Client showcase

How we recruited a Technical Sales Specialist

About the client

Our client is an independent family company and a worldwide leader in all areas, in which safety at heights is important. They supply innovative and exceptional products and services, which are a clear reflection of the strengths of their brand.

Location - Western Australia
Industry - safety and fall protection
Size - 200 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.

Technical Sales Specialist

BDM
Combine your passion for sales and abseiling
Work from home with field based travel across WA

ABOUT THE CLIENT

Where else could abseiling be part of your daily routine? Would you like to work from the comfort of your own home? An exciting opportunity has arisen for a full-time Business Development Manager to join a world-leading, family-run manufacturer of Personal Fall Protection Equipment and Safety Systems.

ABOUT THE ROLE

The main duties for this role will include:

Making appointments with decision makers and then meeting them face to face
Building ongoing relationships with distributors with a view to continued sales growth
Writing up proposals and maintaining post-sale relationships
Negotiating pricing and closing of sales
Demonstrating the height safety equipment (to include abseiling from tall buildings)
Attaining and tracking distributor feedback on continual service improvements
Representing the company at industry events and networking meeting
Following up on sales leads generated from trade shows, marketing campaigns, the company’s website, and other sources

ABOUT YOU

To be successful in this role, you will need to be based in Perth, be a natural-born salesperson with previous sales or business development experience and a background of working with height safety equipment or safety products. You will also need to have:

A great attitude with a professional approach to selling
Excellent negotiation and influencing skills
The ability to think on your feet
Proven ability to persuade and influence distributors by building successful ongoing relationships
The ability to demonstrate safety equipment by abseiling from tall buildings (training will be provided)
Strong resilience 
Flexibility to travel locally and nationwide to include staying away - 1 week in 6
Integrity in every aspect of how you work
Mining experience (desirable)
MS Office

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
Minimum year 12 Diploma or equivalent	✓	✓	✓
Experience
Desirable – Height safety experience	✓	✓
Previous sales exp with distributors and end users	✓	✓			✓
Experience persuading distributors to sell products	✓	✓			✓
Negotiating experience	✓	✓			✓
Planning and scheduling appointments experience	✓	✓			✓
Must have understanding of safety equipment/products	✓	✓			✓
Experience of the mining industry preferred	✓	✓			✓
MS Office Intermediate	✓	✓			✓
Other
Work location – home based (need to be set up for this)	✓	✓			✓
Prepared to travel and work away for 1 week in every 6	✓	✓			✓
Must be prepared to demonstrate equipment (abseil/heights)	✓	✓
Must be self-motivated and able to work autonomously	✓	✓			✓
Task focussed	✓	✓			✓
Accept expected salary range ($85 -100k plus super, Laptop)	✓	✓			✓
Resilient with excellent stakeholder management skills	✓	✓			✓
Will you pass a drug test?	✓	✓			✓
Behaviour
Dominance - 69%		✓		✓
Influence - 55%		✓		✓
Steadiness - 19%		✓		✓
Compliance - 47%		✓		✓
Forms signed
Health / police check			✓
Signed document - tell the truth			✓
Docs verified
Driver’s licence	✓		✓
Citizen AU / NZ or PR	✓		✓
Medical Check	✓		✓
Probity Check	✓		✓

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 - Sales Consultant

Sales Consultant

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

1,363

Applications received

Interviewed by 11 Recruitment

Shortlisted

Interviewed by client

Hired

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