Case Study: Recruiting Sales Hunters for a UK Construction Leader
Client
Speciality partition manufacturer
Specialisation
Industrial factory and warehouse partitions, curtains and screens, temporary buildings and construction
Summary
Our client needed 2 experienced sales professionals to lead growth on their sales team
Client Overview: Industrial Solutions for Warehouses & Construction
Our client is a market leader in industrial factory and warehouse partitions, curtains and screens, temporary buildings and construction and fit out hoarding.
The target market for our client is Tier One and Tier Two construction companies and contractors across the United Kingdom and Europe, with a focus on high-value partition projects typically in warehouse and factory environments.
Roles: New Business Account Managers Across the UK
New Business Account Managers (2 open positions) to join the expanding team to generate new business out of new accounts. The successful candidate will be responsible for generating sales revenue from new accounts, predominantly in the warehousing and manufacturing sectors.
Candidates could be located anywhere in the UK but must be prepared to travel to clients as required.
Strategy: B2B Sales Recruitment for the Construction Sector
We started with the development of a custom database of UK-based, working, established full-sales-cycle Construction Sales Executives with Full Sales experience selling into the construction and manufacturing sectors. Candidates must have a professional, disciplined, organized approach to selling and want to establish themselves in a family-oriented business. Base salary was circa £60K with double on-target earnings. In the next stage, a targeted approach of researching, connecting, engaging, and presenting this compelling opportunity.
We collected detailed résumés and support documents, interviewed each candidate and completed The Sales Experts – Sales Hunter Intelligence Evaluation Assessment© Once our assessments were finished, we presented all top-rated candidates to our client for review. Our client conducted their own assessment and a series of interviews. Upon final selection, we assisted with the offer process.
Results: 2 Hires in 10 Weeks from 2,383 Prospects
People Cold Screened*
Agency-Side Interviews
Candidates Presented
Client-Side Interviews
*Cold Screening represents the initial group of candidates identified as having a potential fit to the search parameters. These candidates were then contacted and those interested in the opportunity were further screened prior to scheduling Agency Side interviews.
Timeframe
10 weeks
Total Hours
255 hours
Conclusion: Headhunting in Niche B2B Markets Pays Off
Finding top sales talent in the construction sector is challenging, as salespeople tend to lack the professional footprint of other industries. Success required serious networking and leveraging all of our established relationships to find the proverbial needle in the haystack. However, our research-focused search approach delivered the results our client was looking to achieve.
We dug deep, stayed focused, and made a good list of potential candidates. We then used our Sales Intelligence Evaluation Assessment© to pick out the best salespeople to show our client. Ultimately, we successfully hired two excellent sales professionals, and they are actively contributing to the ongoing growth of our client.
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