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Case Study: Expansion Beyond Borders

& India

IESF & A Leading Lens Manufacturer’s Global Success through Collaborative Executive Search

This case study outlines the critical role of utilizing the IESF global network to identify premier talent and foster organizational growth, amidst the intricacies of global business expansion.

A global leading manufacturer of intraocular lens solutions for cataract surgery, built on innovation in R&D and technology, was in the stride of expanding worldwide. It set its sights on reinforcing its footprint in the Indian market. Committed to innovation and quality, the company aimed to discover a dynamic Sales Director capable of leading their expansion initiatives in India and boosting business development. Subsequently, more sales regions, including Japan, South Korea, Vietnam, and Brazil, were incorporated into the project.

By entrusting their executive searches to IESF partners, who held localized insights and a worldwide viewpoint, the company solidified its stance as a significant player in the international business domain.

The Challenge: A Cross-Border Executive Search

Understanding the vital nature of this endeavor, the company collaborated with IESF, a distinguished network of executive search professionals worldwide. The selected partners for this initial mission were Dror Katabi from Kishurim HR in Israel and Vivek Ahuja from Confiar Global in India. This cross-border project aimed to identify, assess, and secure a qualified Sales Director capable of navigating the intricacies of the Indian market while aligning with the company’s values and vision.

The Approach: Collaborative Expertise

Dror Katabi, wielding deep insights into the company’s requirements and organizational culture, joined hands with Vivek Ahuja, equipped with a profound understanding of the Indian business landscape. Their collaboration within the IESF framework was vital in conducting a successful executive search.

  1. Needs Assessment and Profiling: Dror Katabi closely liaised with the company’s leadership to understand their specific needs, goals, and expectations for the Sales Director role. This comprehensive understanding laid the groundwork for candidate profiling.
  2. Indian Market Expertise: Vivek Ahuja employed his extensive knowledge of Indian market dynamics, cultural nuances, and industry trends to identify potential candidates capable of making a substantial impact in India.
  3. Cross-Border Networking: The IESF network facilitated seamless communication between Israel and India. Dror Katabi and Vivek Ahuja leveraged their professional connections to broaden their reach and identify a diverse pool of high-quality candidates.
  4. Candidate Assessment: Through a careful selection process, the team assessed candidates’ competencies, experiences, and alignment with the company’s values, ensuring only the most suitable individuals advanced to the next stage.

The Outcome: A Sales Director to Propel Growth

After an exhaustive search and thorough evaluation, the collaborative efforts resulted in the selection of an outstanding Sales Director for the company’s Indian operations. The selected candidate embodied the perfect blend of leadership skill, industry knowledge, and cultural adaptability.

The appointed Sales Director, equipped with a robust strategy and guided by the company’s global vision, set forth on a journey to expand the company’s presence in India, positioning the company as a key player in the Indian Market.

The fruitful process in India led to additional collaboration with other IESF partners for successful searches in South Korea, Vietnam, and Brazil, while an active search is still ongoing in Japan. This endeavor further underscores the instrumental role of IESF partners’ collaboration in meeting global talent needs worldwide.

who can help you?


Dror Katabi


Vivek Ahuja

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