Showcase

Recruitment of a BDM

How we recruited a Business Development Manager for a minerals analysis facility

Our client

Our client is an independent minerals analysis facility in Malaga, WA. They are a world leader in microwave digestion of mineral samples, with a focus on geochemical analysis. 

  • Location - Malaga, WA
  • Industry - minerals
  • Size - 20 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.

BDM - Minerals

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

  • Mineral analysis laboratory/mining industry
  • Do you aspire to be a General Manager within 2 years?
  • Do you have a degree in chemistry, physics, geology, engineering?
  • Do you want a real career path where you will be nurtured, coached and mentored into a senior leadership role within 2 years?
  • Do you want to work for a world-leading boutique facility that has extensive experience in geochemical and general chemical analysis?
  • Do you want to work for a company that has a real ‘family feel’ and who will make good use of your degree?

Retained Search

The role

The duties for this role will include:

  • Building and maintaining relationships with new and existing clients, where you will have full responsibility for the sales cycle and ongoing business development
  • Reviewing new and existing contracts to ensure requirements are being met
  • Learning about all aspects of the company by shadowing the existing MD in order to grow into the General Manager position
  • Manage relationships with sub-contractors, firms and outside resources 

The successful person will want to develop their commercial acumen in order to eventually contribute to and implement the organisation’s strategic plan and initiatives for the future.

About you

The successful candidate will need:

  • A tertiary qualification in mining engineering, science, physics, geology or a technical related discipline
  • An understanding of commercials, with the ability to interpret and understand financial information (e.g. budgets, P&L) and an aptitude for learning about all aspects of the business
  • Excellent organisational and problem-solving skills
  • Strong stakeholder management skills, with the ability to develop, grow and maintain business relationships with new and existing clients
  • Excellent verbal and written communication skills
  • Strong analytical skills
  • An interest in Geology or earth sciences
  • Ability in using a CRM system, as well as Microsoft Office based software packages
  • Experience supervising, managing or leading a team (desirable)
  • Experience working with/for a mining company or supplier (desirable)

A mechanical trade background or previous crane repair / maintenance experience would also be an advantage.

About our client

This Malaga-based mineral analysis company was established in 2008 and is owned by a small group of key investors, most of whom are employees of the company. 

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.

Skill test

Profiling

Refs.

Education







Tertiary Qualification in Mining engineering/Science, Physics, chemistry, Geology or a technical related discipline




Experience







Strong analytical skills




Ability to develop, grow and maintain business relationships




Previous experience of working for or with a mining company or supplier




Experience as a supervisor/manager (desirable)




Excellent negotiation skills




Planning and scheduling experience




Previous stakeholder management experience




An awareness or aptitude for commercials with ability to learn & understand and interpret financial information (P&L /budgets etc)




IT computer skills (desired)




Excellent written and verbal communication skills


Proficient in MS Office




Other







Work location - Malaga




Verify CV vs LinkedIn




Accept expected salary range ($85 - $110 (top end) plus super




Previous warning of termination?




Will you pass a drug test?




Behaviour







Dominance - 65%





Influence - 55%





Steadiness - 27%





Compliance - 51%





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 - Business Development Manager

As well as being driven, this role also call for someone with charisma; an individual who is a good communicator, able to persuade others to their point of view as well as get their message across without appearing pushy or over-bearing.

The sort of person suited for the role enjoys the company of other people and the challenge of negotiation. But by the same token the person is not overly sensitive as to what people think of their decisions. That is not to say they do not want people to like them and see them in a positive light but where it comes to closing the sale for example, the person in this role needs to feel comfortable asking for the order without fear of offending.

read more...

This role requires an individual who is comfortable with a dynamic work environment and is able to adapt as required. Furthermore the role will require a person who is goal focused and motivated to achieve the desired outcomes, without significant management intervention or the guidance of rules and procedures.

The person would need to have a resilient character such that they can cope with the challenging aspects of the role, which would require strength of character and skill to adapt to possibly changing circumstances required to do the job.

The position requires an individual who will be comfortable with responding quickly to work demands and who will be adaptable and comfortable with change. There will be times when deadlines need to be met with little warning and the individual will need to be able to adapt to meeting tight deadlines.

This job will suit someone who is enthusiastic, energetic and confident with adapting to the changing environment, and not reliant on rigidly following a process or procedure.

Another characteristic of this role is that it will require a person who is self confident and unlikely to experience doubt as to their decisions. The ability to act on instinct rather than following the procedure or process is an aspect of the role.

The role requires someone who is likely to be confident, goal oriented and determined to get the job done to their liking.

A significant requirement will be for a person who is optimistic and enjoys socialising and meeting new people, a person who likes people and who is a good communicator and negotiator. This person would be happy to venture where others are more cautious.

This role requires someone who is able to work independently and act on their own initiative whilst seeing the big picture, but at the same time recognising the need for conforming to certain rules or procedures in order to get the job done.

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

1,731


Applications received

42


Interviewed by 11 Recruitment

8


Shortlisted

3


Interviewed by client

3


Hired

1

Feedback

"Christian Madsen and his Team at 11 Recruitment clearly demonstrated the huge benefit a professional and hard working recruiter can offer both the candidate and client (employer).

Christian puts himself in his clients shoes and through thorough research and questioning.

He gets to understand the industry, its current environment and the company's strategies, in order to attract and secure the best candidate for success in the role and critically important a win-win outcome for all."

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