Client Overview
Experian is a global leader in information services, specialising in data analytics and consumer credit reporting. Operating in 43 countries, Experian supports businesses and consumers with data-driven solutions that enable smarter decision-making, financial inclusion, and fraud prevention.
In the DACH region, Experian aimed to accelerate its growth following its full acquisition of Arvato Financial Solutions Risk Management Division. Central to this ambition was the appointment of a Sales Director for Banking & Financial Institutions — a pivotal role with the potential to significantly influence Experian’s growth trajectory in this key market.
The Challenge
Experian sought a high-impact Sales Director who could not only drive significant revenue growth but also inspire a culture of performance and transformation within the sales team. This role demanded a rare combination of experience and expertise, specifically:
- A candidate with a background in selling software to financial services or with deep experience selling to the banking industry.
- A leader capable of fostering a performance-driven, growth-focused culture.
- The ability to develop and execute a go-to-market strategy to double revenues over a two-year period.
With a limited talent pool in a challenging market, finding a candidate who could meet these criteria was a formidable task.
Our Approach
To achieve this critical hire, Collette Morey-Parish from Innovex led a highly strategic and collaborative search process. Working closely with Jochen Werne (CEO DACH), Kahled Rahman (COO DACH), and Jörg van de Bergh (HR Director DACH), the team focused on aligning the roles’ objectives with the company’s broader growth strategy.
- Comprehensive Talent Mapping
- We identified and approached 100 potential candidates across the banking, fintech, and technology sectors.
- A total of 21 candidates were longlisted for a deeper review
- Thorough Assessment and Evaluation
- Each candidate underwent a structured interview process, with a specific focus on leadership skills, cultural alignment, and track record in driving sales within the financial services sector.
- Senior leadership, including the CEO, COO, and HR Director, were involved in multiple interview stages, ensuring alignment on the final selection.
- Weekly Updates and Transparency
- Collette provided weekly updates on the progress of the search to the Experian DACH executive team and help regular meetings to discuss candidates they had met with, ensuring stakeholders were always informed and aligned throughout the search process.
The Outcome
The role of Sales Director was offered to Kai-Uwe Koenig, who met all the key criteria for the role. However, this search had an unexpected but positive result — one other shortlisted candidate also impressed the leadership team. As a result, Experian offered him a separate role as Sales Director for Telco & Utilities in DACH, effectively turning one search into two successful placements.
This dual-placement outcome not only saved Experian time and cost but also reinforced Innovex’s ability to deliver exceptional, multi-faceted outcomes from a single executive search process.
