Leadership and strategic vision: essential qualities for an interim manager.

Madrid, 19 February 2024

The recruitment of senior talent into Executive Interim Management has been an established practice in Europe for decades. Although somewhat later than elsewhere, Spain has been following this trend set by its European Partners for years. Xavier Hernando, who recently joined EPUNTO Interim Management as a Senior Client Partner, is a fine example of professionalism, determination and enthusiasm. In this interview, he explains his career path and the reasons why he works as an interim manager and corporate consultant.

As a technical engineer with a Master’s degree in business management, marketing and sales, and a qualification in international trade, after a 37-year career, how did you come to enter the exclusive and demanding world of interim management?

After more than three decades of professional dedication, my career has undergone a significant evolution. During this time, I have consolidated and combined my knowledge as a technical engineer with that acquired through master’s degrees in commercial management and marketing management, as well as my training as a foreign trade specialist. This journey has given me a comprehensive and multidisciplinary perspective on business, enabling me to approach it from a holistic standpoint that is adapted to the changing challenges of the business environment.

The transition to interim management arose from my constant desire to take on new professional challenges and to offer effective solutions to a range of business issues.

“Interim management requires technical and commercial expertise, but it is also essential to be able to adapt to changing environments and to tackle business challenges in an agile and efficient manner.”

My technical training provides me with the foundation for a thorough understanding of operational and technological aspects. At the same time, my knowledge and experience gained through working with diverse teams and companies across multiple sectors have enhanced my strategic and leadership skills.

The decision to pursue a career in interim management arose when I realised that my extensive experience could bring significant value to companies requiring interim leadership. Interim management requires technical and commercial expertise, but it is also essential to be able to adapt to changing environments and to tackle business challenges in an agile and efficient manner.

What do you consider to be your main professional areas of expertise, where you have the most experience?

Drawing on the experience I have gained in various functional and managerial areas within the organisations where I have built my professional career, I am convinced that my key professional areas of expertise are:

Sales Management: Executive-level experience in sales management, which has equipped me with strategic skills, leadership and the ability to make decisions at an executive level.

Competencies in managing both human resources and sales teams themselves, as well as in-depth knowledge of specialised products or services, and strong skills in negotiation and client relations.

Internationalisation: My experience in the internationalisation of companies has equipped me with skills in global business expansion, an excellent ability to tackle the challenges and opportunities of the international market, and well-developed intercultural skills.

Like all executives who carry out your work through interim management, you have had a long and successful career. What have been the most intense and enriching experiences?

I have had the privilege of tackling stimulating challenges in various business contexts. Some of the most intense and enriching experiences have been:

• Interim Head of Internationalisation / Deputy to the Managing Director at a family-run business specialising in the packaging and marketing of intermediate chemical products. During this project, I worked alongside the company’s management to develop and implement specific strategies for growth in international markets, demonstrating adaptability and strategic vision.
• Interim Director of Internationalisation. This was a small company specialising in the design and manufacture of industrial chromatography systems. In this role, I led the necessary initiatives to optimise the company’s internal organisation. The aim was to enable the company to successfully enter new overseas markets and consolidate its presence in those markets. This allowed the company to establish new partnerships whilst optimising its international distribution channel.
• Interim Sales Manager for Spain / Interim International Sales Manager at a subsidiary of a Danish company. Manufacturer, distributor and installer of industrial ventilation equipment. During my time with the company, I was able to implement innovative strategies that led to a significant increase in sales, as well as the company’s expansion into Spain and its target international markets (LATAM).

Throughout these roles, my focus centred on the effective execution of strategies, the management of multidisciplinary teams and the creation of tangible value for the companies.

Undoubtedly, my ability to adapt to diverse and complex environments, combined with a strong strategic vision, has been fundamental to my success in the field of interim management. These experiences have contributed not only to my own professional development, but also to the sustainable growth and successful internationalisation of the companies I have had the honour of leading on an interim basis.

Interim management is well established in other European countries and in the English-speaking world. Do you think it will eventually become as widespread in Spain?

In my view, the establishment of interim management in Spain may take time, due to the idiosyncrasies and unique nature of the Spanish business landscape. There is a certain mistrust regarding the integration of professionals who are not directly employed by the company, as there is often concern and even a certain fear of losing confidentiality and control over sensitive areas of information and management.

At EPUNTO Interim Management, we offer high-quality professional services and have a significant track record of successfully completed projects; as a result, this model of executive management is gaining wider acceptance in Spain.

Trust will grow as more case studies emerge amongst the companies that commission this service. It is a matter of time and of continuing to demonstrate the added value that interim management brings to Spain.

What does being a Senior Client Partner at EPUNTO Interim Management mean to you?

Being a Senior Partner at EPUNTO Interim Management represents a unique opportunity to prove my worth and put my extensive experience in executive management at the service of the firm’s clients. At the same time, it presents a motivating personal challenge. The chance to collaborate with top-tier professionals to drive the growth of EPUNTO Interim Management gives me the opportunity to contribute to the success of this thriving company, one of the pioneers in this field in Spain.

Another motivating factor regarding EPUNTO Interim Management is the prospect of working in an environment of excellence and collaboration, where I can apply my knowledge and experience to make a significant positive impact.

I must also mention the extraordinary opportunity I have been given to join Valtus Alliance, the world’s leading international interim management organisation. The fact that EPUNTO is its exclusive representative in Spain and that it shares services with companies from various countries presents an exciting challenge for me, as it does for any professional working as an interim manager.