The Client’s Need:
A national business services provider was seeking a results-oriented Business Development Manager for their niche Dallas area market. This person needed to have experience in large company B2B sales, an understanding of business services, and a history of success. They needed someone who could handle large deals and a book of business of over $3 million. Additionally, the tricky part in finding someone with niche industry experience was going to be finding someone who wasn’t bound by a non-compete.
TruPath recruiters searched for candidates with 3-5 years of high level business service sales experience. Hiring managers often like to see continuity in industry experience, but sometimes non-competes can force good employees out of an industry. As such candidates with past business services experience were still considered. Next came the screening. Candidates had to be able to both qualitatively and quantitatively communicate past successes. They also needed to be able to provide an example of being a “hunter,” aggressively going after potential customers. TruPath recruiters identified Business Development Manager candidates who could hit the ground running on day one.
The Result of Partnership:
The client was impressed with a candidate who had a “go-getter” attitude, a familiarity with the territory, and an established network in the industry. The candidate was excited to join a team with a “household” name. Representing such a well-known organization meant he would have significantly more resources at his disposal than he previously had to increase his sales. Conversely, the hiring manager recognized that someone who had previously succeeded with less support could move mountains in his new role.