\"darkGradientAtBottomColor\":\"#000000\",\"mixBlendModeDifference\":false}},{\"type\":\"text\",\"cont\":\"

Our Unique Expertise: Sales at the Intersection of Business and Technology<\/span><\/strong><\/h2>

For many years, Bornhauser People's Management has focused on positions that combine commercial responsibility with an understanding of technology.<\/span><\/p>

This applies, for example, to companies in the following sectors:<\/span><\/p>

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Software<\/span><\/p>

IT Services<\/span><\/p>

Cloud<\/span><\/p>

Cyber Security<\/span><\/p>

Data & Analytics<\/span><\/p>

Business and IT Consulting<\/span><\/p>

Professional Services<\/span><\/p>

Technology<\/span><\/p>

Deep Tech<\/span><\/p>

Startups and Scale-ups<\/span><\/p>

In these markets in particular, traditional sales experience is often not enough.<\/span><\/p>

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Executives must understand complex solutions, be able to operate at the C-level, and be capable of translating technological issues into strategic or business benefits.<\/span><\/p>\",\"align\":\"top\",\"row\":6,\"col\":8,\"colspan\":8,\"offsetx\":0,\"offsety\":0,\"spaceabove\":5,\"spacebelow\":0,\"yvel\":1,\"push\":1,\"relid\":45,\"absolute_position\":false},{\"type\":\"text\",\"cont\":\"

Sales Leadership in Complex B2B Markets<\/span><\/h2>

Enterprise sales and consulting-intensive B2B transactions differ significantly from the sale of standardized products.<\/span><\/p>

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Sales cycles are longer. Buying centers are more complex. Decisions often have strategic implications.<\/span><\/p>

Customers expect their points of contact to have not only product knowledge but also an understanding of their business.<\/span><\/p>

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That is why, when searching for sales and commercial leaders, we pay particular attention to:<\/span><\/p>

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Experience with complex decision-making processes<\/span><\/p>

Dealing with C-Level and Executive Stakeholders<\/span><\/p>

Ability to build long-term customer relationships<\/span><\/p>

Understanding of solution sales that require extensive consultation<\/span><\/p>

Leadership experience<\/span><\/p>

Market and Industry Knowledge<\/span><\/p>

solid commercial results<\/span><\/p>

personal credibility<\/span><\/p>\",\"align\":\"top\",\"row\":7,\"col\":0,\"colspan\":7,\"offsetx\":0,\"offsety\":0,\"spaceabove\":5,\"spacebelow\":0,\"yvel\":1,\"push\":0,\"relid\":28,\"absolute_position\":false},{\"type\":\"text\",\"cont\":\"

Selected Search Experience<\/span><\/h2>

Bornhauser has experience in filling demanding commercial roles at technology-oriented companies and consulting firms.<\/span><\/p>

Examples of past assignments include:<\/span><\/p>

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Head of Sales<\/strong><\/span>
Software \\u00b7 Cyber Security \\u00b7 Cloud Services<\/span><\/h3>

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Sales Manager Public<\/strong><\/span>
Big Data & Analytics<\/span><\/h3>

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Sales Manager Finance<\/strong><\/span>
International Software Company<\/span><\/h3>

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Client Executive Banking<\/strong><\/span>
Swiss Software Solutions<\/span><\/h3>

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Key Account Manager Industry<\/strong><\/span>
Business & IT Consulting<\/span><\/h3>

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Key Account Manager Utilities<\/strong><\/span>
IT Solutions<\/span><\/h3>

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Market Developer Cyber Security Consulting<\/strong><\/span>
Swiss IT Consulting<\/span><\/h3>

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This experience helps us understand different sales models, customer situations, and role profiles.<\/span><\/p>

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We would be happy to discuss any additional relevant search experience during a personal meeting.<\/span><\/p>\",\"align\":\"top\",\"row\":8,\"col\":0,\"colspan\":15,\"offsetx\":0,\"offsety\":0,\"spaceabove\":5,\"spacebelow\":5,\"yvel\":1,\"push\":0,\"relid\":14,\"absolute_position\":false},{\"type\":\"text\",\"cont\":\"

When We're a Great Fit<\/span><\/h2>

Our experience is particularly relevant if you are looking for a commercial leader who can not only sell but also grow a business.<\/span><\/p>

a sales organization is to be professionalized<\/span><\/p>

a company wants to tap into new markets<\/span><\/p>

Growth is to be accelerated<\/span><\/p>

an existing team needs new leadership<\/span><\/p>

the shift from product-oriented to solution-oriented sales<\/span><\/p>

Strategic accounts should be developed more extensively<\/span><\/p>

An international company wants to expand its presence in the Swiss market<\/span><\/p>

An understanding of both technology and business is required<\/span><\/p>

a succession is pending in a key commercial role<\/span><\/p>

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In situations like these, personality is often just as important as prior sales experience.<\/span><\/p>

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Please contact us.
We look forward to seeing you.<\/h3>

Click HERE to contact us<\/a><\/p>\",\"align\":\"top\",\"row\":9,\"col\":7,\"colspan\":9,\"offsetx\":0,\"offsety\":0,\"spaceabove\":0,\"spacebelow\":0,\"yvel\":1,\"push\":7,\"relid\":12,\"absolute_position\":false},{\"type\":\"text\",\"cont\":\"

Executive Search Instead of CV Search<\/span><\/strong><\/h2>

For demanding sales leadership positions, many qualified candidates are not actively looking for a job.<\/span><\/p>

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That is why we rely on targeted market analysis and direct, personalized outreach.<\/span><\/p>

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The point is not to present as many resumes as possible.<\/span><\/p>

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Our goal is to identify the individuals who are the best fit for the specific role, the market, and the organization.<\/span><\/p>\",\"align\":\"middle\",\"row\":10,\"col\":0,\"colspan\":15,\"offsetx\":0,\"offsety\":0,\"spaceabove\":5,\"spacebelow\":5,\"yvel\":1,\"push\":0,\"relid\":7,\"absolute_position\":false},{\"type\":\"text\",\"cont\":\"

Our Approach<\/span><\/strong><\/h2>

1. Understand the Starting Point<\/span><\/h3>

Which markets, customers, and growth goals are the focus?<\/span><\/p>

How does sales work today, and what needs to change?<\/span><\/p>

2. Define the Success Profile<\/span><\/h3>

Together, we'll determine which experiences and skills are truly essential.<\/span><\/p>

Not every executive who has been successful so far is automatically suited for every growth situation.<\/span><\/p>

3. Analyze the target market<\/span><\/h3>

We identify companies, markets, and individuals whose experience is a good fit for the task at hand.<\/span><\/p>

4. Address them directly<\/span><\/h3>

Relevant candidates are approached personally and discreetly\\u2014regardless of whether they are actively seeking a new position.<\/span><\/p>

5. Make a well-informed assessment<\/span><\/h3>

We consider results, market understanding, leadership, motivation, personality, and cultural fit.<\/span><\/p>

6. Support the selection process<\/span><\/h3>

We support our clients throughout the entire process until the position is successfully filled.<\/span><\/p>\",\"align\":\"top\",\"row\":11,\"col\":0,\"colspan\":15,\"offsetx\":0,\"offsety\":0,\"spaceabove\":5,\"spacebelow\":5,\"yvel\":1,\"push\":0,\"relid\":33,\"absolute_position\":false},{\"type\":\"text\",\"cont\":\"

The Right Questions to Ask When Selecting a Sales Leader<\/span><\/strong><\/span><\/h2>

When it comes to a sales leader, we're not just interested in:<\/span><\/p>

\\u00a0<\/p>

How much revenue was this person responsible for?<\/strong><\/span><\/p>

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Equally important are questions such as:<\/span><\/p>

\\u00a0<\/p>

Under what market conditions were these results achieved?<\/span><\/p>

Did the person manage an existing business or start a new one?<\/span><\/p>

What role did she personally play in the company's sales success?<\/span><\/p>

How did she build teams?<\/span><\/p>

Can she create and change structures?<\/span><\/p>

How does she handle forecasts and variances from targets?<\/span><\/p>

How does she operate at the C-level?<\/span><\/p>

How does she build strategic customer relationships?<\/span><\/p>

Can she bridge the gap between technology and business?<\/span><\/p>

What kind of environment does she need to be successful?<\/span><\/p>

\\u00a0<\/p>

Only then can a reliable overall picture emerge.<\/strong><\/span><\/p>\",\"align\":\"middle\",\"row\":12,\"col\":3,\"colspan\":9,\"offsetx\":0,\"offsety\":0,\"spaceabove\":0,\"spacebelow\":0,\"yvel\":1,\"push\":3,\"relid\":40,\"absolute_position\":false},{\"type\":\"text\",\"cont\":\"

Frequently Asked Questions About Sales & Commercial Leadership<\/span><\/strong><\/h2>

What sets a good salesperson apart from a good sales leader?<\/span><\/h3>

An outstanding salesperson achieves strong results on their own.<\/span><\/p>

A successful sales leader also creates an environment in which the entire team can achieve sustained success. This includes strategy, structure, coaching, oversight, and consistent leadership.<\/span><\/p>

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When is executive search a good idea for a sales leadership position?<\/span><\/h3>

This is especially true for strategically important roles, confidential succession planning, or candidate markets that are difficult to access.<\/span><\/p>

Many successful sales leaders are not actively looking for a job and are rarely reached through traditional job postings.<\/span><\/p>

\\u00a0<\/p>

How important is industry knowledge?<\/span><\/h3>

That depends heavily on the product, market, and business model.<\/span><\/p>

In some situations, an existing customer network is crucial. In others, leadership, business acumen, and the ability to quickly familiarize oneself with a new market may be more important.<\/span><\/p>

That is why we always evaluate this in the context of the specific task.<\/span><\/p>

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Why is technology sales particularly challenging?<\/span><\/h3>

Because successful leaders must understand both business challenges and complex technologies.<\/span><\/p>

You must be able to convey the benefits to customers without getting bogged down in technical details\\u2014while still maintaining sufficient technological credibility.<\/span><\/p>

\\u00a0<\/p>

How does Bornhauser rate Sales Leader?<\/span><\/h3>

In addition to past performance, we place particular emphasis on market understanding, leadership, commercial excellence, customer focus, motivation, personality, and cultural fit.<\/span><\/p>

\\u00a0<\/p>

\\u00a0<\/p>\",\"align\":\"middle\",\"row\":13,\"col\":0,\"colspan\":16,\"offsetx\":0,\"offsety\":0,\"spaceabove\":5,\"spacebelow\":5,\"yvel\":1,\"push\":0,\"relid\":13,\"absolute_position\":false,\"frameOverflow\":\"\"},{\"type\":\"text\",\"cont\":\"

Are you looking for a sales or commercial leader?<\/span><\/strong><\/span><\/h2>

We would be happy to discuss your growth goals, the relevant candidate market, and a possible approach with you.<\/span><\/p>

\\u00a0<\/p>

Bornhauser People's Management \\u2013 Executive Search for leadership at the intersection of business, technology, and commercial excellence.<\/strong><\/span><\/p>

\\u00a0<\/p>

\\u00a0<\/p>

Click HERE to contact us<\/a><\/p>\",\"align\":\"top\",\"row\":14,\"col\":5,\"colspan\":11,\"offsetx\":0,\"offsety\":0,\"spaceabove\":5,\"spacebelow\":5,\"yvel\":1,\"push\":5,\"relid\":41,\"absolute_position\":false,\"frameOverflow\":\"\"}]}","phonegrid":"{\"colCount\":12,\"colGutter\":0,\"rowGutters\":[0,0,0,0,0,0,0,0,0,0,0,0,0,0,0,0,0,0],\"frameMargin\":10,\"leftFrameMargin\":5,\"rightFrameMargin\":5,\"topFrameMargin\":0,\"mus\":{\"bottomFrameMu\":\"%\",\"colGutterMu\":\"%\",\"frameMu\":\"%\",\"rowGutterMu\":\"%\",\"topFrameMu\":\"%\"},\"bottomFrameMargin\":0,\"rowAttrs\":[{\"relid\":49},{\"bgcolor\":\"#ffffff\",\"bgcolorMode\":\"whole\",\"relid\":15,\"rowGutterBgColor\":\"#ffffff\"},{\"relid\":17},{\"relid\":52},{\"bgcolor\":\"#f6f6f6\",\"bgcolorMode\":\"whole\",\"relid\":18,\"rowGutterBgColor\":\"#f6f6f6\"},{\"relid\":55},{\"bgcolor\":\"#f6f6f6\",\"bgcolorMode\":\"whole\",\"relid\":19},{\"relid\":54},{\"relid\":22},{\"relid\":23},{\"relid\":24},{\"relid\":25},{\"relid\":26},{\"relid\":36},{\"relid\":38},{\"relid\":42},{\"relid\":43},{\"relid\":44},{\"relid\":46}],\"bgColor\":null,\"cont\":[{\"absolute_position\":false,\"align\":\"bottom\",\"alt\":\"Drei Executive-Search-Berater f\\u00fcr Sales & Commercial Leadership unterst\\u00fctzen Unternehmen bei der Suche nach F\\u00fchrungspers\\u00f6nlichkeiten, die M\\u00e4rkte entwickeln, Kunden gewinnen und nachhaltiges Wachstum gestalten.\",\"ar\":0.6668914362778152,\"attid\":6106,\"col\":0,\"colspan\":12,\"cont\":\"\/wp-content\/uploads\/2026\/08\/Z_20230804-021A9352-2_02_02.jpg\",\"h\":989,\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":199,\"row\":0,\"sizes\":{\"full\":\"\/wp-content\/uploads\/2026\/08\/Z_20230804-021A9352-2_02_02.jpg\"},\"spaceabove\":0,\"spacebelow\":0,\"textOnElement\":{\"bottomCenter\":\"\",\"bottomLeft\":\"\",\"bottomRight\":\"\",\"centerCenter\":\"\",\"darkGradientAtBottom\":false,\"darkGradientAtBottomColor\":\"#000000\",\"darkGradientAtTop\":false,\"darkGradientAtTopColor\":\"#000000\",\"enableSpacePhone\":false,\"enabled\":false,\"leftCenter\":\"\",\"mixBlendModeDifference\":false,\"rightCenter\":\"\",\"spaceLeftRight\":10,\"spaceLeftRightMu\":\"px\",\"spaceLeftRightPhone\":10,\"spaceLeftRightPhoneMu\":\"px\",\"spaceTopBottom\":10,\"spaceTopBottomMu\":\"px\",\"spaceTopBottomPhone\":10,\"spaceTopBottomPhoneMu\":\"px\",\"topCenter\":\"\",\"topLeft\":\"\",\"topRight\":\"\",\"verticalOffsetCenter\":0,\"verticalOffsetCenterMu\":\"px\",\"verticalOffsetCenterPhone\":0,\"verticalOffsetCenterPhoneMu\":\"px\"},\"type\":\"img\",\"w\":1483,\"yvel\":1,\"zIndex\":0,\"frameOverflow\":\"right\"},{\"absolute_position\":false,\"align\":\"top\",\"col\":0,\"colspan\":12,\"cont\":\"

Sales & Commercial Leadership<\/span><\/strong><\/h1>

Executive Search for leaders who develop markets, attract customers, and drive sustainable growth<\/strong><\/h2>

Successful growth requires more than just good products and ambitious goals.<\/span><\/p>

We need leaders who understand markets, attract customers, develop teams, and consistently align a sales organization to drive results.<\/span><\/p>

Bornhauser People's Management assists companies in Switzerland with the search for and selection of executives and key personnel in<\/span>Sales, Business Development, Account Management und Commercial Leadership<\/span><\/strong>.<\/span><\/p>

\\u00a0<\/p>

We bring unique expertise to technology-driven markets\\u2014particularly in <\/span>IT, Software, Technology, Consulting und Professional Services<\/span><\/strong>.<\/span><\/p>

\\u00a0<\/p>

Understand markets. Win customers. Lead teams. Drive growth.<\/span><\/strong><\/p>

\\u00a0<\/p>

Discuss your sales leadership search with no obligation<\/span><\/a><\/p>\",\"offsetx\":0,\"offsety\":0,\"push\":0,\"pxwidth\":null,\"relid\":37,\"row\":1,\"spaceabove\":5,\"spacebelow\":0,\"type\":\"text\",\"yvel\":1,\"zIndex\":1,\"spaceaboveMu\":\"%\"},{\"absolute_position\":false,\"align\":\"bottom\",\"col\":0,\"colspan\":12,\"cont\":\"

Good sales leaders don't just sell more<\/span><\/strong><\/h2>

Outstanding individual sales performance alone does not make a good leader.<\/span><\/p>

\\u00a0<\/p>

Sales leadership requires a different perspective.<\/span><\/p>

\\u00a0<\/p>

As headhunters specializing in sales and commercial leadership positions in Switzerland, we therefore do not evaluate leaders solely based on revenue figures, industry knowledge, or previous roles. What matters most is how results were achieved and whether a candidate is a good fit for the next role, the market, and the company.<\/p>

\\u00a0<\/p>

Successful sales leaders provide direction, develop a clear go-to-market strategy, establish effective sales structures, and ensure that the strategy is actually implemented in the market.<\/span><\/p>

\\u00a0<\/p>

They develop employees, foster a sense of commitment, and at the same time are able to rally customers, management, and internal stakeholders around shared goals.<\/span><\/p>

\\u00a0<\/p>

As headhunters specializing in sales and commercial leadership positions in Switzerland, we therefore do not evaluate leaders solely based on revenue figures, industry knowledge, or previous roles. What matters most is how results were achieved and whether a candidate is a good fit for the next role, the market, and the company.<\/p>

\\u00a0<\/p>

\\u00a0<\/p>

We're interested in how the results were obtained and whether the candidate's personality is a good fit for the next assignment.<\/span><\/p>

\\u00a0<\/p>\",\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":5,\"row\":2,\"spaceabove\":5,\"spacebelow\":0,\"type\":\"text\",\"yvel\":1,\"zIndex\":2},{\"absolute_position\":false,\"align\":\"top\",\"alt\":\"Ein Executive-Search-Berater diskutiert mit einer Kandidatin die Anforderungen an eine F\\u00fchrungsposition in Sales & Commercial Leadership, von Sales Director und Business Development bis hin zum Chief Revenue Officer (CRO)\",\"ar\":0.6668852459016393,\"attid\":6104,\"col\":0,\"colspan\":12,\"cont\":\"\/wp-content\/uploads\/2026\/08\/Z_20260206-_P8A6814-6_02_02.jpg\",\"h\":1017,\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":200,\"row\":3,\"sizes\":{\"full\":\"\/wp-content\/uploads\/2026\/08\/Z_20260206-_P8A6814-6_02_02.jpg\"},\"spaceabove\":10,\"spacebelow\":0,\"textOnElement\":{\"bottomCenter\":\"\",\"bottomLeft\":\"\",\"bottomRight\":\"\",\"centerCenter\":\"\",\"darkGradientAtBottom\":false,\"darkGradientAtBottomColor\":\"#000000\",\"darkGradientAtTop\":false,\"darkGradientAtTopColor\":\"#000000\",\"enableSpacePhone\":false,\"enabled\":false,\"leftCenter\":\"\",\"mixBlendModeDifference\":false,\"rightCenter\":\"\",\"spaceLeftRight\":10,\"spaceLeftRightMu\":\"px\",\"spaceLeftRightPhone\":10,\"spaceLeftRightPhoneMu\":\"px\",\"spaceTopBottom\":10,\"spaceTopBottomMu\":\"px\",\"spaceTopBottomPhone\":10,\"spaceTopBottomPhoneMu\":\"px\",\"topCenter\":\"\",\"topLeft\":\"\",\"topRight\":\"\",\"verticalOffsetCenter\":0,\"verticalOffsetCenterMu\":\"px\",\"verticalOffsetCenterPhone\":0,\"verticalOffsetCenterPhoneMu\":\"px\"},\"type\":\"img\",\"w\":1525,\"yvel\":1,\"zIndex\":4,\"spaceleft\":0,\"spaceright\":0,\"spaceaboveMu\":\"%\",\"spacebelowMu\":\"%\",\"spaceleftMu\":\"%\",\"spacerightMu\":\"%\",\"syncPaddingTopBottom\":false},{\"absolute_position\":false,\"align\":\"bottom\",\"col\":0,\"colspan\":12,\"cont\":\"

Positions in Sales & Commercial Leadership<\/span><\/h2>

Among other things, we assist companies in filling the following positions:<\/span><\/p>

\\u00a0<\/p>

Chief Revenue Officer \\u2013 CRO<\/span><\/strong><\/h3>

Integrates growth, sales, customer development, and\\u2014depending on the business model\\u2014other commercial functions into a unified market strategy.<\/span><\/p>

\\u00a0<\/p>

Sales Director \/ Head of Sales<\/span><\/strong><\/h3>

Responsible for sales strategy, organization, leadership, and consistent implementation in the market.<\/span><\/p>

\\u00a0<\/p>

Head of Business Development<\/span><\/strong><\/h3>

Opens up new markets, partnerships, customer segments, and business opportunities.<\/span><\/p>

\\u00a0<\/p>

Head of Account Management<\/span><\/strong><\/h3>

Develops strategic customer relationships and lays the groundwork for sustainable growth with existing customers.<\/span><\/p>

\\u00a0<\/p>

Commercial Director<\/span><\/strong><\/h3>

Combines market strategy, sales, and financial management.<\/span><\/p>

\\u00a0<\/p>

Strategic \/ Global Account Leadership<\/strong><\/span><\/h3>

Responsible for managing key clients, international accounts, and long-term client development.<\/span><\/p>

Which role is the right one depends on the business model, market readiness, growth strategy, and organization.<\/span><\/p>\",\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":6,\"row\":4,\"spaceabove\":5,\"spacebelow\":5,\"type\":\"text\",\"yvel\":1,\"zIndex\":3},{\"absolute_position\":false,\"align\":\"top\",\"col\":0,\"colspan\":12,\"cont\":\"

Bornhauser People's Management is your partner.<\/span><\/h3>

Finding the right candidates is a challenge. We\\u2019re happy to assist you in defining and articulating the requirements, as well as in identifying, approaching, and selecting the right candidates.<\/p>

Please contact us.
We're looking forward to it.<\/h3>

Click HERE to contact us <\/a><\/p>\",\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":32,\"row\":5,\"spaceabove\":5,\"spacebelow\":5,\"type\":\"text\",\"yvel\":1,\"zIndex\":5},{\"absolute_position\":false,\"align\":\"top\",\"alt\":\"Ein Executive-Search-Berater f\\u00fchrt einen Videocall mit einem Sales-Leadership-Kandidaten, um Marktverst\\u00e4ndnis, Kundenorientierung, F\\u00fchrungskompetenz, Commercial Excellence und Cultural Fit zu beurteilen.\",\"ar\":0.6669921875,\"attid\":6110,\"col\":0,\"colspan\":12,\"cont\":\"\/wp-content\/uploads\/2026\/08\/Z_20230804-021A7475_02_02.jpg\",\"h\":1366,\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":463,\"row\":6,\"sizes\":{\"full\":\"\/wp-content\/uploads\/2026\/08\/Z_20230804-021A7475_02_02.jpg\"},\"spaceabove\":10,\"spacebelow\":0,\"textOnElement\":{\"bottomCenter\":\"\",\"bottomLeft\":\"\",\"bottomRight\":\"\",\"centerCenter\":\"\",\"darkGradientAtBottom\":false,\"darkGradientAtBottomColor\":\"#000000\",\"darkGradientAtTop\":false,\"darkGradientAtTopColor\":\"#000000\",\"enableSpacePhone\":false,\"enabled\":false,\"leftCenter\":\"\",\"mixBlendModeDifference\":false,\"rightCenter\":\"\",\"spaceLeftRight\":10,\"spaceLeftRightMu\":\"px\",\"spaceLeftRightPhone\":10,\"spaceLeftRightPhoneMu\":\"px\",\"spaceTopBottom\":10,\"spaceTopBottomMu\":\"px\",\"spaceTopBottomPhone\":10,\"spaceTopBottomPhoneMu\":\"px\",\"topCenter\":\"\",\"topLeft\":\"\",\"topRight\":\"\",\"verticalOffsetCenter\":0,\"verticalOffsetCenterMu\":\"px\",\"verticalOffsetCenterPhone\":0,\"verticalOffsetCenterPhoneMu\":\"px\"},\"type\":\"img\",\"w\":2048,\"yvel\":1,\"zIndex\":7,\"spaceleft\":0,\"spaceright\":0,\"spaceaboveMu\":\"%\",\"spacebelowMu\":\"%\",\"spaceleftMu\":\"%\",\"spacerightMu\":\"%\",\"syncPaddingTopBottom\":false},{\"absolute_position\":false,\"align\":\"top\",\"col\":0,\"colspan\":12,\"cont\":\"

What Sets a Successful Sales Leader Apart<\/span><\/strong><\/span><\/h2>

Market Understanding<\/span><\/h3>

Good sales leaders don't just understand their product.<\/span><\/p>

They understand market structures, competition, customer segments, buying centers, and the changes that concern their customers.<\/span><\/p>

This enables them to prioritize opportunities and focus their organization on the most attractive markets.<\/span><\/p>

Customer Focus<\/span><\/h3>

Especially when it comes to complex products and services, lasting customer relationships are not built through short-term sales pressure.<\/span><\/p>

Successful leaders understand their customers' challenges, build trust, and create long-term business value.<\/span><\/p>

Leadership<\/span><\/h3>

Sales leadership means developing people and enabling performance.<\/span><\/p>

This includes clear expectations, coaching, consistency, motivation, talent development, and the ability to bring together different personalities to form a high-performing team.<\/span><\/p>

Commercial Excellence<\/span><\/h3>

Pipeline management, forecasting, KPIs, sales processes, territory management, and go-to-market strategies are important management tools.<\/span><\/p>

However, it is crucial not to view these as merely administrative tools, but to use them strategically to manage the business.<\/span><\/p>

Business & Technology<\/span><\/h3>

When selling complex technology and consulting services, the ability to translate technological possibilities into understandable business benefits is essential.<\/span><\/p>

It is precisely at this intersection that we have special expertise.<\/span><\/p>

Personality and Impact<\/span><\/h3>

Successful sales leaders need persuasiveness and energy.<\/span><\/p>

At the same time, they must be able to listen, build trust, deal with resistance, and reconcile differing interests within the organization.<\/span><\/p>

That is why we evaluate not only results, but also personality, leadership skills, and cultural fit.<\/span><\/p>\",\"dosync\":false,\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":3,\"row\":7,\"spaceabove\":5,\"spacebelow\":0,\"type\":\"text\",\"yvel\":1,\"zIndex\":6},{\"absolute_position\":false,\"align\":\"bottom\",\"alt\":\"Ein Executive-Search-Berater bereitet am Laptop die gezielte Suche nach Sales Leaders vor, die Business-Verst\\u00e4ndnis mit Technologiekompetenz in IT, Software, Consulting und technologieorientierten M\\u00e4rkten verbinden.\",\"ar\":0.6662515566625156,\"attid\":6120,\"col\":0,\"colspan\":12,\"cont\":\"\/wp-content\/uploads\/2026\/08\/Z_20230804-021A1765-2_02_02.jpg\",\"h\":1070,\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":47,\"row\":9,\"sizes\":{\"full\":\"\/wp-content\/uploads\/2026\/08\/Z_20230804-021A1765-2_02_02.jpg\"},\"spaceabove\":0,\"spacebelow\":0,\"textOnElement\":{\"bottomCenter\":\"\",\"bottomLeft\":\"\",\"bottomRight\":\"\",\"centerCenter\":\"\",\"darkGradientAtBottom\":false,\"darkGradientAtBottomColor\":\"#000000\",\"darkGradientAtTop\":false,\"darkGradientAtTopColor\":\"#000000\",\"enableSpacePhone\":false,\"enabled\":false,\"leftCenter\":\"\",\"mixBlendModeDifference\":false,\"rightCenter\":\"\",\"spaceLeftRight\":10,\"spaceLeftRightMu\":\"px\",\"spaceLeftRightPhone\":10,\"spaceLeftRightPhoneMu\":\"px\",\"spaceTopBottom\":10,\"spaceTopBottomMu\":\"px\",\"spaceTopBottomPhone\":10,\"spaceTopBottomPhoneMu\":\"px\",\"topCenter\":\"\",\"topLeft\":\"\",\"topRight\":\"\",\"verticalOffsetCenter\":0,\"verticalOffsetCenterMu\":\"px\",\"verticalOffsetCenterPhone\":0,\"verticalOffsetCenterPhoneMu\":\"px\"},\"type\":\"img\",\"w\":1606,\"yvel\":1,\"zIndex\":8},{\"absolute_position\":false,\"align\":\"bottom\",\"col\":0,\"colspan\":12,\"cont\":\"

Our Unique Expertise: Sales at the Intersection of Business and Technology<\/span><\/strong><\/h2>

For many years, Bornhauser People's Management has focused on positions that combine commercial responsibility with an understanding of technology.<\/span><\/p>

This applies, for example, to companies in the following sectors:<\/span><\/p>

\\u00a0<\/p>

Software<\/span><\/p>

IT Services<\/span><\/p>

Cloud<\/span><\/p>

Cyber Security<\/span><\/p>

Data & Analytics<\/span><\/p>

Business and IT Consulting<\/span><\/p>

Professional Services<\/span><\/p>

Technology<\/span><\/p>

Deep Tech<\/span><\/p>

Startups and Scale-ups<\/span><\/p>

In these markets in particular, traditional sales experience is often not enough.<\/span><\/p>

\\u00a0<\/p>

Executives must understand complex solutions, be able to operate at the C-level, and be capable of translating technological issues into strategic or business benefits.<\/span><\/p>\",\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":45,\"row\":10,\"spaceabove\":5,\"spacebelow\":0,\"type\":\"text\",\"yvel\":1,\"zIndex\":9},{\"absolute_position\":false,\"align\":\"bottom\",\"col\":0,\"colspan\":12,\"cont\":\"

Sales Leadership in Complex B2B Markets<\/span><\/h2>

Enterprise sales and consulting-intensive B2B transactions differ significantly from the sale of standardized products.<\/span><\/p>

\\u00a0<\/p>

Sales cycles are longer. Buying centers are more complex. Decisions often have strategic implications.<\/span><\/p>

Customers expect their points of contact to have not only product knowledge but also an understanding of their business.<\/span><\/p>

\\u00a0<\/p>

That is why, when searching for sales and commercial leaders, we pay particular attention to:<\/span><\/p>

\\u00a0<\/p>

Experience with complex decision-making processes<\/span><\/p>

Dealing with C-Level and Executive Stakeholders<\/span><\/p>

Ability to build long-term customer relationships<\/span><\/p>

Understanding of solution sales that require extensive consultation<\/span><\/p>

Leadership experience<\/span><\/p>

Market and Industry Knowledge<\/span><\/p>

solid commercial results<\/span><\/p>

personal credibility<\/span><\/p>\",\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":28,\"row\":11,\"spaceabove\":5,\"spacebelow\":0,\"type\":\"text\",\"yvel\":1,\"zIndex\":10},{\"absolute_position\":false,\"align\":\"bottom\",\"col\":0,\"colspan\":12,\"cont\":\"

Selected Search Experience<\/span><\/h2>

Bornhauser has experience in filling demanding commercial roles at technology-oriented companies and consulting firms.<\/span><\/p>

Examples of past assignments include:<\/span><\/p>

\\u00a0<\/p>

Head of Sales<\/strong><\/span>
Software \\u00b7 Cyber Security \\u00b7 Cloud Services<\/span><\/h3>

\\u00a0<\/p>

Sales Manager Public<\/strong><\/span>
Big Data & Analytics<\/span><\/h3>

\\u00a0<\/p>

Sales Manager Finance<\/strong><\/span>
International Software Company<\/span><\/h3>

\\u00a0<\/p>

Client Executive Banking<\/strong><\/span>
Swiss Software Solutions<\/span><\/h3>

\\u00a0<\/p>

Key Account Manager Industry<\/strong><\/span>
Business & IT Consulting<\/span><\/h3>

\\u00a0<\/p>

Key Account Manager Utilities<\/strong><\/span>
IT Solutions<\/span><\/h3>

\\u00a0<\/p>

Market Developer Cyber Security Consulting<\/strong><\/span>
Swiss IT Consulting<\/span><\/h3>

\\u00a0<\/p>

\\u00a0<\/p>

This experience helps us understand different sales models, customer situations, and role profiles.<\/span><\/p>

\\u00a0<\/p>

We would be happy to discuss any additional relevant search experience during a personal meeting.<\/span><\/p>\",\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":14,\"row\":12,\"spaceabove\":5,\"spacebelow\":5,\"type\":\"text\",\"yvel\":1,\"zIndex\":11},{\"absolute_position\":false,\"align\":\"bottom\",\"col\":0,\"colspan\":12,\"cont\":\"

When We're a Great Fit<\/span><\/h2>

Our experience is particularly relevant if you are looking for a commercial leader who can not only sell but also grow a business.<\/span><\/p>

a sales organization is to be professionalized<\/span><\/p>

a company wants to tap into new markets<\/span><\/p>

Growth is to be accelerated<\/span><\/p>

an existing team needs new leadership<\/span><\/p>

the shift from product-oriented to solution-oriented sales<\/span><\/p>

Strategic accounts should be developed more extensively<\/span><\/p>

An international company wants to expand its presence in the Swiss market<\/span><\/p>

An understanding of both technology and business is required<\/span><\/p>

a succession is pending in a key commercial role<\/span><\/p>

\\u00a0<\/p>

In situations like these, personality is often just as important as prior sales experience.<\/span><\/p>

\\u00a0<\/p>

Please contact us.
We look forward to seeing you.<\/h3>

Click HERE to contact us<\/a><\/p>\",\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":12,\"row\":13,\"spaceabove\":0,\"spacebelow\":0,\"type\":\"text\",\"yvel\":1,\"zIndex\":12},{\"absolute_position\":false,\"align\":\"bottom\",\"col\":0,\"colspan\":12,\"cont\":\"

Executive Search Instead of CV Search<\/span><\/strong><\/h2>

For demanding sales leadership positions, many qualified candidates are not actively looking for a job.<\/span><\/p>

\\u00a0<\/p>

That is why we rely on targeted market analysis and direct, personalized outreach.<\/span><\/p>

\\u00a0<\/p>

The point is not to present as many resumes as possible.<\/span><\/p>

\\u00a0<\/p>

Our goal is to identify the individuals who are the best fit for the specific role, the market, and the organization.<\/span><\/p>\",\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":7,\"row\":14,\"spaceabove\":5,\"spacebelow\":5,\"type\":\"text\",\"yvel\":1,\"zIndex\":13},{\"absolute_position\":false,\"align\":\"bottom\",\"col\":0,\"colspan\":12,\"cont\":\"

Our Approach<\/span><\/strong><\/h2>

1. Understand the Starting Point<\/span><\/h3>

Which markets, customers, and growth goals are the focus?<\/span><\/p>

How does sales work today, and what needs to change?<\/span><\/p>

2. Define the Success Profile<\/span><\/h3>

Together, we'll determine which experiences and skills are truly essential.<\/span><\/p>

Not every executive who has been successful so far is automatically suited for every growth situation.<\/span><\/p>

3. Analyze the target market<\/span><\/h3>

We identify companies, markets, and individuals whose experience is a good fit for the task at hand.<\/span><\/p>

4. Address them directly<\/span><\/h3>

Relevant candidates are approached personally and discreetly\\u2014regardless of whether they are actively seeking a new position.<\/span><\/p>

5. Make a well-informed assessment<\/span><\/h3>

We consider results, market understanding, leadership, motivation, personality, and cultural fit.<\/span><\/p>

6. Support the selection process<\/span><\/h3>

We support our clients throughout the entire process until the position is successfully filled.<\/span><\/p>\",\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":33,\"row\":15,\"spaceabove\":5,\"spacebelow\":5,\"type\":\"text\",\"yvel\":1,\"zIndex\":14},{\"absolute_position\":false,\"align\":\"bottom\",\"col\":0,\"colspan\":12,\"cont\":\"

The Right Questions to Ask When Selecting a Sales Leader<\/span><\/strong><\/span><\/h2>

When it comes to a sales leader, we're not just interested in:<\/span><\/p>

\\u00a0<\/p>

How much revenue was this person responsible for?<\/strong><\/span><\/p>

\\u00a0<\/p>

Equally important are questions such as:<\/span><\/p>

\\u00a0<\/p>

Under what market conditions were these results achieved?<\/span><\/p>

Did the person manage an existing business or start a new one?<\/span><\/p>

What role did she personally play in the company's sales success?<\/span><\/p>

How did she build teams?<\/span><\/p>

Can she create and change structures?<\/span><\/p>

How does she handle forecasts and variances from targets?<\/span><\/p>

How does she operate at the C-level?<\/span><\/p>

How does she build strategic customer relationships?<\/span><\/p>

Can she bridge the gap between technology and business?<\/span><\/p>

What kind of environment does she need to be successful?<\/span><\/p>

\\u00a0<\/p>

Only then can a reliable overall picture emerge.<\/strong><\/span><\/p>\",\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":40,\"row\":16,\"spaceabove\":0,\"spacebelow\":0,\"type\":\"text\",\"yvel\":1,\"zIndex\":15},{\"absolute_position\":false,\"align\":\"bottom\",\"col\":0,\"colspan\":12,\"cont\":\"

Frequently Asked Questions About Sales & Commercial Leadership<\/span><\/strong><\/h2>

What sets a good salesperson apart from a good sales leader?<\/span><\/h3>

An outstanding salesperson achieves strong results on their own.<\/span><\/p>

A successful sales leader also creates an environment in which the entire team can achieve sustained success. This includes strategy, structure, coaching, oversight, and consistent leadership.<\/span><\/p>

\\u00a0<\/p>

When is executive search a good idea for a sales leadership position?<\/span><\/h3>

This is especially true for strategically important roles, confidential succession planning, or candidate markets that are difficult to access.<\/span><\/p>

Many successful sales leaders are not actively looking for a job and are rarely reached through traditional job postings.<\/span><\/p>

\\u00a0<\/p>

How important is industry knowledge?<\/span><\/h3>

That depends heavily on the product, market, and business model.<\/span><\/p>

In some situations, an existing customer network is crucial. In others, leadership, business acumen, and the ability to quickly familiarize oneself with a new market may be more important.<\/span><\/p>

That is why we always evaluate this in the context of the specific task.<\/span><\/p>

\\u00a0<\/p>

Why is technology sales particularly challenging?<\/span><\/h3>

Because successful leaders must understand both business challenges and complex technologies.<\/span><\/p>

You must be able to convey the benefits to customers without getting bogged down in technical details\\u2014while still maintaining sufficient technological credibility.<\/span><\/p>

\\u00a0<\/p>

How does Bornhauser rate Sales Leader?<\/span><\/h3>

In addition to past performance, we place particular emphasis on market understanding, leadership, commercial excellence, customer focus, motivation, personality, and cultural fit.<\/span><\/p>

\\u00a0<\/p>

\\u00a0<\/p>\",\"offsetx\":0,\"offsety\":0,\"push\":0,\"relid\":13,\"row\":17,\"spaceabove\":5,\"spacebelow\":5,\"type\":\"text\",\"yvel\":1,\"zIndex\":16},{\"absolute_position\":false,\"align\":\"bottom\",\"col\":0,\"colspan\":12,\"cont\":\"

Are you looking for a sales or commercial leader?<\/span><\/strong><\/span><\/h2>

We would be happy to discuss your growth goals, the relevant candidate market, and a possible approach with you.<\/span><\/p>

\\u00a0<\/p>

Bornhauser People's Management \\u2013 Executive Search for leadership at the intersection of business, technology, and commercial excellence.<\/strong><\/span><\/p>

\\u00a0<\/p>

\\u00a0<\/p>

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