A strong manager and a digital expert

The profiles of strategic positions in the digital market tend to be increasingly multi-faceted. Companies are seeking employees with experience in diverse industries but who are able to interpret and lead Internet specialist teams.


Objective: to hire a Managing Director for an e-commerce firm in the midst of a global group merger process.

Project: international headhunt for a person with in-depth knowledge of ecommerce and high management capability.

Outcome: position successfully covered.


The digital market is not only one of the most complex for conducting successful headhunts but it is also one of those that require most talent. Both pure players and brick-and-mortar companies that are digitalizing need professionals with the capability to lead management in an environment that is continuously-evolving and is one of the most demanding in the market.

In recent years, the most strategic positions have evolved considerably towards profiles that dominate management in “traditional” sectors but which know how to interpret and lead an experienced team in the digital field.

This was an added difficulty in this case where a company operating on the Internet was also merging with a large global group and sought to hire a Managing Director who was able to manage, through traditional management criteria, the company’s digital development in tandem with the company’s merger into the aforementioned international group.


Management experience

With the exponential growth of Internet businesses, companies sought professional profiles with extensive knowledge of the digital environment. Nevertheless, this trend has gradually given rise to people who are experts in their sector and who have the necessary knowledge or experience to lead a digital team with more specialized profiles. In this specific case, these two requirements were evidenced in a position that was difficult to cover:

  • On the digital side, a person was needed with in-depth knowledge of e-commerce and transactional Internet and who was able to generate sales both in the B2B business and to monetize the entire customer base in B2C. One of his challenges was the search for new businesses and revenue channels.
  • The management area required someone with not only a strategic profile but an executive one as well. The hiring was taking place at a time when the company was merging with a global group, which entails proven international experience both for daily management as well as for participation in or leadership of a possible expansion in new markets and products, in addition to the ability to manage the team and to direct the merger process in the group.

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