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Vice President of Sales &
Marketing
Landi Renzo
Torrance, California
Sectors: Alternative Energy,
Automotive
Search Completed
(View
PDF Profile)
INTRODUCTION
Thank you for your willingness to review the enclosed profile. I
believe the following pages describe a relatively rare
opportunity for an experienced leader who would thrive on
building the U.S. business arm of the world’s leading supplier
of alternative fuel systems.
The following profile was written as the result of a meeting in
Los Angeles with Mr. Andrea Landi and his team who are tasked
with establishing Landi Renzo’s U.S. offices. The information
shared enabled us to understand the culture of the company, the
personalities that make up the leadership team and the company’s
capabilities, goals & objectives. I believe this is important
for you to know because unlike our client, the HR practices and
procedures within much of corporate America today emphasize
hiring speed over quality and performance over values and
cultural fit. These hiring practices are further perpetuated by
headhunters, who by seeking to maximize revenue through a high
volume of assignments, are eager to oblige client requests for
little consulting, quick delivery of resumes and fast hires. The
behavior of both groups encourage a never ending cycle of
executive turnover, unfortunately at the expense of employees
and shareholders. It also represents the antithesis of our
approach which aims to thoroughly assess each client who retains
our services and each individual desiring candidacy. Only then
can we insure the right match has made those results in
long-term economic value for clients and career satisfaction for
the individuals our clients employ.
By documenting our findings in the enclosed profile, we hope to
elicit positive responses from successful candidates. We trust
the following pages will achieve this goal and would welcome the
opportunity to talk with someone you know who meets most or all
of the requirements described in this profile. As to how they
can expect to be treated:
1. They can be assured of complete discretion on our part.
Neither their comments nor any other information they might
share with us will be distributed to anyone, including our
client, without their permission.
2. We treat everyone the way we would want to be treated if our
positions were reversed. This practically translates into doing
what we say we are going to do in a timely manner, promptly
returning phone calls and providing frequent and honest feedback
to both candidates and clients.
As to our veracity in adhering to the above mentioned points, we
would invite all interested parties to “check us out” by
contacting anyone we have done business with before. You’ll find
we are unusual: we would much rather conduct a handful of
searches each year in an exceptional manner than executing many
in an average or mediocre manner. Why? Because we feel it’s not
only our mission, but our calling: To perform the highest
quality, most ethical search work that results in an exceptional
long-term value for both client and candidate.
Thanks again for your willingness to review the following
profile, and we appreciate your interest.
Jeffrey R Ketchum, President
Automotive Recruiters International, Inc., a division of
Lordstone Corporation.
THE OPPORTUNITY
Landi Renzo, a worldwide leader in the design and manufacturing
of liquid propane gas and compressed natural gas systems for
vehicular applications is on a mission – to capitalize on the
opportunities now present in the OEM and aftermarket segments of
the U.S. automotive industry. As a result, the company is
currently seeking to identify a Vice President of Sales &
Marketing for its newly established business in Los Angeles,
California. The new executive will have the commercial
responsibilities associated with building the U.S. presence for
this global automotive entity.
Poised well for both entrance and rapid expansion within the
North American market due to cutting edge technology and a
greening legislative agenda, Landi Renzo will offer the right
candidate the ability to lead the sales and marketing functions
within the U.S. business. As such, this could be a step up for a
technically minded sales and marketing leader who is looking to
advance their career and position in industry. Alternatively,
the position would be well suited for a seasoned VP of Sales and
Marketing who would like to repeat their prior business
successes within this environmentally friendly technological
area.
This opportunity will offer the right candidate the ability to
serve in a highly visible position within Landi Renzo, as
entrance into the U.S. market is of the highest strategic
importance for the company. This being the case, the opportunity
will offer a globally minded professional a tremendous amount of
international experience, while gaining visibility and notoriety
in the world’s leading economy.
Many reasons may lead an experienced technically minded leader
to explore this very unique opportunity:
• Perhaps a candidate is working within a larger company where
they are a small spoke in a large wheel. What is attractive to
them is the opportunity to work within a smaller company where
they could play a key role in helping to develop and build the
business here in the U.S.
• Another candidate may be working for a company with less than
optimal leadership at the helm or they may be employed by a
company possessing limited advancement opportunities.
• Still another individual may be attracted to the organizations
market potential and their ability to help capitalize on this
opportunity.
The right candidate will be attracted to the company’s services,
its people and the tremendous potential for growth. This is
truly an exceptional opportunity for the right leader.
THE COMPANY
Landi Renzo, a publically traded company located in Cavriago,
Italy is the world’s leading manufacturer of LPG and CNG
alternative fuel systems. The company currently holds a 33%+
market share and maintains a worldwide presence in more than 50
countries. Customers include major OEM vehicular manufacturers
such as Fiat, GM Opel, Renault, VW, Toyota, Nissan, Mahindra,
Tata, Suzuki, Daimler, BMW and Chrysler as well as various
aftermarket importers, distributors and retailers.
Landi Renzo groups main products include CNG/LPG pressure
regulators, CNG/LPG system ECU’s, CNG multivalves and CNG/LPG
injectors.
With roots first established by Renzo Landi in 1954, the company
began installing alternative fuel systems in motor vehicles,
primarily for private individuals. By the early 1960’s the
company had expanded into selling products to garages and
installers throughout Italy. At the same time, the company began
exporting its products to France, Belgium, Holland, Japan, India
and Brazil. Existing products were further refined and new
products were developed throughout the late 1960’s – 1980’s.
Beginning in the 1990’s the company launched a major expansion
program by acquiring a series of majority interests in companies
of strategic interest for the development of its core business,
and by forming new companies abroad. Recent years have been
marked by a continuation of the expansion strategy, increasingly
geared towards gaining shares in markets considered to have the
greatest potential such as China, India, Brazil and The Middle
East. In each market, product lines have been tailored to
specifically meet local demand.
Today Landi Renzo has revenues of over 216 million euro’s and
employs 1040 associates. The company is TS16949 certified and is
well positioned to capitalize on the estimated 400% increase in
worldwide demand for LPG/CNG systems over the next 5 years. The
company’s business philosophy is based on constant technological
innovation, with a view to finding solutions that are
increasingly environmentally-friendly within attractive
international markets. This philosophy represents the foundation
for past growth, and is the main driver for the growth that the
Group intends to achieve in the future.
The following are the firm’s specific strategic guidelines:
• Continuing its research into other innovative solutions and
expanding the range of eco-friendly fuel systems and components,
in order to maintain the technological state of the art;
• Strengthening its competitive position in existing markets and
achieving further worldwide expansion;
• Expanding sales operations in the OEM channel;
• Achieving geographical expansion in the Aftermarket channel;
• Improving operational efficiency and raising profitability.
THE POSITION
The position is described as an executive leadership role
whereby the Vice President of Sales and Marketing will have full
commercial responsibilities for the business here in the U.S.
The new VP will be charged with developing and directing the
implementation of a U.S. sales and marketing strategy and will
plan and direct the organizations commercial activities to
achieve agreed upon financial targets. They will report to Mr.
Andrea Landi, Managing Director of the U.S. office, for the
foreseeable future.
Of key importance in this position will be the ability to
cultivate key relationships with senior level decision makers
within targeted OEM organizations and aftermarket entities. The
VP of Sales & Marketing will oversee the outreach and lobbying
of respective governmental agencies at a federal, state and
local level.
The VP of Sales and Marketing will organize and direct corporate
road shows, presentations to potential customers, partners and
suppliers and will have responsibility for driving revenue
growth. They will assist in representing the company in the
media and at various association meetings.
The new VP of Sales and Marketing will have the responsibility
to recruit, develop and motivate a team of individuals who will
facilitate the achievement of key objectives within the sales
and marketing department. They will be responsible for managing
field sales reps or account managers who will be tasked with
calling on automotive OEM’s, tier suppliers, aftermarket
suppliers, fleets and city/state/federal governments. They will
also oversee the marketing function within the business.
QUALIFICATIONS
The position is initially described as being revenue generating
focused, meaning the new VP of Sales and Marketing must be able
to develop business within the OEM and aftermarket communities.
As such, the right candidate will have high level contacts with
these communities and governmental agencies.
The right candidate will have a depth of relationships within
the automotive OEM’s and tier suppliers and will be highly
relational. They will have a spark and passion for developing
new business.
The new VP of Sales & Marketing will be a quick study and will
be able to technically understand Landi Renzo’s strengths and
capabilities. As such, the right candidate will be a degreed
engineer and will most probably have prior experience in the
areas of engine management or fuel systems. Prior experience in
alternative fuel vehicle certification would naturally be a
plus.
Prior experience in establishing and growing new businesses, in
a highly autonomous environment would be valued. The new VP of
Sales and Marketing will operate within an entrepreneurial
environment, so a similar mindset would be appreciated.
The right candidate will be highly adaptable and understanding
of foreign cultures. They will be willing to wear a lot of hats
and won’t be so concerned about the lines of demarcation when it
comes to responsibilities and duties. They will be sensitive to
the cultural aspects of working for a foreign company
headquartered in Italy. The new Managing Director will be able
to gently drive decisions within such an organization and will
have a degree of patience in working with others. They will have
worked well with their peers and contributed greatly to broader
global strategies of their employers.
THE LOCATION
After careful review of the business, infrastructure required
and legislative agenda, it has been determined that the location
for the business will be in Southern California. An exact
location, within greater Los Angeles has yet to be determined.
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