Remy Malchirand​ VP Sales Western Europe, Exotec

Company

Exotec are experts in Warehouse robotics and automation, providing a 3D goods to person solution for large warehouses in logistics and ecommerce. In 2020, Exotec raised their Series-C funding, a $90m round led by 83North, preparing them for further investment in the solution and supporting their ambitious growth plans.​

They are now one of the most exciting companies globally in supply chain technology and innovation.

Search Background

Exotec have a strong engineering focused culture within their organization however, to support their scale-up to the next stage of growth, they recognized the need to bring in an experience sales leader who could take responsibility for their Western European Sales organization. ​

Recruiting an expert within the Western European market would allow the CEO and existing team to focus on their expansion plans across the US and AsiaPac markets. ​

Exotec chose to partner with Erevena due to own strong track record of success with VC-backed, fast growth businesses, indepth knowledge of the supply chain technology ecosystem and ability to deliver Search both at C-Suite through Erevena Search and the ability to work with Erevena Growth for the VP level hires, allowing a one-partner strategy across multiple searches.

Requirements

For the VP Sales Western Europe, Exotec were seeking an experienced leader with a proven track record in growing sales teams within logistics products or systems, supply chain SaaS software or from consulting. It was critical that candidates came with in depth knowledge of warehouse processes and designs in order to be credible internally with the team and externally when client facing.  ​

This is an incredibly niche market and Erevena focused on Exotec’s core competitors in warehouse robotics and from the SaaS Warehouse Management Systems space in order to identify candidates with the industry depth that was required. ​

Most importantly for Exotec was ensuring the right culture fit within the organization. As a low-ego, simple but logically minded company, it was important to find a thoughtful sales leader who could mentor, coach, encourage, and challenge when required, avoiding the arrogant sales leader who could be found in some competitor organisations.

Result

We hired Remy Malchirand who joined Exotec in October 2021, only 3 months after we signed off the search. Remy joins with over two decades of experience in Warehouse Management Systems, successfully scaling Manhattan Associates across Southern Europe. He also comes with broader experience than pure sales, previously being a Managing Director running the sales, marketing, and services teams. ​

Remy is a great culture fit for Exotec, being a humble individual willing to put the team above himself, as well as being highly analytical and highly consultative.