Client showcase

How we recruited a BDM

About the client

Our client is a steel and wire manufacturer. They are a premier specialty steel-manufacturing facility offering a unique combination of carbon, stainless and other specialty steel making capabilities.

Location - Brisbane, QLD
Industry - steel manufacturing
Size - 30 employees

We applied our three-phase service delivery model for this recruitment drive.

How we recruit talent →

Video job advertisement

Social media algorithms prioritise video content over still images, so we produce video advertisements for all vacancies to enhance our candidate sourcing efforts.

By leveraging this unique and highly effective approach, we aim to connect with the right candidates at the right time.

We share our videos on LinkedIn, and Facebook, posting them 10-20 times based on relevance. Typically, our videos receive over 1,000 views within the first 24 hours.

Job advertisement

We continually refresh, rewrite, and reformat our job advertisements to ensure we receive high-quality applications. Our strategy is proactive, with approximately 20 advertisements posted for each permanent job. These advertisements are shared across:

Job boards - Seek, Adzuna, Glassdoor, Indeed and Jora
Social media - LinkedIn, Facebook and Twitter
11 Recruitment's website

On average, our advertisements receive over 100 applications and significantly outperform the market benchmark for Seek, shown in this graph.

Business Development Manager

On-the-road business development role, reporting directly to the Managing Director
Promote the full product range of high-quality galvanised welded wire mesh products
Are you a "hunter" and a "farmer"?
Great salary package

ABOUT THE CLIENT

Our client is a Western Australian steel and wire manufacturer. They are seeking a superstar salesperson – a hunter and a farmer - to join their ISO 9001 certified business. They are looking for someone special - a top salesperson with a hunger for business development.

You should have good time management skills and be a self-starter who can work autonomously as you will be working from home.

ABOUT THE ROLE

The duties for this role will include:

Chasing distributors (selling to mining companies / contractors) and fabricators
Acquiring new clients face-to-face, via email and over the phone
Attending conferences and making presentations
Building relationships and cold calling decision-makers
Acquiring new clients through tenders
Managing existing clients through monthly face-to-face visits (across QLD, but monthly within the Brisbane metropolitan area), via email and over the phone

ABOUT YOU

The successful candidate will need:

Experience conducting B2B sales with a proven track record
Solid experience working in steel fabrication or a manufacturing environment
Experience selling products directly to fabricators and distributors 
Managing long-term client relationships 
The ability to work from home and operate under minimal supervision with a high degree of independence and initiative
The ability to use a CRM database to track clients
Strong interpersonal and communication skills
To be a self-starter with a positive "can do" attitude

Assessment Matrix design

Our custom-designed, in-house software generates an Assessment Matrix, serving as the blueprint for our recruitment process. This process includes screening, interviews, document verification, skills testing, personality profiling, and reference checks.

The Assessment Matrix marks the stage at which each criterion is addressed, with the most critical criteria being checked multiple times throughout the recruitment process.

Selection criteria	Screen	Interview	Docs.	Profiling	Refs.
Education
Bachelor's degree - desirable	✓		✓
Experience
Steel industry	✓	✓			✓
B2B sales - lead generation	✓	✓			✓
Record of reaching revenue targets	✓	✓			✓
Established network	✓	✓			✓
Broad knowledge of the steel market	✓	✓			✓
Development / maintenance of short and long-term contracts	✓	✓			✓
Account management success	✓	✓			✓
Cold-calling and on-the-road sales	✓	✓			✓
Tendering	✓	✓			✓
Sales metrics monitoring	✓	✓			✓
Other
Microsoft Word - advanced	✓
Microsoft Excel - advanced	✓
Grammar & spelling - excellent	✓
Passion for business growth	✓	✓			✓
Verify LinkedIn vs CV	✓	✓			✓
Will undergo personality assessment	✓	✓			✓
Willing to travel across QLD for visits	✓	✓			✓
Accept expected salary ($120k)	✓	✓			✓
Previous warning of termination?	✓	✓			✓
Will you pass a drug test?	✓	✓			✓
Behaviour
Dominance - 69%		✓		✓
Influence - 45%		✓		✓
Steadiness - 27%		✓		✓
Compliance - 47%		✓		✓
Forms signed
Health / police check			✓
Signed document - tell the truth			✓
Docs verified
Driver’s licence	✓		✓
Citizen AU / NZ or PR	✓		✓

DISC profiling

Just like people, jobs have their own behavioral profiles based on duties, environment, and communication. For every job vacancy, we create a profile that allows us to match an applicant's behavior to the specific role.

We utilise the DISC assessment, which examines the following attributes:

Dominance - accomplishing results, the bottom line, confidence
Influence - persuading others, openness, dependability
Steadiness - cooperation, sincerity, dependability
Compliance - quality, accuracy, expertise

DISC profile - Business Development Manager

BDM

Shortlisted candidates

Candidate A

Candidate B

Candidate C

Behavioural adaptation by candidates to match the job profile:

Candidate A

Candidate B

Candidate C

Results

Our aim is to produce a strong shortlist by sourcing widely. We measure every stage in our recruitment process to ensure we meet this key objective.

Our service comes with an extended 18-month replacement guarantee. This guarantee means our interests are mutually aligned - to recruit high achievers who will excel and stay.

Video views

1,815

Applications received

106

Interviewed by 11 Recruitment

Shortlisted

Interviewed by client

Hired

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