head hunting the perfect sales manager

The Brief: 

The company is recognised as the largest plastic piping and accessories manufacturer in the UK, and in the top 10 in Europe. The company is equally recognised as the Number 1 in residential, Number 1 in commercial, and Number 1 in civils sectors. As part of a new business plan, the company was looking to recruit an experienced Sales Manager to help develop the fledgling new arm of the business, and through organic and acquisitive growth establish the business as an equally credible player in the industrial sector.

Focus:

It was clear from the brief that in this challenging role energy, enthusiasm, creative thinking and vision were as important as a demonstrable track record of sales success.

Action:

A detailed search was conducted of the company’s main competitors to source sales professionals with the right market knowledge. This proved to be labour intensive, as although the sales people approached had relevant profiles, when spoken to they came across as “steady Eddie’s” – i.e. track record of achieving sales targets, but not with the strategic vision required to take increase our client’s market share.

After 2 full weeks of searching I was confident I had sourced three candidates with relevant industry experience and the all important drive and ambition essential for the role. All progressed to 3rd interview stage and performed well the final stage interview. Feedback from the hiring manager was that all 3 candidates could do the job, however one candidate stood out with his positive “can do” attitude and strategic thinking.

Outcome:

Our candidate was offered in March 2015 and joined as National Sales Manager (Effast) May 2015

Impact:

• Improved working culture within a small sales team (dealt professionally and effectively with a “problem” resource)
• Better team working and people development. It’s a small team, but they are now actually operating as a team, John has provided a coaching and mentoring role where appropriate
• Pretty much achieved consistent quarter on quarter growth
• Developed a strong set of relationships with the larger Terrain sales team, through good networking
• Improved through training and coaching the technical knowledge within the sales team