Client showcase

How we recruited a BDM

About the client

Our client is at the forefront of international design and distribution, exporting interior upholstery and window covering textiles to over 50 countries around the world.

Location - Perth, WA
Industry - textiles
Size - 100 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

Autonomous role, working with a vast product range
Use your creativity and passion for design

ABOUT THE CLIENT

Envision combining your creativity and passion for design and style in an autonomous position by representing high quality products. With a vast product range to offer, this is a role for an outgoing sales person with a passion in creating space, design and colour solutions. The successful applicant will be servicing existing clients whilst driving new opportunities to grow sales.

This position is for their Commercial sector, which is contact and relationship driven.

ABOUT THE ROLE

The duties for this role will include:

Making on-the-road B2B product sales
Developing current customer relationships by educating clients, presenting new releases and highlighting proven performers
Understanding the decision-making process to identify and sell to key stakeholders
Territory account management - including an effective call cycle however, there are strong expectations of business development which includes driving business; qualify, lead and pursue new business opportunities
Explore the needs of clients and propose solutions
Providing first-class service
Directing all phases of the client experience including post-delivery
Managing sampling expenses whilst keeping within budget and removing discontinued ranges
Supervising stock of running lines and large orders
Reviewing back orders and placing forward orders where necessary.
Successfully reaching sales and GP targets

ABOUT YOU

The successful candidate will need:

3 or more years' experience in a B2B environment
Experience maintaining a constant call cycle
The ability to promptly interpret and address customer needs
Strong problem solving skills - able to quickly identify and overcome obstacles
Sound organisational skills, time management and attention to detail
Motivation, and the ability to work both independently and as part of a team
Professional presentation
A valid drivers licence with a good driving record

Experience in the textile or home furnishings industry, or a qualification in a relevant field would also be advantageous.

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
On-the-road B2B sales	✓	✓			✓
Account management	✓	✓			✓
Call cycle development / maintenance	✓	✓			✓
Reaching sales and GP targets	✓	✓			✓
On-the-road sampling and demos	✓	✓			✓
Fabric / curtains / design / furniture	✓	✓			✓
Proven lead generation strategies	✓	✓			✓
Long lead-time sales generation	✓	✓			✓
Other
Microsoft Word - advanced	✓
Microsoft Excel - advanced	✓
Microsoft PowerPoint - advanced	✓
Spelling and grammar - excellent	✓
Passion for colour and design	✓	✓		✓	✓
Organisation and time management	✓
Customer complaint handling	✓	✓			✓
Immaculate presentation		✓			✓
Verify LinkedIn vs CV	✓	✓			✓
Accept expected salary $150k	✓	✓			✓
Previous warning of termination?	✓	✓			✓
Will you pass a drug test?	✓	✓			✓
Behaviour
Dominance - 50%		✓		✓
Influence - 55%		✓		✓
Steadiness - 27%		✓		✓
Compliance - 57%		✓		✓
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

1,054

Applications received

Interviewed by 11 Recruitment

Shortlisted

Interviewed by client

Hired

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