cases
Regina
Regina, Global Sales Director at a major pharmaceutical multinational, visits this country for the first time after she remotely managed local sales operations for two years. The objective of the four-day trip, in her words, is to shake up and empower the young and ambitious local sales team, boost early-stage negotiations with key prospects and build personal relationships with existing key accounts.
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Regina instructed her PA and the national Sales Director to co-create a packed agenda with breakfast, lunch and dinner meetings at her hotel or office building, in-office meetings with remaining prospects and clients, and two half-day slots to train local sales leaders.
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The country is hot and humid during this season, so Regina hopes to keep meetings in her hotel or office building. She reminded everyone to wear professional business attire at all meetings. Her PA must also ensure she has an hour of gym time each day, either in the morning or late evening.
felix
This is Felix’s first week as CTO in a country in another continent. When the Global CEO asked about his vision, he said he would build a local team that feels like a family, and explore the country’s rich culture. He also hopes to share his 30-year experience in the automotive industry: he worked his way from metal worker to EMBA-trained executive, and seen it all.
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One urgent matter for Felix is digitalisation. He created a task force out of young technical managers who understand new tech such as AI, and joined an online AI course so that he can contribute. The Global CEO also offered to involve a digital strategy consultant on the HQ’s payroll, which Felix gratefully accepted.
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Felix also hopes to set examples in environmental and social sustainability. He asked his assistant to arrange that he can cycle to work, and currently designs a company-wide game called “Waste Treasure Hunt” to help department heads spot and remove wasteful habits.
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