Showcase

Recruitment of an Account Manager

How we recruited an Account Manager for an electrical manufacturer

Our client

Our client specialises in providing electrical test and measurement solutions. They manufacture TnT, a popular portable appliance tester, and provide repair and calibration services for electrical test instruments.

  • Location - Perth, WA
  • Industry - electrical manufacturing
  • Size - 30 employees

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

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.

Account Manager

  • Work for a well-established manufacturer of electrical appliances
  • Must have knowledge of electrical instruments
  • Sales across WA metro - make the role your own

The role

This is an expansion role that will build upon a well-established base of clients and contacts. The challenge will be to promote not only their electrical appliance testers and accessories, but a range of other products including oscilloscopes, power supplies, multimeters, tags and label printers.

Your territory will be the whole of Western Australia. The successful applicant will report directly to the General Manager based in Adelaide.

You must be able to effectively communicate with - and sell to - corporate offices, wholesale branch managers and end-users. You will be expected to find sales opportunities in all sectors of business - be it government, corporate, retail or construction.

About you

The successful candidate will need:

  • A proven sales background
  • Knowledge of the test and tagging industry
  • Strong written and verbal communication skills
  • Experience working with electrical contractors and wholesalers
  • The ability to develop long-term contracts
  • Loyalty; looking for a long-term career

An electrical trade background would be advantageous.

About our client
Our client opened their doors for business in 1993, and they have since become a well-established manufacturer of a range of electrical appliance testers. The company is based in South Australian, and they have offices in 3 states throughout the country.
Due to personnel changes in their West Australian office, our client is now looking for an Account Manager. The individual will need to be motivated, customer-focused, and should share the company's values of trust and accountability. They will also need to be committed to achieving their team's goals.
This position creates an opportunity for someone to be creative in how they sell - the role will be developed to suit their selling skills and style.

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






Electrical trade / equivalent




Experience






Sales - electrical industry



Record of reaching revenue targets



Established network with contractors, wholesalers, corporate users, etc.



Test / tagging knowledge



Short and long-term contract development and maintenance



Account management success



CRM - extensive



Cold-calling and on-the-road sales



Sales metric monitoring - quarterly sales results, annual forecasts, etc.



Solving issues in minimal time



Customer product usage



Other






Microsoft Word - advanced





Microsoft Excel - advanced





Microsoft PowerPoint - advanced





Spelling and grammar - excellent





Can use online presentation software



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 - Account Manager

Account Manager

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

1,153


Applications received

52


Interviewed by 11 Recruitment

7


Shortlisted

6


Interviewed by client

4


Hired

1

Feedback

"Christian provided a very professional, friendly service.

He was excellent to deal with, always making sure we understood and were happy with the process.

His screening and interviewing was thorough and we are thrilled with the outcome - he found us an excellent candidate."

Looking to recruit?


Christian Madsen | Managing Director

Want to recruit?

Click the button to request your free quote or call me on (08) 9225 6211 if you have any questions.

>