With prior discussions already established between Kestria Australia and Rheem's General Manager of HR, our capabilities were recalled when the need arose. After a successful collaboration with Kestria New Zealand, which built a strong foundation of trust, the relationship was further solidified when the client learned of Kestria’s presence in other key regions, including Vietnam. This knowledge led to the decision to engage Kestria Vietnam for their sales and marketing restructuring needs, demonstrating the value of a well-connected global network.
Defining the scope and expectations
Rheem Vietnam was restructuring its Sales and Marketing functions, which were subsequently integrated under the Australian business. The Sales and Marketing Director was to play a pivotal role in the development and execution of strategic sales and marketing plans driving business growth within the appliances and white goods industry. The primary focus was on expanding Rheem's customer base, enhancing brand awareness and maximizing revenue generation through effective sales and marketing strategies.
Jennifer Spain
General Manager Human Resources, Rheem Australia
Jennifer Spain, General Manager Human Resources, Rheem Australia: 'From the outset, Hong Nguyen demonstrated a strong understanding of our industry and the specific needs, taking the time to thoroughly understand our requirements and organisational culture. Her professionalism was evident as she presented highly qualified candidates who were a great fit for our team. Moreover, she offered exceptional support and guidance, facilitating smooth and efficient communication between us and the candidates. Her insights and advice of the local market were instrumental in helping us make informed hiring decisions. Thanks to Hong’s expertise and commitment, we successfully filled this key position with an outstanding individual who has already made significant contributions to our company. We are extremely grateful for our partnership with Kestria and look forward to continuing our collaboration in the future.'
Complexities in the selection process
Addressing complexities necessitated a strategic and thoughtful approach. This required a combination of expertise, experience and tailored strategies specific to the search assignment. Leveraging industry knowledge, networks and resources became essential to delivering successful outcomes for the client while effectively navigating the obstacles presented.
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Talent identification: The pool of suitable candidates for top-level roles is often limited, requiring outreach to passive candidates who are not actively seeking new opportunities. Ensuring candidates' alignment with specific requirements, expertise and cultural fit proved demanding. The role also required a candidate capable of leading both sales and marketing, a challenge since most professionals excelled in one area rather than both.
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Competition and market knowledge: Remaining up-to-date with industry trends, market dynamics, and compensation packages was crucial to offering valuable insights to the client and attracting top-tier candidates.
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Candidate Engagement and Assessment: Engaging with executive-level candidates necessitated a highly personalized and professional approach. The process of building strong relationships, while thoroughly assessing their skills, experience, leadership qualities and cultural fit, presented a complex challenge.
Hong Nguyen
Managing Partner Search, Kestria Vietnam
Hong Nguyen, Managing Partner Search, Kestria Vietnam: ‘Successfully placed a Sales and Marketing Director who added significant value to our client's business, Rheem Vietnam. At the same time, it strengthened our trustworthy business partnership with our partner, Kestria Australia. This is a proven track record of Kestria Global: 'Globally Connected - Locally Committed.’
About Rheem Vietnam
Rheem Vietnam was established and serves as a key manufacturing hub for Rheem in Southeast Asia. The company specializes in producing high-quality water heating systems, solar collectors and other related components. With a strong focus on sustainable development, Rheem Vietnam operates multiple factories in Binh Duong Province, including a recently inaugurated facility with significant production capacity. The company primarily exports its products but has also expanded its presence in the Vietnamese market, particularly in the renewable energy sector. Rheem Vietnam’s commitment to innovation and sustainability positions it as a leader in the industry.
Recruitment strategy and results
After discussions with the client, a long list of potential candidates was finalized for further assessment, extending the company's focus to include additional related industries in the process. However, the pool of candidates with sales and marketing experience was limited, and some candidates also expressed a preference for companies offering a diverse range of products. Ultimately, three best-fit candidates were presented for this position. Following the successful placement achieved by Kestria New Zealand, Kestria Vietnam effectively placed a candidate for Rheem.
Malcolm Duncan
Director, Kestria Australia
Malcolm Duncan, Director, Kestria Australia: ‘The success of this project was built on the foundation of strong trust and relationships with Rheem and my business partners in Vietnam. This allowed us to work openly with Rheem and Kestria Vietnam quickly forming a trusting partnership.’
Foundation of trust and expertise
The success of this collaboration can be attributed to the deep personal and professional partnership established between the Kestria partners. Over many years, regular meetings at both regional and global levels have fostered complete faith and confidence in their ability to execute the search effectively. It is built on a genuine understanding of the business and its capacity to assist companies like Rheem in navigating the hiring process. The strength of this partnership, combined with the ability to provide value-added insights about the work, offers a much richer proposition for the client. It’s not merely about having an office in Vietnam; it’s about the excellence of the service and the trust that supports it.
