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 favour videos over still content, so we create video advertisements for all vacancies to help source our candidates.

We take full advantage of this unique and highly effective form of candidate sourcing in order to reach the right candidate at the right time.

We post our videos on Twitter, LinkedIn and Facebook. They are posted on these platforms 10-20 times, based on relevance. Our videos typically receive over 1,000 views within the first 24 hours.

Job advertisement

We constantly refresh, rewrite and reformat our job advertisements to optimise the quality of applications received. Our approach is aggressive - we post around 20 advertisements for every permanent job. Advertisements are posted on:

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 perform well above 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 in-house designed, custom made software generates an Assessment Matrix, which is our blueprint for the recruitment process. Our process consists of screening, interviews, document verification, skills testing, personality profiling and reference checks.

Ticks indicate the point at which each criteria is addressed. More importance criteria are 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

Similar to people, jobs have their own behavioural profile that is based on duties, environment and communication. We create a profile for every job vacancy, enabling us to match an applicant's behaviour against that of a specific role.

We use DISC, 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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